US Channel Sales Lead, Aikido
Software security app
Be an early applicant
Software security app
21-100 employees
Be an early applicant
21-100 employees
Company mission
To fill the gap in the current landscape and offer a product that combines insights from code, containers, and cloud, resulting in a set of unique and high-value security features.
Role
Who you are
- 5+ years in channel sales or partner roles, ideally in cybersecurity or developer tools
- Proven track record of building channels in fast-growing startups
- Strong knowledge of the American Cyber VAR, MSP, and distributor landscape
- Experience localizing global partner programs and resources
- Proficient with PRM tools, Hubspot, and KPI reporting
- Skilled at building exec relationships and driving cross-functional alignment
- Metrics-driven, with success in partner-sourced revenue and shorter sales cycles
What the job involves
- We are seeking a US Channel Sales Lead to launch and scale our channel ecosystem across Resellers, MSPs, and Distributors
- Collaborating & reporting to the SVP of North America and dotted line to the Global Head of Partnerships & Channel, you will be the first dedicated channel development hire in the US
- You’ll leverage established global partner frameworks (qualification, enablement, PRM systems) and collaborate closely with our US sales team, ensuring tight field alignment and maximizing partner-sourced and partner-influenced revenue
- This is a high-impact, builder role — with a clear roadmap to expand the US channel team at rapid pace
- Create, manage, and close partner-sourced pipeline with US field sales
- Recruit, qualify, and activate new resellers, MSPs, and distribution partners in the US
- Build and execute joint GTM plans with key partners to drive revenue
- Track KPIs, deal reg, and pipeline activity via CRM and PRM systems
- Use global PRM tools, enablement programs, and partner criteria to scale
- Define needs for future Partner Success, Development, and Channel Sales hires
Our take
Startups and mid-sized businesses, in their quest to secure their software, can end up adopting multiple scattered tools, leading to noise and 'false positives' that burden development teams. Alternatively, they might invest in expensive security software solutions that cover only a fraction of application security factors, leaving critical gaps in their software protection.
Aikido has emerged as a solution to the complexities of software security. Its platform is designed to cut through the noise generated by disparate security tools, saving developers valuable time by addressing vulnerabilities based on severity. Interestingly, the company's approach focuses on preventing security issues from entering the code during development, allowing for quick fixes before any breach occurs.
Having secured recent funding, Aikido has become the fastest capitalised startup in Belgian history. Fueled by this, the team is now setting its sight on further growing the platform and making a name for itself on a global level.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
May 2024
$18.1m
SERIES A
Nov 2023
$5.7m
SEED
Total funding: $26m
Company benefits
- Remote-friendly
- Flexible working hours
Company HQ
Ghent, Flanders
Leadership
Willem Delbare
(Co-Founder, CEO & CTO)They are the Co-Founder of FutureproofedCities and currently serve as a Board Advisor for journy.io. Previously co-founded Officient and Teamleader, where they served as CTO.
Felix Garriau
(Co-Founder & CMO)Alongside Aikido Security, they are the founder of Hyperspace. Previously they were an Innovation Scouting Manager/Ecosystem Builder at AREA42 and CMO/Partner at nexxworks.
Roeland Delrue
(Co-Founder, CRO & COO)Previously worked at Showpad for over 6 years in various roles, including Senior Product Manager and Account Executive. They also worked as a Corporate Banking Analyst at KBC Bank & Verzekering.
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