Channel Sales Leader

The role

You will build a new revenue engine by developing the cybersecurity reseller, value-added reseller, and partner ecosystem. You will own the channel motion from relationship development through commercial structure and revenue realization.

What you will do

• Build the channel from the ground up.
• Define channel strategy and identify key partners.
• Activate existing networks to accelerate adoption and revenue.
• Map and prioritize the partner ecosystem.
• Lead negotiations and structure partner agreements.
• Educate partner sellers and engineers on Runlayer.
• Drive partner-sourced revenue and own the channel pipeline.
• Facilitate introductions and co-selling motions with the direct sales team.
• Partner cross-functionally with Go-to-Market, Marketing, Product, and Operations.

Required qualifications

• Seven or more years of relevant professional experience.
• Significant time spent building or leading channel and partnership functions at a high-growth security or enterprise SaaS company.
• Deep and current network of relationships across the leading cybersecurity reseller and VAR community.
• Demonstrated success driving partner-sourced revenue at scale.
• Deep understanding of how the channel operates in cybersecurity.
• Experience structuring partner agreements and negotiating commercial terms.
• Experience operating with executive-level stakeholders.
• Ability to operate in a fast-moving, early-stage environment without an established playbook.
• Strong communicator and relationship operator.

Nice to have

• 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.

Benefits

• Competitive salary and equity
• Paid vacation
• Paid sick leave
• Paid parental leave
• Budget for conferences, courses, and certifications in AI, enterprise software, and customer success
• Choice of laptop and accessories
• Comprehensive health, dental, and vision coverage
• Customer interaction opportunities

About the company

Runlayer is a platform for MCPs, Skills, and Agents providing security, governance, and observability for organizations using AI. The company has raised $42M in total funding and is trusted by companies like Gusto, Instacart, and Opendoor.