Head of Channel

Native • USA - East Coast,

3d

About The Position

As Native's founding Head of Channel, you'll design, launch, and scale our U.S. channel program from the ground up. You'll own partner strategy end to end - segmenting the partner landscape, recruiting and onboarding the right resellers, MSSPs, and integrators, building the program mechanics (tiers, deal registration, MDF, co-selling, enablement), and driving partner-sourced and partner-influenced pipeline alongside our direct sellers. This is a builder’s role. You’ll take full ownership of the program from day one - writing partner agreements, standing up the portal, training the first sales engineers at our partners, and personally supporting early deals through registration and closing. You’ll work hand-in-hand with our Account Executives, marketing, product, and leadership to turn channel into a durable, multi-million-dollar revenue engine.

Requirements

• 7+ years in channel, partnerships, or alliances roles in B2B cybersecurity or cloud security.
• Experience in early-stage and high-growth startups preferred.
• Demonstrated experience building a channel program from zero.
• Authored partner agreements, defined tiers and economics, stood up deal registration and PRM systems, and shipped enablement content.
• Track record of driving meaningful partner-sourced and partner-influenced ARR, ideally helping a company reach $10M+ in partner-attributed revenue.
• Established relationships across the U.S. cybersecurity partner ecosystem (VARs, GSIs, distributors).
• Comfort operating as a player-coach / individual contributor.
• Strong commercial instincts: ability to model partner economics, structure incentive programs, and avoid channel conflict.
• Excellent communicator and cross-functional operator.
• Comfort working closely with AEs, marketing, product, and finance.

Nice To Haves

• Time spent in early-stage and high-growth startups.

Responsibilities

• Design, launch, and scale the U.S. channel program.
• Own partner strategy end to end, including segmentation, recruitment, onboarding, and program mechanics.
• Drive partner-sourced and partner-influenced pipeline.
• Write partner agreements.
• Stand up the partner portal.
• Train sales engineers at partner organizations.
• Support early deals through registration and closing.
• Collaborate with Account Executives, marketing, product, and leadership.
• Translate technical product value into partner-ready materials.
• Actively leverage AI and modern sales tools to innovate channel strategies.

Benefits

• Competitive compensation with meaningful early-stage equity.
• A rare opportunity to be the founding channel hire at a fast-growing cybersecurity startup.
• Architect the partner program from a blank page.
• Direct influence on GTM strategy, partner economics, marketing investment, and scaling beyond direct sales.
• Close collaboration with experienced founders, security experts, and operators.
• Flexibility, autonomy, and the chance to build something from the ground up.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed