Vice President of Channel; North America

Requirements

• Aikido’s North American channel business has strong momentum and executive commitment behind it. You’re empowered. We’re looking for a hands‑on channel leader who knows how to develop & grow partner pipelines, scale revenue & relationships with strategic partners, and build high‑performing teams in a fast‑growing environment
• Proven experience scaling channel revenue in B2B SaaS or cybersecurity
• Strong track record with VARs, distributors, and strategic partners in our space
• Experience leading and growing channel teams
• Strong operational and forecasting discipline, a fan of clear operating rhythms
• You know how to play, channel economics, partner incentives, and co‑selling motions
• Hands‑on operator mindset: experienced to lead, execution‑focused enough to deliver
• Background in software security/cyber, developer tools, etc., is strongly preferred

• We’re hiring a VP of Channel to scale Aikido’s partner business across North America & Canada
• Over the past year, Aikido has established key strategic channel partnerships across the region. We are now entering the next phase: scaling revenue together with these partners, deepening executive relationships, and expanding our channel organization to get into accelerated growth
• This is a high‑impact leadership role for someone who knows how to scale partner revenue in a fast‑growing SaaS environment. You will own the North American channel target and personally take direct responsibility for revenue performance across 2 key strategic partners while leading a growing channel team
• We’re past the zero‑to‑one; your mission is to scale
• Channel Revenue Leadership:
  Own channel target for qualified pipeline & closed ARR
• Revenue Growth:
  Expand revenue across VARs, distributors, and referral partners
• Strategic Partner Ownership:
  Lead by example in driving partner‑sourced pipeline and co‑selling motions, while taking direct ownership of two key strategic partners
• Team Scaling:
  Recruit, coach, and inspire a high-performing channel team
• Team Leadership:
  Build a strong execution culture focused on accountability, pipeline generation, and partner success
• Partner GTM:
  Drive joint go‑to‑market and deepen strategic relationships with existing partners, focus on quality over quantity in a tight, productive partner network
• Process & Predictability:
  Implement scalable forecasting, territory planning, co‑sell and operating rhythms
• Cross‑functional Alignment:
  Align channel execution with broader US commercial priorities and ensure predictable contribution toward global channel growth targets
• Channel Advocacy:
  Act as the voice of the partner ecosystem internally and help shape scalable growth initiatives
• You’ll partner closely with our global executive channel leadership on your strategy to scale pipeline, revenue, and partner relationships to ensure your territory delivers its share of Aikido’s overall channel growth