Job Overview
Location
Berlin, Germany
Job Type
Full-time
Category
Software Engineering
Date Posted
February 24, 2026
Full Job Description
đź“‹ Description
- • Lead and manage a high-performing team of Channel Sales representatives, driving them to consistently meet and exceed Net New Annual Recurring Revenue (ARR) targets within a designated sales territory.
- • This is a highly hands-on leadership role, requiring active involvement in managing team activities, fostering strategic partner relationships, and directly contributing to closing deals.
- • Execute comprehensive revenue strategies and ensure the team's adherence to Key Performance Indicators (KPIs) and ARR goals.
- • Oversee the day-to-day operations of the Channel Sales team, including conducting daily stand-up meetings, performing in-depth analysis of sales metrics, and leading rigorous pipeline reviews to ensure accuracy and identify areas for improvement.
- • Cultivate and nurture strong, strategic partnerships with key channel partners, actively engaging with them to drive mutual growth and expand KnowBe4's market reach.
- • Provide direct support and guidance to Channel Sales representatives, assisting them in developing compelling sales engagements with partners and facilitating the successful closure of deals.
- • Develop, implement, and manage strategic partner activities designed to foster robust relationships with both new and existing partners, aligning with a tiered partner stratification model to maximize net new revenue generation.
- • Conduct regular (weekly) rhythm-of-the-business reviews with the VP of Sales and other sales enablement teams to identify emerging trends, provide actionable feedback, and pinpoint opportunities for strategic enhancement and operational improvement.
- • Diligently validate the sales staging and overall health of the Area pipeline, ensuring the accuracy of sales forecasts and providing reliable revenue projections.
- • Collaborate effectively with senior leadership across SMB, Mid-Market, and Enterprise sales segments to ensure cohesive business strategies and to drive synergistic growth through the channel partner ecosystem.
- • Partner closely with the Area Customer Success Leader to guarantee seamless alignment between sales strategies, goals, and customer success initiatives, fostering a unified approach to client engagement and retention.
- • Actively participate in the recruitment process by conducting interviews with prospective sales candidates, with the objective of building and maintaining a world-class sales team.
- • Manage the allocated Area sales budget, including the preparation and submission of requests for events, trade shows, and other sales-driving initiatives.
- • Work collaboratively with People Operations to effectively manage all HR-related aspects for the team, including candidate interviewing, supporting career development for high-potential employees, and managing the performance of average and underperforming team members.
- • Drive a culture of accountability, transparency, and continuous professional development within the Channel Sales team, empowering representatives to achieve their full potential.
- • Analyze market trends and competitor activities within the assigned Area to identify new opportunities and adapt sales strategies accordingly.
- • Ensure that all partner engagements and sales activities are conducted with the highest level of integrity and professionalism, reflecting KnowBe4's commitment to security and trust.
- • Develop and implement training programs for the Channel Sales team to enhance their skills in areas such as SaaS sales, cybersecurity solutions, and partner management.
- • Foster a positive and motivating team environment that encourages collaboration, innovation, and a shared commitment to achieving sales objectives.
- • Stay abreast of the latest developments in the cybersecurity landscape and KnowBe4's product offerings to effectively position solutions with partners.
- • Contribute to the overall strategic planning and execution of KnowBe4's channel sales strategy, providing insights and recommendations based on market knowledge and team performance.
- • Effectively manage and prioritize multiple tasks and projects simultaneously, ensuring timely and successful completion.
- • Demonstrate a proactive and results-oriented approach to sales leadership, consistently seeking ways to optimize team performance and exceed targets.
- • Leverage CRM tools (e.g., Salesforce) to track sales activities, manage pipelines, and generate reports, ensuring data accuracy and completeness.
- • Communicate effectively with internal stakeholders, including marketing, product, and support teams, to ensure a cohesive go-to-market strategy.
- • Understand and articulate KnowBe4's value proposition to partners and their end-customers, highlighting the benefits of the Human Risk Management platform.
- • Drive adoption and proficiency of KnowBe4's solutions among channel partners, providing necessary resources and support.
- • Identify and develop new channel partners that align with KnowBe4's growth objectives and market strategy.
- • Monitor partner performance and provide constructive feedback and coaching to drive improvements in sales and engagement.
- • Ensure compliance with all company policies and procedures, as well as industry regulations.
- • Contribute to a culture of continuous improvement by seeking and acting upon feedback from team members and stakeholders.
- • Champion KnowBe4's mission to empower organizations to strengthen their security culture and transform their workforce into their strongest security asset.
- • Embrace KnowBe4's core values of radical transparency, extreme ownership, and continuous professional development.
- • Contribute to a fun and engaging work environment, participating in team activities and fostering a positive workplace culture.
🎯 Requirements
- • Minimum of 6-8 years of experience in Channel Sales, with a proven track record of exceeding targets.
- • Minimum of 5 years of people management experience, leading teams of 8 or more sales representatives.
- • Demonstrated experience in IT Channel Sales, preferably within the SaaS industry.
- • Fluency in German is essential for effective communication and relationship building within the designated Area.
🏖️ Benefits
- • Company-wide bonuses based on monthly sales targets.
- • Employee referral bonuses.
- • Adoption assistance.
- • Tuition reimbursement.
- • Certification reimbursement and completion bonuses.
Skills & Technologies
JavaScript
Remote
Degree Required
About KnowBe4, Inc.
KnowBe4 provides a security awareness training and simulated phishing platform used by organizations to educate employees on recognizing and preventing social engineering, ransomware, and other cyber threats. The cloud-based service offers interactive training modules, customizable phishing campaigns, policy management, and analytics to measure human risk and compliance. Founded in 2010 and headquartered in Clearwater, Florida, the company serves small businesses to large enterprises worldwide, helping reduce susceptibility to attacks and build a security-conscious workforce.
