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Head of Channel Sales

RunlayerHybrid NYC / Remote (US Timezones)GTM
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Salary
Not listed
Job type
Full-time
Work mode
Remote
Posted
25 Jun 2026
Status
Open · checked 7d ago

About this role

Runlayer is seeking a Head of Channel Sales to build and scale a brand-new revenue engine through cybersecurity resellers, value-added resellers, and partner ecosystems. This hybrid role based in New York City or available remotely across US timezones suits an experienced channel leader with a strong network in the security market who thrives on launching zero-to-one programs.

Role Overview

As the Head of Channel Sales, the professional in this position will own the channel motion end-to-end, spanning initial relationship development through commercial structuring, enablement, and revenue realization. This role offers an opportunity to open and scale an entirely new line of business by connecting Runlayer with strategic enterprise security buyers through trusted partners.

Key Responsibilities

Build the channel program from the ground up by defining strategy, identifying key partners, and establishing scalable processes.
Activate an existing network within the cybersecurity reseller and value-added reseller community on day one to accelerate adoption.
Map and prioritize the ecosystem to identify partner organizations that align with the enterprise customer base.
Own the entire commercial relationship lifecycle, including lead negotiations and partner agreement structuring.
Educate partner-side sellers, solutions engineers, and account teams to effectively position the platform.
Drive partner-sourced revenue by managing the channel pipeline and meeting revenue targets.
Facilitate introductions and co-selling motions with the direct sales team to drive joint enterprise opportunities.
Collaborate cross-functionally with Go-to-Market, Marketing, Product, and Operations teams.

Requirements

Seven or more years of relevant professional experience, including significant time building or leading channel functions at high-growth security or enterprise SaaS companies.
A deep and current network of active relationships across leading cybersecurity resellers and value-added resellers.
Proven track record of driving partner-sourced revenue at scale, specifically taking channel motions from zero to one.
Expert knowledge of the cybersecurity channel, including commercial structures, buyer dynamics, and partner motions.
Commercial sophistication with experience negotiating partner agreements and operating with executive-level stakeholders.
High ownership, bias for action, and comfort operating in a fast-moving, early-stage environment without a pre-existing playbook.
Strong communication skills to represent the company externally at the executive level and partner internally with sales, product, and operations.

Nice to Have

Experience working at a top-tier cybersecurity company known for channel excellence.
Background building channel motions at a portfolio company backed by a firm with a strong security-channel reputation.
Professional history combining direct enterprise sales experience with channel leadership.
Exposure to AI infrastructure, Model Context Protocol (MCP), or adjacent emerging technology categories.

Skills and Tools

Channel strategy development
Reseller and VAR ecosystem mapping
Contract negotiation and commercial structuring
Partner enablement and co-selling motions
Pipeline management and revenue forecasting
Enterprise cybersecurity domain expertise
Experience with tools such as dbt

Salary and Benefits

Competitive salary and equity packages reflecting expertise and responsibilities.
Paid time off including vacation days, sick leave, and parental leave.
Professional development budget dedicated to conferences, courses, and certifications in AI, enterprise software, and customer success.
Top-tier equipment choices featuring preferred laptops and accessories.
Comprehensive health, dental, and vision health benefits coverage.
Direct customer interaction opportunities with innovative enterprise companies.

About the Company

Runlayer provides an enterprise platform combining Model Context Protocols, Skills, and Agents with purpose-built security, fine-grained governance, and complete observability. The company recently raised a thirty-million-dollar Series A led by Felicis with participation from Khosla Ventures, bringing total funding to forty-two million dollars. Runlayer's technology is trusted by prominent organizations such as Gusto, Instacart, Opendoor, dbt Labs, and Decagon.

How to Apply

Interested candidates should review the official Runlayer careers page to submit their application details and connect with the hiring team.

Skills and tech stack

dbt

Questions candidates ask

Where is the Head of Channel Sales position located?

This position is offered as a hybrid role in New York City or remotely across US timezones.

What level of experience is required for this role?

Candidates must have seven or more years of relevant professional experience, featuring significant time spent building or leading channel and partnership functions at high-growth security or enterprise SaaS companies.

What funding stage is Runlayer in?

Runlayer has raised a total of forty-two million dollars, including a recent thirty-million-dollar Series A led by Felicis with participation from Khosla Ventures.

What benefits are included with employment?

Benefits include competitive salary and equity, comprehensive health, dental, and vision coverage, paid time off, professional development budgets, choice of top-tier equipment, and direct customer interaction opportunities.

How do I apply for this job?

Candidates should apply directly through the official Runlayer company careers page.

Ready to apply?

The application is on the official Runlayer careers page.

Apply on company site