🌍 We’re taking on the crusty global cyber market, the "no-BS" security platform for devs.

In the past, only large enterprises needed to worry about security. Today, cybersecurity has become the top concern of 75% of all CEOs, from startups to enterprises.

This means more work for developers, who need to become security experts and ensure their platforms are secure. But it’s hard. The market is riddled with overcomplicated, expensive tools that aren’t fit for developers. So, we founded Aikido.

We are the no-bullsh*t security platform that developers actually like to use. One central platform that shows devs what matters and how to fix it, so they can get back to building.

Why work with us? Founded in 2022 by third-time serial founders, with $25M funding in the bank, we're dead set on getting security done for devs. This is a chance to join an all-star team early, take ownership, and push boundaries.

We’re looking for an entrepreneurial channel development person, who will develop and run the (co)-sales motion to drive the Aikido channel partner program and own indirect revenue. This role focuses on developing, and driving co-sell motions, accelerating partner pipelines, and supporting closing partner-sourced deals. You will be working with all levels of partner organizations and have a thorough understanding of Aikido’s solution and the business value to partners and customers.

Responsibilities

• Manage the partner-sourced deal pipeline and revenue execution with qualified partners.

• Frequently engage, pipeline reviews, co-sell, and close deals alongside partners' sales teams.

• Develop & execute joint-annual business plans, and conduct account planning, based on set targets.

• Achieve target closing partner-sourced/shared deals contributing to Aikido’s overall target.

• Develop sales opportunities at the confluence of channel and cloud marketplaces.

• Improve partner deal win rates and shorten sales cycles.

• Work with partner acquisition to improve qualification and deliver growth partners

• Collaborate with partner success manager on commercial acceleration & enablement success

• Support MDF-funded campaigns to drive partner deal activity.

We’ll give you the freedom you need to thrive, including defining and achieving ambitious goals. Your work will influence our long-term growth and the scope of our future success.

• Have direct experience in channel development and scaling, specifically in software security and cloud native space

• Are comfortable with DevOps, DevSecOps, code & cloud security, …

• Build meaningful relationships and love to find mutually beneficial opportunities

• Understand how large and small channel partners work, and how as a startup we can best partner with them

• Can run co-sell motion and have proven revenue attainment via partner-sourced deals.

• Strong deal execution and excited about the opportunity to drive an effective, impactful channel program

What you can expect

• High-impact position in a fast-growing company

• Competitive salary package

• A company that sticks to its values in an open and informal atmosphere (see our culture page on the website for more details)

• A diverse and inclusive organization that is proud to be an equal opportunity employer

• Flexibility in working hours

You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation, or any disability.