Head of Channel

Outtake; Buffalo (NY); On-site; USD 180,000 - 250,000; Full time

Benefits offered by this job

Company-paid health, dental, vision

Flexible PTO

Brooklyn waterfront office

Annual retreats

Job summary

Outtake is hiring its first Head of Channel to own our channel strategy and build the function. You'll report to our VP of Sales and own the number for deals sourced and closed via channel.

Channel is an important part of Outtake's GTM engine, and our partners already source a meaningful share of our pipeline. You'll scale it by selecting partners, designing a repeatable motion, and building a team that drives measurable, high-velocity growth.

Qualifications

• 6+ years in channel or partner sales roles at a cybersecurity or adjacent B2B software company.
• Existing relationships across the security VAR, MSSP, and distributor ecosystem.
• Track record of growing partner-sourced revenue at an early or mid-stage company.
• Experience setting partner incentives, deal registration, and rules of engagement with the sales team.
• Experience hiring and developing channel talent, or clear readiness to build a team.
• Exceptional written and verbal communication with partner executives and technical teams alike.
• A systems mindset and a clear sense of what to instrument in a CRM to make channel measurable.
• Willingness to travel up to 50% of the time.

Responsibilities

• Own the channel pipeline and revenue targets; build the forecast with the VP of Sales and report with rigor.
• Decide which partner types and specific partners get attention; recruit and prune as needed.
• Be the executive owner for top-tier channel partners; run joint business plans and QBRs.
• Evolve the partner program with tiers, incentives, margins, deal registration, and engagement rules.
• Enable co-sell motion with direct sales; own account mapping, lead sharing, and joint account planning.
• Partner with Marketing to build partner-facing training, battlecards, and certification; stay ahead of roadmap updates.
• Build and lead the channel team; set territories and targets, and establish cadence.
• Instrument channel activity and KPIs in CRM for reliable leadership reporting.

Skills

Channel sales

Partner relationships

Account planning

Incentive design

CRM metrics

Job description

About Outtake

Outtake exists to empower and facilitate trust for a digital-first world. Today, impersonation, fraud, AI-driven scams, and identity abuse spread faster than any security team can respond to. So we built something different: an agentic AI platform that proactively detects, monitors, and takes down impersonators, automating protection in hours, not weeks.

Built by ex-Palantir, ex-CTO/founders, and ex-Notion engineers, Outtake is designed for clarity, autonomy, and velocity. Our goal is ambitious: become the trust layer of the modern internet. And we intend to do it with a lean, dense, exceptionally talented team.

Outtake is backed by top-tier investors and operators who believe in our mission and our model. With strong financial footing and a long runway, we prioritize creating an environment where people can do the best work of their careers.

The Role

Outtake is hiring its first Head of Channel to own our channel strategy and build the function. You'll report to our VP of Sales and own the number for deals sourced and closed via channel.

Channel is an important part of Outtake's GTM engine, and our partners already source a meaningful share of our pipeline. You'll build on that early success by deciding which partners and partner types deserve our investment, making the motion repeatable and forecastable, and hiring the team that scales it.

We're looking for an operator who has run a channel program and has strong opinions on how to build one. You'll spend time on the road with partners, in the weeds on deals, and in the room setting a multi-year plan. You'll work closely with Sales leadership, Marketing, Finance, and RevOps.

What You'll Own

• The channel number. Own partner-sourced and partner-influenced pipeline and revenue targets. Build the channel forecast with the VP of Sales and report on it with the same rigor as direct.
• Channel strategy and partner selection. Decide which partner types (VARs, MSSPs, distributors, advisory firms) and which specific partners get our time. Recruit new partners against that plan and move on from ones that don't produce.
• Top-tier partner relationships. Be the executive owner for our most strategic channel partners. Run joint business plans and QBRs, and earn mindshare with partner leadership and their field teams.
• Program design. Evolve the partner program, including tiers, incentives, margins, deal registration, and rules of engagement between partner reps and our AEs.
• Co-sell motion with direct sales. Make working with partners the easy path for our AEs. Own account mapping, lead sharing, and joint account planning, and resolve channel conflict quickly and fairly.
• Enablement and evangelism. Partner with Marketing to build partner-facing training, battlecards, and certification. Stay ahead of a fast-moving roadmap and deliver sales and technical trainings to partner teams and to our own AEs.
• Build the team. Hire and lead the channel team, starting with Channel Account Managers aligned to our AE plan. Set their territories, targets, and operating cadence.
• Systems and reporting. Instrument the channel motion in our CRM so partner activity, deal registration, attribution, and channel KPIs are tracked accurately and trusted by leadership.

What We're Looking For

• 6+ years in channel or partner sales roles at a cybersecurity or adjacent B2B software company, including time owning a channel quota or program
• Existing relationships across the security VAR, MSSP, and distributor ecosystem
• A track record of growing partner-sourced revenue at an early or mid-stage company
• Experience setting partner incentives, deal registration, and rules of engagement with the sales team
• Experience hiring and developing channel talent, or clear readiness to build a team
• Exceptional written and verbal communication with partner executives and technical teams alike
• A systems mindset and a clear sense of what to instrument in a CRM to make channel measurable
• Willingness to travel up to 50% of the time

Nice to have

• Experience with distributors and marketplace transactions
• Background in digital risk protection, threat intelligence, fraud, or brand protection
• Experience using AI thoughtfully to accelerate outcomes

Life at Outtake

• Office: For those in NY, we are an in-person team (5 days a week, with flexibility as needed) working out of a stunning waterfront office in Brooklyn. Collaboration, speed, and clarity matter.
• Health: 100% company-paid medical, dental, and vision for employees.
• Time Away: Flexible PTO. We trust adults to manage energy, not clock time.
• Culture & Team: Annual company retreats and regular in-person events.

Outtake is an equal opportunity employer. We are committed to building a diverse, inclusive team.