Runlayer
Head of Channel Sales
Hybrid NYC / Remote (US Timezones)
Sponsorship not specifiedDetected 26 days ago
dbtAgentic AISalesAccount Management
About the role
- Impact: You will open and scale an entirely new line of business for Runlayer.
- The channel is where some of the most strategic enterprise security buyers transact, and you are the person who unlocks it.
Responsibilities
- Build the channel from the ground up. Define Runlayer's channel strategy, identify the partners that matter most, and stand up the relationships, programs, and processes that will scale.
- Map and prioritize the ecosystem. Identify which resellers, VARs, and partner organizations align with Runlayer's enterprise customer base and prioritize where to invest first.
- Own the commercial relationship. Lead negotiations, structure partner agreements, and manage the full commercial lifecycle with each partner.
- Educate partners on Runlayer. Equip partner-side sellers, solutions engineers, and account teams with the knowledge they need to position Runlayer effectively.
- Drive partner-sourced revenue. Own the channel pipeline and revenue target, and report against it.
- Facilitate introductions and co-selling motions. Bridge partner relationships into Runlayer's direct sales team to drive joint enterprise opportunities.
- Partner cross-functionally. Work with Go-to-Market, Marketing, Product, and Operations to ensure partners are supported through every stage of the customer lifecycle.
- Established channel experience. Seven or more years of relevant professional experience, with significant time spent building or leading channel and partnership functions at a high-growth security or enterprise SaaS company.
- Strong, active relationships. A deep and current network of relationships across the leading cybersecurity reseller and VAR community. References from partner-side contacts at top resellers carry significant weight.
- Track record of building channel motions. Demonstrated success driving partner-sourced revenue at scale, ideally with experience taking a channel motion from zero to one inside a high-growth company.
Requirements
- Cybersecurity ecosystem expertise.
Nice to have
- Experience at a top-tier cybersecurity company known for channel excellence.
- Background that combines direct enterprise sales with channel leadership.
- Exposure to AI infrastructure, MCP, or adjacent emerging categories.
- Professional development - budget for conferences, courses, and certifications in AI, enterprise software, and customer success.
- Customer interaction opportunities - work directly with innovative companies and see the immediate impact of your work.
Skills
- Already trusted by Gusto, Instacart, Opendoor, dbt Labs, Cursor, and Decagon.
- Agent operators on Runlayer grew 5x in four weeks while human operators stayed flat.
- AI is transforming how every company operates, but most enterprises are stuck.
- They want to move fast with AI Agents, tools, and workflows, but they can't do it safely.
Compensation
- Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities.
Benefits
- Competitive salary and equity - compensation that reflects your expertise and customer-facing responsibilities.
- Paid time off - paid vacation, paid sick leave, and paid parental leave.
- Health benefits - comprehensive health, dental, and vision coverage.
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This listing is sourced directly from Runlayer's careers page and normalized into a canonical job model.