Channel Business Manager - Public Sector

Aikido Security BV; Job; Hybrid; EUR 104,000 - 148,000; Full time

Job summary

Aikido Security is seeking a Channel Business Manager for Chicago to build its channel from the ground up across VARs, resellers, and MSPs. You will drive net-new pipeline and enable partner sellers to generate revenue, collaborating with the US sales team and leadership.

Ideal candidates bring 4+ years in channel/partner sales, an existing VAR/reseller network, and a proven hunter mindset. The role offers top-tier pay and equity in a fast-growing security company.

Qualifications

• 4+ years in channel sales, partner sales, or B2B SaaS sales.
• Proven track record of building pipeline through partners.
• Existing network of VARs, resellers, or MSPs.
• Demonstrated ability to open doors and activate partner sellers.
• Experience in fast-paced or scale-up environments.
• Strong ownership mindset with a bias toward action and persistence.
• Comfortable operating with ambiguity and building new processes.
• Experience with PRM/CRM tools and pipeline reporting.

Responsibilities

• Build and own a net-new partner pipeline across VARs, resellers, and MSPs.
• Leverage existing partner relationships to create early opportunities.
• Pitch Aikido to partner account managers and enable selling motion.
• Run joint GTM motions that generate real pipeline and revenue.
• Close partner-sourced deals while supporting partner-influenced opportunities.
• Track pipeline creation, partner engagement, and revenue KPIs.
• Identify and recruit new partners in collaboration with the global partnerships team.
• Help shape the early US channel playbook and repeatable motions.

Skills

Channel sales

Partner sales

B2B SaaS sales

Pipeline building

Hunter mindset

CRM/PRM usage

Tools

CRM tools

PRM tools

Job description

Location: Boston OR DMV

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, a long runway ahead, and unicorn status. 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 Businesss Manager for Chicago, you will build Aikido’s channel motion from the ground up across VARs, resellers, and MSPs. This is a channel builder role focused on creating net-new pipeline through our existing network and activating partner sellers to generate revenue. You will collaborate closely with our US sales team and leadership, acting as the point person for partner-sourced growth in the region. This role is for a hunter mindset, someone who thrives on opening doors, creating opportunities, and building momentum where little exists.

Responsibilities

• Build and own a net-new partner pipeline across VARs, resellers, and MSPs

• Leverage your existing partner relationships to create early opportunities and accelerate market entry

• Pitch Aikido to partner account managers and enable them to actively position and sell the product

• Run joint GTM motions that generate real pipeline and revenue

• Close partner-sourced deals while supporting partner-influenced opportunities

• Track pipeline creation, partner engagement, and revenue KPIs through CRM/PRM

• Identify and recruit new partners in collaboration with the global partnerships team

• Help shape the early US channel playbook and repeatable motions

Your mission: build a strong partner-driven revenue engine starting from zero and scaling with urgency.

• Public sector / Federal channel sales experience

• Cybersecurity or DevOps experience

• 4+ years in channel sales, partner sales, or B2B SaaS sales

• Proven track record of building pipeline through partners

• Existing network of VARs, resellers, or MSPs

• Demonstrated ability to open doors and activate partner sellers

• Experience in fast-paced or scale-up environments

• Strong ownership mindset with a bias toward action and persistence

• Comfortable operating with ambiguity and building new processes

• Experience with PRM/CRM tools and pipeline reporting

What you can expect

• Short decision lines. Big ownership. Shape the projects that matter and ship fast.

• Grow as fast as we do. Take on more, own more, and carve out your own path.

• Top-tier tech pay and equity.

• High trust, strong values, zero corporate BS.

• Flexibility in working hours.

• A company that sticks to its values in an open and informal atmosphere.

We hire for talent, drive, and potential. Everything else is noise.