[Hiring] Head of Channel @HiddenLayer

Role Description

HiddenLayer is seeking a strategic and hands-on Head of Channel to build and lead the company’s global partner strategy. This leader will own the channel motion across strategic value-added resellers, distributors, systems integrators, managed security service providers, and other ecosystem partners that can help HiddenLayer expand its reach in the rapidly growing AI security market.

Reporting to the CRO, the Head of Channel will establish the operating model, priorities, and programs required to generate partner-sourced and partner-influenced revenue. You will work closely with Enterprise Sales, Solutions Architecture, Marketing, Customer Success, Product, and RevOps to create a coordinated partner experience, accelerate deal execution, and scale a repeatable channel engine. This is a highly visible leadership role for a builder who can set strategy, earn executive trust, and personally drive results while the team and program are taking shape.

What You’ll Do

• Define and execute HiddenLayer’s channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.
• Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners aligned to HiddenLayer’s AI security platform.
• Recruit, onboard, activate, and develop high-value partners, creating clear plans for pipeline generation, co-selling, services delivery, and customer expansion.
• Create joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals.
• Establish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.
• Partner with direct sales leadership to align account coverage, orchestrate co-sell motions, prevent channel conflict, and improve deal velocity from opportunity creation through close.
• Develop scalable partner enablement for sales, technical, and services teams so partners can confidently position, demonstrate, sell, implement, and support HiddenLayer’s solutions.
• Collaborate cross-functionally with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction and improve the partner lifecycle.
• Bring partner and market insights back to company leadership to inform product priorities, packaging, services, competitive positioning, and future ecosystem investments.
• Represent HiddenLayer with partners and at relevant industry events, communicating the company’s AI security vision and building a strong reputation in the channel.

Qualifications

• 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.
• A track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue.
• Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners; established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are a plus.
• Prior experience carrying a direct or overlay quota and understanding how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.
• Experience operating in a high-growth startup, preferably during the Series A through Series C stages, where you built the playbook while delivering near-term results.
• Strong executive presence and the ability to influence senior stakeholders internally and externally, from partner account teams to customer executives.
• Excellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.
• Operationally rigorous and comfortable using Salesforce, PRM platforms, and reporting tools to create visibility into partner performance and revenue contribution.
• A collaborative, commercially minded leader who is equally comfortable setting strategy, creating structure, and personally moving opportunities forward.
• Willingness to travel periodically for partner meetings, customer engagements, and industry events.

Benefits

• Fully Remote: We are a completely remote global team with a generous stipend for your home office setup, annual upgrades, and a monthly stipend for internet/phone expenses.
• Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits with five options, including vision, dental, and 401k offerings.
• Flexible Time Off: Unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• Commitment to Learning and Development: Dedicated L&D fund for training, conferences, certifications, and industry events.
• Diversity, Equity, and Inclusion: Commitment to building a diverse team and providing a workplace free of discrimination or harassment.