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Channel Sales Manager

5 hours ago

San Francisco, California, United States Aikido Security Full time
Job description

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.

As our first Channel Sales Manager in the US Midwest, you will run sales with the channel ecosystem across Resellers and MSPs in the US, while collaborating with our US sales & success team. This is a high-impact, builder role with the opportunity to grow into expanded responsibilities as the US channel team scales. If leadership emerges, there will be a clear path for advancement.

Responsibilities

  • Build, manage, and close partner-sourced pipeline, while winning partner-influenced business in your assigned region

  • Enable partners & run joint GTM plans that drive demand and revenue

  • Track KPIs, deal registration, and pipeline health through CRM and PRM

  • Apply global partner programs, frameworks, and tools to local markets.

  • Identify new partners and pass-on to qualify together with global partnerships team

  • Your mission: drive revenue growth for both Aikido and its partners, creating lasting, win–win relationships.

Job requirements

  • 4 years in channel sales or B2B SaaS sales (cybersec or developer tools a plus)

  • Experience working with US VARs, MSPs, and distributors

  • Track record of building & closing revenue with partners, fast-paced business

  • Skilled in joint GTM planning, partner enablement, and demand generation

  • Strong network of MSPs, resellers, web builders or system integrators is a plus

  • Proficiency with PRM tools, HubSpot, and KPI reporting

  • Strong relationship builder with executive presence

  • Metrics-driven with proven success in accelerating partner-sourced revenue

What you can expect:

  • High-impact position in a fast-growing company.

  • Fast growth of responsibility.

  • Competitive salary package.

  • A company that sticks to its values in an open and informal atmosphere (see our culture page on the website for more details).

  • Flexibility in working hours.

  • You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability.

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