Head of Channel

HiddenLayer; Portland (OR); Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Fully remote

Health benefits

Flexible time off

L&D fund

DEI commitment

Job summary

HiddenLayer is seeking a strategic and hands-on Head of Channel to lead the company’s global partner strategy across VARs, distributors, GSIs, MSSPs, and other ecosystem partners to accelerate AI security growth.

Reporting to the CRO, you will set the operating model, programs, and priorities to generate partner-sourced revenue, scale the channel engine, and drive cross-functional alignment with Enterprise Sales, Marketing, Customer Success, Product, and RevOps.

Qualifications

• 10+ years in channel sales, alliances, partner development, or ecosystem leadership in cybersecurity, cloud infrastructure, enterprise software, or related field.
• Proven track record scaling partner programs with measurable revenue.
• Experience with strategic VARs, distributors, GSIs, MSSPs, and tech partners (SHI/Optiv a plus).
• Direct or overlay quota experience; understanding enterprise security and cloud solution procurement.
• Experience in high-growth startups (Series A–C) building playbooks while delivering results.
• Strong executive presence to influence senior stakeholders and partners.
• Expertise in channel economics, incentives, deal registration, forecasting, and pipeline attribution.
• Proficient with Salesforce/PRM and reporting tools for partner visibility.
• Collaborative, commercially minded leader who can set strategy and move opportunities forward.
• Willingness to travel for partner meetings and events.

Responsibilities

• Define and execute HiddenLayer’s channel strategy, segmentation, coverage models, program design, priorities, and annual revenue targets.
• Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners.
• Recruit, onboard, activate, and develop high-value partners, with clear plans for pipeline generation and revenue growth.
• Create joint go-to-market plans with priority partners, including account mapping, campaigns, and enablement.
• Establish channel operating rhythm: partner reviews, forecasting, pipeline inspection, and deal attribution.
• Partner with direct sales leadership to align account coverage and accelerate deal velocity.
• Develop scalable partner enablement for sales, technical, and services teams.
• Collaborate with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction.
• Bring market insights to leadership to inform product priorities and ecosystem investments.
• Represent HiddenLayer with partners at industry events and build a strong channel reputation.

Skills

Channel sales

Alliances

Partner development

Ecosystem leadership

Executive relationships

Forecasting & reporting

Strategic influence

Tools

Salesforce

PRM platforms

CRM tools

Job description

HiddenLayer is seeking a strategic and hands-on Head of Channel to build and lead the company’s global partner strategy. This leader will own the channel motion across strategic value-added resellers, distributors, systems integrators, managed security service providers, and other ecosystem partners that can help HiddenLayer expand its reach in the rapidly growing AI security market.

Reporting to the CRO, the Head of Channel will establish the operating model, priorities, and programs required to generate partner-sourced and partner-influenced revenue. You will work closely with Enterprise Sales, Solutions Architecture, Marketing, Customer Success, Product, and RevOps to create a coordinated partner experience, accelerate deal execution, and scale a repeatable channel engine. This is a highly visible leadership role for a builder who can set strategy, earn executive trust, and personally drive results while the team and program are taking shape.

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:

• Define and execute HiddenLayer’s channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.
• Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners aligned to HiddenLayer’s AI security platform.
• Recruit, onboard, activate, and develop high-value partners, creating clear plans for pipeline generation, co-selling, services delivery, and customer expansion.
• Create joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals.
• Establish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.
• Partner with direct sales leadership to align account coverage, orchestrate co-sell motions, prevent channel conflict, and improve deal velocity from opportunity creation through close.
• Develop scalable partner enablement for sales, technical, and services teams so partners can confidently position, demonstrate, sell, implement, and support HiddenLayer’s solutions.
• Collaborate cross-functionally with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction and improve the partner lifecycle.
• Bring partner and market insights back to company leadership to inform product priorities, packaging, services, competitive positioning, and future ecosystem investments.
• Represent HiddenLayer with partners and at relevant industry events, communicating the company’s AI security vision and building a strong reputation in the channel.

WHO YOU ARE:

• 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.
• A track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue.
• Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners; established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are a plus.
• Prior experience carrying a direct or overlay quota and understanding how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.
• Experience operating in a high-growth startup, preferably during the Series A through Series C stages, where you built the playbook while delivering near-term results.
• Strong executive presence and the ability to influence senior stakeholders internally and externally, from partner account teams to customer executives.
• Excellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.
• Operationally rigorous and comfortable using Salesforce, PRM platforms, and reporting tools to create visibility into partner performance and revenue contribution.
• A collaborative, commercially minded leader who is equally comfortable setting strategy, creating structure, and personally moving opportunities forward.
• Willingness to travel periodically for partner meetings, customer engagements, and industry events.

WHY HIDDENLAYER?

We just raised $100M in Series B funding led by Delta-v Capital, with backing from Morgan Stanley, Microsoft's venture arm, Booz Allen Hamilton, and others. It's a validation of what we've built: 10x revenue growth, 50+ new enterprise customers, and deployments across defense, finance, and the world's largest AI platforms. This funding goes straight into expanding our platform and GTM capabilities, and into growing our team globally.

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.

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.