Channel Sales Executive

CodeHunter; Tysons (VA); On-site; USD 150,000 - 165,000; Full time

Job summary

CodeHunter is recruiting an experienced Channel Sales Executive to build and scale a partner-driven revenue model across federal and commercial markets. This channel-first role focuses on recruiting, enabling, and managing distributor and reseller networks, driving co-sell motions, and engaging end customers alongside partners.

You will work with go-to-market leadership during a growth phase, negotiating partner agreements and leading pipeline generation with a strong cybersecurity pedigree.

Qualifications

• 8–12+ years of experience in channel sales, partner/alliance management, or distributor and reseller relationships.
• Experience executing channel sales in cybersecurity or enterprise software for public sector and commercial markets.
• Proven ability recruiting and managing distributor and reseller relationships, including pricing negotiations and deal registrations.
• Strong discovery and qualification skills; able to translate security concepts into business value.

Responsibilities

• Own and grow distributor and reseller relationships across federal and commercial markets.
• Recruit, onboard, and enable new channel partners with scalable frameworks and processes.
• Develop and execute a channel sales strategy spanning public sector and commercial segments.
• Negotiate partner agreements, pricing, discounts, and manage deal registration.
• Lead discovery calls and demos with partner-sourced prospects for CodeHunter's positioning.
• Forecast and report channel pipeline, partner scorecards, and quarterly reviews.
• Organize partner training and enablement to accelerate partner-driven growth.
• Represent CodeHunter at partner-hosted and industry events to build awareness.
• Collaborate with Marketing on partner enablement content and co-branded campaigns.

Job description

About CodeHunter

CodeHunter provides Zero Trust for Code, enabling organizations to determine what software is capable of doing before it's ever allowed to execute. Founded in 2021, with roots in Department of Energy-funded research at Oak Ridge National Laboratory, CodeHunter analyzes the behavior and intent of software artifacts prior to execution — helping organizations prevent malicious code from running, reduce alert overload, and automate security decisions across development pipelines, endpoints, and enterprise environments. The company is headquartered in McLean, Virginia, and holds three issued U.S. patents.

The Role

CodeHunter is hiring an experienced Channel Sales Executive to build and scale partner-driven revenue across both public sector and commercial markets. This is a channel-first role: you will recruit, enable, and manage CodeHunter's distributor and reseller network, driving co-sell and joint go-to-market motions, while representing CodeHunter directly to end customers alongside partners. You'll work closely with go-to-market leadership and executive stakeholders during an active growth phase.

What You'll Do

• Own and grow CodeHunter's distributor and reseller relationships across federal and commercial markets, driving co-sell, co-marketing, and joint pipeline generation.
• Recruit, onboard, and enable new channel partners, building the frameworks, tiering, and processes needed to scale a partner program from the ground up.
• Develop and execute a channel sales strategy and coverage plan spanning both public sector and commercial segments.
• Negotiate partner agreements, pricing, and discount structures, and manage deal registration to ensure clean handoffs between CodeHunter and its channel.
• Lead and support discovery calls and demos with partner-sourced prospects, articulating CodeHunter's Zero Trust for Code positioning to security and technical buyers.
• Forecast and report channel pipeline against revenue targets, partner scorecards, and quarterly business reviews.
• Organize and deliver partner training and enablement to educate, motivate, and accelerate partner-driven growth.
• Represent CodeHunter at partner-hosted and industry events to build partner and end-customer awareness.
• Work cross-functionally with Marketing on partner enablement content, co-branded materials, and channel campaigns.
• 8–12+ years of experience in channel sales, partner/alliance management, or distributor and reseller relationship management, with a track record of building or scaling a partner program.
• Proven experience executing channel sales in cybersecurity or enterprise software, with credibility across both public sector and commercial buying environments.
• Demonstrated success recruiting and managing distributor and reseller relationships, including pricing negotiations, deal registration, and partner-sourced pipeline generation.
• Strong discovery and qualification skills; able to translate technical security concepts (application security, software supply chain security, SOC operations) into clear business value for both partners and end customers.
• A self-starter mentality suited to an early-stage startup — comfortable with ambiguity, fast iteration, and building process rather than inheriting it.
• Excellent written and verbal communication skills; experience presenting to technical practitioners and executive stakeholders alike.
• Existing relationships within the cybersecurity reseller and distributor ecosystem are a strong plus.

Compensation: $150,000–$165,000 base salary, plus variable compensation.