Founding Channel Leader - Cybersecurity Growth Engine

Ballistic Ventures; Maryland; On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Competitive compensation

Founding team equity

Job summary

Native is seeking a founding Head of Channel to design, launch, and scale our U.S. channel program from the ground up.

You will own partner strategy end to end, recruiting resellers, MSSPs, and integrators, and building program mechanics like tiers, deal registration, MDF, and co-selling. You’ll stand up the portal, train the first sales engineers at partners, and personally support early deals through registration and closing.

Qualifications

• 7+ years in channel, partnerships, or alliances roles in B2B cybersecurity or cloud security, with startup experience.

Responsibilities

• Design, launch and scale the U.S. channel program from the ground up.
• Recruit, onboard, and enable resellers, MSSPs, and integrators.
• Define program mechanics: tiers, deal registration, MDF, co-selling.
• Drive partner-sourced and partner-influenced pipeline with direct sellers.
• Stand up the partner portal and write partner agreements.
• Train the first sales engineers at partners and support early deals.
• Collaborate with AEs, marketing, product, and leadership to align strategy.
• Leverage AI and modern sales tools to evolve channel strategy.

Skills

Channel management

Partnerships

Sales enablement

Strategic thinking

Executive communication

AI tools

Tools

PRM systems

Job description

Native is seeking a founding Head of Channel to design, launch, and scale our U.S. channel program from the ground up.

You will own partner strategy end to end, recruiting resellers, MSSPs, and integrators, and building program mechanics like tiers, deal registration, MDF, and co-selling. You’ll stand up the portal, train the first sales engineers at partners, and personally support early deals through registration and closing.