Channel Partner Sales Manager

HiddenLayer; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Fully Remote

Comprehensive Health & Wellness

Flexible Time Off

L&D fund

Diversity, Equity & Inclusion

Job summary

HiddenLayer is seeking a Channel Partner Sales Manager to drive revenue through a targeted portfolio of VARs while aligning with the direct sales team. This remote US-based role is ideal for someone with a proven channel sales quota and experience working with both VARs and software vendors.

As an individual contributor, you will develop partner strategies, enable partners to position and sell the platform, and collaborate with RevOps to manage forecasts and pipeline.

Qualifications

• 5–10 years of experience in channel/partner sales, VAR management, direct and overlay B2B technology sales.
• Experience at both a software vendor and a VAR/reseller with revenue quota ownership.
• Proven success in partner-led and co-sell motions, ideally in a Sales-Led Growth environment.
• Strong understanding of deal registration, partner influence tracking, and direct/channel sales dynamics.
• Excellent cross-functional collaboration and relationship-building skills.
• Self-starter who thrives in a startup environment and helps build playbooks.
• Proficient in Salesforce, PRM tools, and sales metrics for tracking partner performance.

Responsibilities

• Own and grow strategic VAR partner relationships to drive sourced and co-sell revenue from inception to closure.
• Create and execute joint GTM plans including training, lead-generation, and joint sales campaigns and partner marketing initiatives.
• Enable partners to effectively position, sell, and deliver HiddenLayer’s platform.
• Collaborate with direct sales to align account coverage, avoid channel conflict, and accelerate pipeline growth.
• Lead quarterly business reviews (QBRs), performance reporting, and ongoing enablement for VARs.
• Manage deal registration, partner forecasting, and sales alignment in partnership with RevOps.
• Serve as the internal voice of the partner, advocating for mutual success and influencing cross-functional collaboration.

Skills

Channel sales

VAR management

B2B sales

Quota ownership

Salesforce

PRM tools

Cross-functional collab

Tools

PRM tools

Salesforce

Job description

Channel Partner Sales Manager

Remote – US-Based

ABOUT THE ROLE:
HiddenLayer is seeking a high-performing Channel Partner Sales Manager to drive pipeline and revenue through a targeted portfolio of Value-Added Resellers (VARs) while aligning tightly with our direct sales team. This role is ideal for someone who has carried a direct sales quota, understands how software is sold both through and with the channel, and has worked at both a VAR and a software vendor.

In this individual contributor position, you’ll develop and execute partner strategies that drive sourced and influenced pipeline, accelerate deal velocity, and scale revenue in a Sales-Led Growth (SLG) environment. You’ll work hand-in-hand with direct sellers to ensure alignment and avoid channel conflict, while building scalable partner programs that benefit all parties.

ABOUT HIDDENLAYER:
HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. Our team of AI professionals and security experts built a patent-pending platform to help organizations adopt AI securely. Our rapid growth and innovation have earned recognition from RSA Innovation Sandbox, CB Insights AI 100, and more.

WHAT YOU’LL DO:

• Own and grow relationships with strategic VAR partners to drive sourced and co-sell revenue from inception to closure.
• Create and execute joint GTM plans including training, lead-generation, and joint sales campaigns and partner marketing initiatives / events.
• Enable partners to effectively position, sell, and deliver HiddenLayer’s platform.
• Collaborate with direct sales to align account coverage, avoid channel conflict, and accelerate pipeline growth.
• Lead quarterly business reviews (QBRs), performance reporting, and ongoing enablement for VARs.
• Manage deal registration, partner forecasting, and sales alignment in partnership with RevOps.
• Serve as the internal voice of the partner, advocating for mutual success and influencing cross-functional collaboration.

WHAT WE’RE LOOKING FOR:

• 5–10 years of experience in channel/partner sales, VAR management, direct and overlay B2B technology sales.
• Experience working at both a software vendor and a VAR/reseller , with clear ownership of a revenue quota.
• Proven success in partner-led and co-sell motions , ideally in a Sales-Led Growth (SLG) environment.
• Strong understanding of deal registration, partner influence tracking, and direct/channel sales dynamics.
• Excellent cross-functional collaboration and relationship-building skills.
• Self-starter who thrives in a startup environment —you’re not waiting for playbooks, you help build them.
• Proficient in Salesforce, PRM tools, and sales metrics for tracking partner performance.
• This is a quota-carrying role with strong alignment to our direct sales team. We believe that partner sales is a core revenue engine—not just a support function—and we’ve structured this role to reflect that. The ideal candidate is outcome-oriented, thrives in a fast-paced sales environment, and brings the same energy and sense of urgency as a top-performing direct sales representative.

WHY HIDDENLAYER?

We’re moving at (what feels like) the speed of light. HiddenLayer is a venture-backed company and recently closed a $50M funding round led by M12, Microsoft’s Venture Fund, and Moore Strategic Ventures.

Attracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:

• Fully Remote: We are a completely remote global team. Though we’re distributed, we are intentional about getting the team together a couple of times a year. We offer a generous stipend for your home office setup, annual upgrades to ensure you have a comfortable workspace and a monthly stipend for internet/phone expenses.
• Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits. With five options to choose from, of which are fully subsidized by HiddenLayer, we offer a variety of options to fit each person’s needs. We also offer vision, dental, and 401k offerings.
• Flexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• Commitment to Learning and Development: We support personal growth and education through a dedicated L&D fund that can be used for training, conferences, certifications and industry events.
• Diversity, Equity, and Inclusion: We are committed to building a diverse team with individuals from various backgrounds, experiences, abilities, and perspectives, and we are proud to be an equal opportunity employer.

To learn more about HiddenLayer visitHiddenLayer and follow us onLinkedIn orTwitter.

HiddenLayer is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.