Vice President of Channel US
About The Position
We’re hiring a VP, Channel Sales, to lead and scale Aikido’s North American channel business. This is a high-impact leadership role focused on growing partner-sourced pipeline and revenue across VARs, distributors, strategic alliances, and referral partners. You will own the regional channel revenue target while helping shape the long-term strategy for how Aikido scales through partners. This role is both strategic and hands-on. We are looking for someone who can build executive relationships, drive co-sell motions, create operational rigor, and lead a high-performing channel team in a fast-moving environment. We’re past the early “zero-to-one” phase. The opportunity now is to scale what’s already working.
Requirements
- Proven experience scaling channel revenue within B2B SaaS, cybersecurity, or developer tooling environments
- Strong track record managing and growing relationships with VARs, distributors, and strategic channel partners
- Experience leading and developing channel/account teams
- Strong understanding of channel economics, partner incentives, and co-sell motions
- Operationally strong with disciplined forecasting and pipeline management habits
- Comfortable operating in fast-moving startup or high-growth environments
- Executive presence with the ability to build trust internally and externally
- Hands-on operator mindset, willing to lead strategically while staying close to execution
Nice To Haves
- Cybersecurity or developer tools background
- Existing relationships within the North American security partner ecosystem
- Experience scaling partner programs in Series A–D environments
- Experience working alongside founder-led GTM organizations
Responsibilities
- Own North American channel pipeline and closed ARR targets
- Grow and deepen relationships across VARs, distributors, MSPs, referral partners, and strategic alliances
- Personally manage and expand a small number of high-priority strategic channel relationships
- Drive partner-sourced pipeline generation and co-sell execution alongside the direct sales organization
- Recruit, coach, and scale a high-performing channel team
- Build operational rigor around forecasting, territory planning, pipeline inspection, and partner accountability
- Develop repeatable partner enablement and GTM motions
- Partner cross-functionally with Sales, Marketing, Customer Success, and Product teams to support channel growth
- Act as the internal voice of the partner ecosystem and provide feedback on market opportunities, product positioning, and partner needs
Benefits
- Competitive compensation, equity, and benefits package
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
