Director, Public Sector Channel (NA)

The Director, Public Sector Channel (NA) is responsible for leading the strategy and execution of channel partner relationships across the full public sector — Federal Civilian, Department of Defense (DoD) and Intelligence Community (IC), and State, Local, and Education (SLED) — driving growth and market penetration for KnowBe4’s platform. Reporting directly to the Global Channel Chief, this role owns the identification, recruitment, and cultivation of high-value partnerships with public sector-focused Value-Added Resellers (VARs), Systems Integrators (SIs), distributors, and Managed Security Service Providers (MSSPs). The Director will architect and execute channel programs that are fully aligned with government procurement vehicles, federal compliance mandates, and KnowBe4’s overall revenue objectives. This leader brings deep domain expertise in the government acquisition ecosystem — including GSA Schedule, SEWP V, CIO-SP3, and state-level cooperative purchasing vehicles — and a proven ability to drive significant ARR growth through partner networks. By combining a thorough understanding of cybersecurity compliance frameworks (FedRAMP, FISMA, CMMC, NIST SP 800-53, StateRAMP) with strong partner management skills, the Director will position KnowBe4 as the premier human risk management solution across all public sector segments.

Responsibilities:

Channel Strategy & Revenue Growth

• Develop and execute a comprehensive public sector channel strategy covering Federal Civilian, DoD/IC, and SLED segments, with segment-specific go-to-market plans, ARR targets, and pipeline goals aligned to KnowBe4’s overall revenue objectives.
• Build and scale a tiered partner ecosystem comprising public sector-specialized VARs, national and boutique Systems Integrators (e.g., Booz Allen Hamilton, Leidos, SAIC, Peraton, ManTech), distributors (e.g., Carahsoft, Immix Group), and MSSPs, ensuring coverage across all major agency verticals.
• Drive significant ARR growth through partner-sourced and partner-influenced opportunities; establish quarterly pipeline, bookings, and growth KPIs for each partner tier and segment.
• Identify and capture net-new opportunities by monitoring agency IT modernization initiatives, CISA mandates, zero-trust architecture programs, and Congressional cybersecurity funding priorities.

Partner Recruitment, Enablement & Management

• Recruit, onboard, and develop strategic channel partners with demonstrated public sector reach and technical competency in cybersecurity, applying rigorous partner profiling and business-case analysis.
• Design and manage partner enablement programs including sales training, product certifications, co-selling playbooks, and joint marketing funds (MDF/Co-Op), tailored to the unique needs of government-focused partners.
• Execute regular business reviews (QBRs) with top-tier partners assessing pipeline health, competitive positioning, and enablement gaps; deliver action plans to accelerate revenue.
• Cultivate prime/subcontractor teaming arrangements, positioning KnowBe4 as a preferred subcontractor on large SI-led bids and helping partners build compliant teaming agreements.

Government Procurement & Contract Vehicles

• Leverage and expand KnowBe4’s presence on key contract vehicles, including GSA Multiple Award Schedule (MAS), SEWP V, CIO-SP3, NASA SEWP, and NCPA/NASPO state cooperative contracts, to simplify government procurement.
• Guide partners through government acquisition processes, including RFP/RFI responses, IDIQ task orders, BPAs, sole-source justifications, and competitive bid strategies.
• Monitor federal and SLED budget cycles, appropriations activity, and continuing resolution (CR) impacts; develop strategies to maintain pipeline momentum regardless of fiscal uncertainty.

Compliance, Regulatory Alignment & Risk Management

• In coordination with the Legal team, ensure all channel partner activities comply with applicable federal and state regulations, FAR/DFARS requirements, cybersecurity executive orders (EO 14028), ITAR restrictions, and KnowBe4’s internal compliance standards.
• Maintain expert-level knowledge of cybersecurity compliance frameworks relevant to government customers, including FedRAMP, FISMA, CMMC (all levels), NIST SP 800-53/800-171, StateRAMP, and CISA Binding Operational Directives.
• Collaborate with Legal, Finance, and Compliance teams to vet partner agreements, channel incentive structures, and government contract terms, minimizing organizational risk.

Market Intelligence & Thought Leadership

• Conduct ongoing market analysis tracking government IT spending trends, competitive landscape shifts, emerging mandates, and SLED cybersecurity funding initiatives.
• Represent KnowBe4 at government-focused industry events, building brand visibility and thought leadership.
• Maintain relationships with key government influencers, agency CISOs/CIOs, CISA personnel, congressional staff, and industry associations to stay ahead of policy and procurement shifts.

Cross-Functional Collaboration & Executive Alignment

• Serve as the executive-level internal authority on public sector channel strategy, educating the CRO, Revenue Leadership Team (RLT), Product, and Marketing on the unique dynamics, buying processes, and compliance requirements of government customers.
• Partner with the direct sales, marketing, and product teams to ensure a unified, coordinated approach to public sector opportunities — avoiding channel conflict and maximizing market coverage.
• Co-develop demand generation campaigns with the marketing team, including agency-targeted digital campaigns, event sponsorships, and thought leadership content aligned to government cybersecurity priorities.
• Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight

Qualifications:

• A Bachelor’s degree in Business Administration, Information Technology, or a related field
• MBA or equivalent advanced degree preferred
• 8+ years of progressive channel sales and partner management experience in the public sector technology market, with a demonstrable track record of exceeding revenue targets
• Deep expertise in U.S. government procurement, including hands-on experience with GSA Schedule (MAS), SEWP V, CIO-SP3, and SLED cooperative purchasing vehicles (NASPO, NCPA)
• Proven ability to recruit, develop, and scale a high-performing partner ecosystem of SIs, VARs, distributors, and MSSPs focused on Federal and SLED markets
• Strong understanding of federal and state cybersecurity regulatory frameworks: FedRAMP, FISMA, CMMC (all levels), NIST SP 800-53/800-171, StateRAMP, and CISA mandates
• Experience structuring and managing teaming arrangements, prime/sub relationships, and IDIQ/BPA/task-order-based selling motions
• Demonstrated success managing channel programs at a SaaS or enterprise software company, including MDF/Co-Op management, partner portal administration, and incentive program design
• Expert knowledge of government procurement regulations (FAR/DFARS), contract vehicle structures (IDIQ, BPA, task orders), and acquisition lifecycle management
• Mastery of federal and SLED cybersecurity compliance frameworks (FedRAMP, FISMA, CMMC, NIST SP 800-53, StateRAMP) and their implications for SaaS vendor selection
• Proven channel partner management skills: partner recruitment, tiering, business planning, QBR facilitation, MDF/Co-Op administration, and conflict resolution
• Ability to envision and articulate long-term channel strategies that align with organizational goals and capture emerging opportunities within government cybersecurity markets
• Excellent executive-level verbal and written communication skills; ability to present compellingly to agency CISOs, C-suite partner executives, and internal senior leadership
• Proficiency with Salesforce CRM, partner relationship management (PRM) platforms, and channel analytics tools to track pipeline, partner performance, and revenue attribution
• Strong analytical skills; ability to use data-driven insights, market intelligence, and pipeline metrics to guide investment priorities and optimize partner performance
• Experience with Gmail, Google Workspace, and Microsoft Office Suite (Word, Excel, PowerPoint)
• Willingness and ability to travel up to 50% for partner meetings, agency visits, and industry events