Build the channel from the ground up. Define Runlayer's channel strategy, identify the partners that matter most, and stand up the relationships, programs, and processes that will scale.
Activate your network on day one. Use existing relationships across the cybersecurity reseller and VAR community to accelerate adoption of Runlayer and shorten the time to first revenue.
Map and prioritize the ecosystem. Identify which resellers, VARs, and partner organizations align with Runlayer's enterprise customer base and prioritize where to invest first.
Own the commercial relationship. Lead negotiations, structure partner agreements, and manage the full commercial lifecycle with each partner.
Educate partners on Runlayer. Equip partner-side sellers, solutions engineers, and account teams with the knowledge they need to position Runlayer effectively.
Drive partner-sourced revenue. Own the channel pipeline and revenue target, and report against it.
Facilitate introductions and co-selling motions. Bridge partner relationships into Runlayer's direct sales team to drive joint enterprise opportunities.
Partner cross-functionally. Work with Go-to-Market, Marketing, Product, and Operations to ensure partners are supported through every stage of the customer lifecycle.

Established channel experience. Seven or more years of relevant professional experience, with significant time spent building or leading channel and partnership functions at a high-growth security or enterprise SaaS company.
Strong, active relationships. A deep and current network of relationships across the leading cybersecurity reseller and VAR community. References from partner-side contacts at top resellers carry significant weight.
Track record of building channel motions. Demonstrated success driving partner-sourced revenue at scale, ideally with experience taking a channel motion from zero to one inside a high-growth company.
Cybersecurity ecosystem expertise. Deep understanding of how the channel operates in cybersecurity, including the commercial structures, buyer dynamics, and partner motions that define the space.
Commercial sophistication. Experience structuring partner agreements, negotiating commercial terms, and operating with executive-level stakeholders on both the partner and customer side.
High ownership and bias for action. Comfortable operating in a fast-moving, early-stage environment without an established playbook. You'll build the playbook.
Strong communicator and relationship operator. Able to represent Runlayer at the executive level externally and partner cleanly internally with sales, product, and operations.

Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities.
Paid time off — paid vacation, paid sick leave, and paid parental leave.
Professional development — budget for conferences, courses, and certifications in AI, enterprise software, and customer success.
Top-tier equipment — your choice of laptop and accessories to create your ideal work environment.
Health benefits — comprehensive health, dental, and vision coverage.
Customer interaction opportunities — work directly with innovative companies and see the immediate impact of your work.

Head of Channel Sales

Key skills