VP Channel (North America & Canada)

Aikido Security•Chicago, IL

2d•Onsite

About The Position

We’re making security suck less for developers. Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest. We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place. Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter. 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 in B2B SaaS or cybersecurity
Strong track record with VARs, distributors, and strategic partners in our space
Experience leading and growing channel teams
Strong operational and forecasting discipline, a fan of clear operating rhythms
You know how to play, channel economics, partner incentives, and co-selling motions
Hands-on operator mindset: experienced to lead, execution-focused enough to deliver

Nice To Haves

Background in software security/cyber, developer tools, etc., is strongly preferred

Responsibilities

Own channel target for qualified pipeline & closed ARR
Expand revenue across VARs, distributors, and referral partners
Lead by example in driving partner-sourced pipeline and co-selling motions, while taking direct ownership of two key strategic partners
Recruit, coach, and inspire a high-performing channel team
Build a strong execution culture focused on accountability, pipeline generation, and partner success
Drive joint go-to-market and deepen strategic relationships with existing partners, focus on quality over quantity in a tight, productive partner network
Implement scalable forecasting, territory planning, co-sell and operating rhythms
Align channel execution with broader US commercial priorities and ensure predictable contribution toward global channel growth targets
Act as the voice of the partner ecosystem internally and help shape scalable growth initiatives