Head of Channel Sales

Runlayer; San Francisco (CA); On-site; USD 170,000 - 260,000; Full time

Benefits offered by this job

Salary & equity

Paid time off

Professional development

Equipment provided

Health benefits

Customer exposure

Job summary

Runlayer is seeking a Head of Channel Sales to lead a new revenue engine through cybersecurity resellers and VAR partners. You will define the channel strategy, stand up programs, and own the end-to-end partner lifecycle to drive revenue with Fortune 500 connections.

You will leverage an established partner network, negotiate commercial terms, and collaborate with GTM, Marketing, Product, and Operations to scale Runlayer’s enterprise channel presence.

Qualifications

• Seven+ years building or leading channel/partnerships in security or enterprise SaaS.
• Strong network across cybersecurity resellers and VARs.
• Proven track record creating scalable channel motions from zero to one.
• Deep understanding of cybersecurity channel dynamics and commercial structures.
• Ability to structure partner agreements and negotiate with executives.

Responsibilities

• Build Runlayer's channel from the ground up with scalable programs.
• Activate existing cybersecurity reseller/VAR relationships to accelerate revenue.
• Map and prioritize the ecosystem of resellers and partner orgs.
• Own the commercial relationship and negotiate partner agreements.
• Educate partners to position Runlayer effectively with customers.
• Drive the channel pipeline and revenue targets, reporting progress.
• Coordinate cross-functionally to support partners through the customer lifecycle.

Skills

Channel experience

Security ecosystem

Executive communication

Partner relationships

Negotiation

Job description

About Runlayer

AI is transforming how every company operates, but most enterprises are stuck. They want to move fast with AI Agents, tools, and workflows, but they can't do it safely. We're fixing that.

AI is transforming how every company operates, but most enterprises are stuck. They want to move fast with AI Agents, tools, and workflows, but they can't do it safely. We're fixing that. Our team built AI Actions for OpenAI, shipped Zapier Agents to millions of users, and launched the first remote MCP server with Anthropic. We helped establish the protocol, and now we're building the platform enterprises need to actually put AI to work.

Runlayer is one platform for MCPs, Skills, and Agents: purpose-built security, fine-grained governance, and complete observability so organizations can go all-in on AI across the entire company without the risk. We just raised a $42M Series A led by Felicis, with participation from Khosla Ventures, bringing our total raised to $42M. Already trusted by Gusto, Instacart, Opendoor, dbt Labs, and Decagon.

About The Role

As our Head of Channel Sales, you'll build a new revenue engine for Runlayer through the cybersecurity reseller, value-added reseller, and partner ecosystem. You'll own the channel motion end-to-end, from initial relationship development through commercial structure, enablement, and revenue realization.

Why You'll Thrive Here

• Impact: You will open and scale an entirely new line of business for Runlayer. The channel is where some of the most strategic enterprise security buyers transact, and you are the person who unlocks it.
• Excellence: You'll work directly with the VP of Go-to-Market, the CEO, and the Account Executive team to position Runlayer with the partners who already have deep relationships across the Fortune 500.
• Ownership: You'll bring an established network of partner relationships, map the most influential resellers and VARs in the security ecosystem, structure the commercial and operational frameworks that make partnerships work, and represent Runlayer as the senior point of contact across the channel community.

What You'll Do

• Build the channel from the ground up. Define Runlayer's channel strategy, identify the partners that matter most, and stand up the relationships, programs, and processes that will scale.
• Activate your network on day one. Use existing relationships across the cybersecurity reseller and VAR community to accelerate adoption of Runlayer and shorten the time to first revenue.
• Map and prioritize the ecosystem. Identify which resellers, VARs, and partner organizations align with Runlayer's enterprise customer base and prioritize where to invest first.
• Own the commercial relationship. Lead negotiations, structure partner agreements, and manage the full commercial lifecycle with each partner.
• Educate partners on Runlayer. Equip partner-side sellers, solutions engineers, and account teams with the knowledge they need to position Runlayer effectively.
• Drive partner-sourced revenue. Own the channel pipeline and revenue target, and report against it.
• Facilitate introductions and co-selling motions. Bridge partner relationships into Runlayer's direct sales team to drive joint enterprise opportunities.
• Partner cross-functionally. Work with Go-to-Market, Marketing, Product, and Operations to ensure partners are supported through every stage of the customer lifecycle.

What We're Looking For

• Established channel experience. Seven or more years of relevant professional experience, with significant time spent building or leading channel and partnership functions at a high-growth security or enterprise SaaS company.
• Strong, active relationships. A deep and current network of relationships across the leading cybersecurity reseller and VAR community. References from partner-side contacts at top resellers carry significant weight.
• Track record of building channel motions. Demonstrated success driving partner-sourced revenue at scale, ideally with experience taking a channel motion from zero to one inside a high-growth company.
• Cybersecurity ecosystem expertise. Deep understanding of how the channel operates in cybersecurity, including the commercial structures, buyer dynamics, and partner motions that define the space.
• Commercial sophistication. Experience structuring partner agreements, negotiating commercial terms, and operating with executive-level stakeholders on both the partner and customer side.
• High ownership and bias for action. Comfortable operating in a fast-moving, early-stage environment without an established playbook. You'll build the playbook.
• Strong communicator and relationship operator. Able to represent Runlayer at the executive level externally and partner cleanly internally with sales, product, and operations.

Bonus Qualifications

• Experience at a top-tier cybersecurity company known for channel excellence.
• Experience building channel motions at a portfolio company of a firm with a strong security-channel reputation.
• Background that combines direct enterprise sales with channel leadership.
• Exposure to AI infrastructure, MCP, or adjacent emerging categories.

What We Offer

We provide a competitive package designed to attract and retain top talent who can work effectively with enterprise customers.

• Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities.
• Paid time off — paid vacation, paid sick leave, and paid parental leave.
• Professional development — budget for conferences, courses, and certifications in AI, enterprise software, and customer success.
• Top-tier equipment — your choice of laptop and accessories to create your ideal work environment.
• Health benefits — comprehensive health, dental, and vision coverage.
• Customer interaction opportunities — work directly with innovative companies and see the immediate impact of your work.

Not quite the right fit? Reach out to [e-mail] with details about your experience and interests.