VP Channel Sales, Cybersecurity, remote

Planet Green Search • Seattle, WA

7d • Remote

About The Position

Confidential search for a VP / Head of Channels at a fast-growing AI-driven data security company entering its next stage of growth. This is a true build-and-lead mandate: own and stand up the North American channel, activate existing partner relationships, and convert those relationships into near-term pipeline and revenue. The company raised $30M in Series A (June 2025; ~$41M total capital to date) and will announce Series B shortly. Proven founders, significant equity, and a category-defining product in AI-native DLP / insider risk management. The company is an AI-native data loss prevention and insider risk management platform, founded in 2023 with HQ in Seattle, WA and R&D in Tel Aviv. The leadership team includes a CEO who previously founded a cybersecurity company acquired by Microsoft, and co-founders with Unit 8200 backgrounds. The company has secured $11M in seed funding and $30M in Series A funding, with Series B announcement imminent. Investors include Paladin, Crosspoint, YL Ventures, and Okta Ventures. Their product offers autonomous discovery, multi-layer AI classification, detection, prevention, and AI DLP Agents across SaaS, GenAI, endpoints, email, and on-prem file shares, and is ISO/IEC 42001 certified for responsible AI. The company has seen rapid Fortune 1000 adoption, reported 500% customer growth post-launch, protects hundreds of thousands of endpoints, and was an RSAC Innovation Sandbox finalist. The current stage is Scaling GTM, and the channel is a net-new leadership seat to accelerate North American partner-sourced revenue.

Requirements

• Proven VP / Head of Channel (or equivalent) in cybersecurity, data security, cloud security, or adjacent enterprise security software.
• Deep, current relationships across the North American security channel — specifically names like GuidePoint, Optiv, Trace3, WWT, SHI/CDW, Softchoice, Fulcrum and peer national/regional VARs.
• Track record of activating partners and generating near-term pipeline and sourced/influenced revenue, not just signing logos.
• MSSP program experience and technology-alliance experience, including AWS (Marketplace, co-sell, or equivalent).
• Builder profile: first or early channel leader at a growth-stage vendor who stood up process, people, and partner motion.
• Comfort operating 100% remote with founders and a distributed US / Israel team.
• Credibility with CISO / security-buyer conversations and with partner principals / practice leads.

Nice To Haves

• Prior channel leadership at a high-growth cybersecurity company through Series B–D or equivalent scale-up.
• Experience selling or partnering around DLP, DSPM, insider risk, SASE, or cloud security controls.
• Existing relationships with Okta, Microsoft, CrowdStrike, or other identity / endpoint platforms that sit next to the platform in the stack.
• Federal / SLED or large-enterprise partner motion a plus, not required.

Responsibilities

• Own and build the company’s North American channel from the ground up.
• Recruit, enable, and activate partners.
• Drive MSSP and technology-alliance motion (including AWS).
• Own the North American channel strategy, plan, and P&L contribution.
• Build the partner ecosystem: recruit, contract, enable, and activate strategic VARs, integrators, and MSSPs.
• Activate existing relationships with partners such as GuidePoint, Optiv, Trace3, WWT, SHI/CDW, Softchoice, and Fulcrum to produce near-term deal flow.
• Create repeatable co-sell and co-marketing motions with field sales; attach channel to enterprise and mid-market opportunities.
• Stand up MSSP and technology-alliance programs, including AWS and other hyperscaler / security-stack alliances.
• Define partner tiers, incentives, deal registration, MDF, and enablement so partners can sell and implement the platform without heavy lift.
• Hire and lead a lean channel team as volume justifies; set forecasts, pipeline hygiene, and partner scorecards.
• Represent the company at partner events and executive briefings; be the face of the channel to the market.
• Partner with Product, Marketing, and Sales leadership on packaging, playbooks, and competitive positioning versus legacy DLP.

Benefits

• Competitive VP-level base + variable tied to channel-sourced / influenced bookings.
• Meaningful equity — significant growth opportunity given Series A complete and Series B imminent.
• 100% remote (North America).
• Occasional travel for partner QBRs, events, and Seattle / customer meetings.

What This Job Offers

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