Channel Business Manager Austin

Root; Austin (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

Root is seeking a Channel Business Manager to build our partner-driven revenue engine in the US East from the ground up. Based in Austin, you will own the end-to-end partner motion with VARs, resellers, and MSPs, collaborating closely with our US sales leadership to create net-new opportunities and accelerate market entry.

You will recruit partners, enable partner sellers, and drive joint GTM motions to generate pipeline and revenue.

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 in Chicago and/or US East.
• 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 in the US East
• 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

Skills

Channel sales experience

Partner pipeline

Partner network

Door-opening

Fast-paced environment

Ownership mindset

Ambiguity handling

PRM/CRM tools

Tools

Sales CRM

PRM systems

Job description

Location: Austin, Texas

*Must be local to Austin Texas

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.

We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

We’re expanding internationally and there’s a lot of room to grow with us.

As our first Channel Business 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 in the US East
• 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 in the US East, starting from zero and scaling with urgency.

• 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 in Chicago and/or US East
• 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

Nice to have:

• Cybersecurity or developer tools experience

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.