Head of Channel Sales

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. 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.

Responsibilities

• 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.

Requirements

• 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 Points
• 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

Additional Information

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. The co-creator of MCP is on our cap table. We helped establish the protocol, and now we're building the platform enterprises need to actually use it. Runlayer is one platform for MCPs, Skills, and Agents. Purpose-built security, fine-grained governance, and complete observability so organizations can push AI forward across the entire company without the risk. We raised $11M from Khosla Ventures and Felicis, and customers include Gusto, Instacart, and Opendoor. We're a team of 35, mostly engineers, shipping fast. If you want to work at the center of how AI gets things done, this is the moment.

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