Location: Chicago

🌍 We’re making security suck less for developers.

Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

We’re hiring a VP, Channel Sales, to lead and scale Aikido’s North American channel business.

This is a high-impact leadership role focused on growing partner-sourced pipeline and revenue across VARs, distributors, strategic alliances, and referral partners. You will own the regional channel revenue target while helping shape the long-term strategy for how Aikido scales through partners.

This role is both strategic and hands-on. We are looking for someone who can build executive relationships, drive co-sell motions, create operational rigor, and lead a high-performing channel team in a fast-moving environment.

We’re past the early “zero-to-one” phase. The opportunity now is to scale what’s already working.

Responsibilities

• Own North American channel pipeline and closed ARR targets

• Grow and deepen relationships across VARs, distributors, MSPs, referral partners, and strategic alliances

• Personally manage and expand a small number of high-priority strategic channel relationships

• Drive partner-sourced pipeline generation and co-sell execution alongside the direct sales organization

• Recruit, coach, and scale a high-performing channel team

• Build operational rigor around forecasting, territory planning, pipeline inspection, and partner accountability

• Develop repeatable partner enablement and GTM motions

• Partner cross-functionally with Sales, Marketing, Customer Success, and Product teams to support channel growth

• Act as the internal voice of the partner ecosystem and provide feedback on market opportunities, product positioning, and partner needs

• Proven experience scaling channel revenue within B2B SaaS, cybersecurity, or developer tooling environments

• Strong track record managing and growing relationships with VARs, distributors, and strategic channel partners

• Experience leading and developing channel/account teams

• Strong understanding of channel economics, partner incentives, and co-sell motions

• Operationally strong with disciplined forecasting and pipeline management habits

• Comfortable operating in fast-moving startup or high-growth environments

• Executive presence with the ability to build trust internally and externally

• Hands-on operator mindset, willing to lead strategically while staying close to execution

Nice to Have

• Cybersecurity or developer tools background

• Existing relationships within the North American security partner ecosystem

• Experience scaling partner programs in Series A–D environments

• Experience working alongside founder-led GTM organizations

What you can expect

• Opportunity to help shape and scale one of the fastest-growing developer security platforms

• Strong momentum and executive commitment behind the channel organization

• High ownership role with direct impact on company growth

• Collaborative, low-ego team culture

• Competitive compensation, equity, and benefits package

• Chance to help define how modern security companies scale through partnerships

Job Title and Compensation

• The compensation range for this position is between $200,000 and $225,000, based on full-time employment.

• Actual salaries are based on several factors unique to each candidate, including but not limited to skill set, experience, certifications, and work location.

• Our open positions are based on job competencies that are specific to each role. If you are offered a position, the job title may be different from what is advertised to align with the role's competencies and your specific background, experience, and interview results.

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