Head of Channel

HiddenLayer

13d • Remote

About The Position

HiddenLayer is seeking a strategic, hands-on Head of Channel to build and lead its global partner strategy. The role owns the channel motion across strategic value-added resellers, distributors, systems integrators, managed security service providers, and other ecosystem partners to expand the company’s reach in the AI security market. Reporting to the CRO, the role establishes the operating model, priorities, and programs needed to generate partner-sourced and partner-influenced revenue. It works closely with Enterprise Sales, Solutions Architecture, Marketing, Customer Success, Product, and RevOps to create a coordinated partner experience, accelerate deal execution, and scale a repeatable channel engine. This is a highly visible leadership role for a builder who can set strategy, earn executive trust, and drive results while the team and program take shape.

HiddenLayer protects technologies from adversarial AI attacks through a patent-pending platform designed to help organizations adopt AI securely. The company describes itself as a rapidly growing, innovative team recognized by RSA Innovation Sandbox and CB Insights AI 100, among others.

Requirements

• 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.
• Track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue.
• Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners.
• Prior experience carrying a direct or overlay quota and understanding how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.
• Strong executive presence and ability to influence senior internal and external stakeholders, from partner account teams to customer executives.
• Excellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.
• Operational rigor and comfort using Salesforce, PRM platforms, and reporting tools to create visibility into partner performance and revenue contribution.
• Collaborative, commercially minded leadership, with the ability to set strategy, create structure, and personally move opportunities forward.
• Willingness to travel periodically for partner meetings, customer engagements, and industry events.

Nice To Haves

• Established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight.
• Experience operating in a high-growth startup, preferably during the Series A through Series C stages, building the playbook while delivering near-term results.

Responsibilities

• Define and execute HiddenLayer’s channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.
• Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners aligned to HiddenLayer’s AI security platform.
• Recruit, onboard, activate, and develop high-value partners, creating plans for pipeline generation, co-selling, services delivery, and customer expansion.
• Create joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals.
• Establish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.
• Partner with direct sales leadership to align account coverage, orchestrate co-sell motions, prevent channel conflict, and improve deal velocity from opportunity creation through close.
• Develop scalable sales, technical, and services enablement so partners can position, demonstrate, sell, implement, and support HiddenLayer’s solutions.
• Collaborate with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction and improve the partner lifecycle.
• Bring partner and market insights to company leadership to inform product priorities, packaging, services, competitive positioning, and future ecosystem investments.
• Represent HiddenLayer with partners and at relevant industry events, communicating the company’s AI security vision and building its channel reputation.

Benefits

• Fully remote work arrangement.
• Home office stipend, annual workspace upgrades, and monthly internet/phone stipend.
• Comprehensive health and wellness benefits, including five healthcare options, some fully subsidized by HiddenLayer, plus vision and dental offerings.
• 401k offerings.
• Unlimited and flexible time off for salaried employees.
• 15 paid company holidays.
• Dedicated learning and development fund for training, conferences, certifications, and industry events.
• Team gatherings a couple of times a year.

What This Job Offers

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