Channel Business Manager - Public Sector

Aikido Security; Maryland; On-site; USD 110,000 - 150,000; Full time

Job summary

Aikido Security BV is expanding in the US and seeks a Channel Business Manager for Chicago. You will build and own a partner-driven sales motion, leveraging VARs, resellers, and MSPs to create net-new pipeline and revenue with a strong government-focus.

You’ll collaborate with the US sales team, activate partner sellers, and drive momentum in a government buying environment while shaping early playbooks and repeatable motions.

Qualifications

• 4+ years building partner-driven pipeline in channel, partner, or B2B SaaS sales.
• Existing network of VARs, resellers, integrators, and other partners that sell into federal accounts.
• Demonstrated ability to open doors, activate partner sellers, and drive momentum in government buying.
• Strong ownership mindset with a bias toward action and persistence.
• Comfortable operating with ambiguity and defining repeatable channel motions.

Responsibilities

• Build and own a net-new partner pipeline across VARs, resellers, and MSPs.
• Leverage existing partner relationships to create early opportunities and accelerate market entry.
• Pitch Aikido to partner account managers and enable them to 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

Federal government channel

Cybersecurity

DevOps background

Partner pipeline building

B2B SaaS sales

Open doors / momentum

Ownership mindset

Ambiguity handling

Job description

Location: Boston OR DMV area

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 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:

• Federal government channel experience
• Cybersecurity or DevOps background

• 4+ years building partner-driven pipeline in channel, partner, or B2B SaaS sales
• Existing network of VARs, resellers, integrators, and other partners that sell into federal accounts
• Demonstrated ability to open doors, activate partner sellers, and drive momentum in a government buying environment
• Strong ownership mindset with a bias toward action and persistence
• Comfortable operating with ambiguity, building new processes, and helping to define the motion as Aikido Strategics & Defense grows

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.