VP Channel (North America)

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 of Channel to scale Aikido’s partner business across North America & Canada.

Over the past year, Aikido has established key strategic channel partnerships across the region. We are now entering the next phase: scaling revenue together with these partners, deepening executive relationships, and expanding our channel organization to get into accelerated growth.

This is a high-impact leadership role for someone who knows how to scale partner revenue in a fast-growing SaaS environment. You will own the North American channel target and personally take direct responsibility for revenue performance across 2 key strategic partners while leading a growing channel team.

We’re past the zero-to-one; your mission is to scale.

Responsibilities

• Channel Revenue Leadership: Own channel target for qualified pipeline & closed ARR

• Revenue Growth: Expand revenue across VARs, distributors, and referral partners

• Strategic Partner Ownership: Lead by example in driving partner-sourced pipeline and co-selling motions, while taking direct ownership of two key strategic partners

• Team Scaling: Recruit, coach, and inspire a high-performing channel team

• Team Leadership: Build a strong execution culture focused on accountability, pipeline generation, and partner success

• Partner GTM: Drive joint go-to-market and deepen strategic relationships with existing partners, focus on quality over quantity in a tight, productive partner network

• Process & Predictability: Implement scalable forecasting, territory planning, co-sell and operating rhythms

• Cross-functional Alignment: Align channel execution with broader US commercial priorities and ensure predictable contribution toward global channel growth targets

• Channel Advocacy: Act as the voice of the partner ecosystem internally and help shape scalable growth initiatives

Aikido’s North American channel business has strong momentum and executive commitment behind it. You’re empowered. We’re looking for a hands-on channel leader who knows how to develop & grow partner pipelines, scale revenue & relationships with strategic partners, and build high-performing teams in a fast-growing environment.

• Proven experience scaling channel revenue in B2B SaaS or cybersecurity

• Strong track record with VARs, distributors, and strategic partners in our space

• Experience leading and growing channel teams

• Strong operational and forecasting discipline, a fan of clear operating rhythms

• You know how to play, channel economics, partner incentives, and co-selling motions

• Hands-on operator mindset: experienced to lead, execution-focused enough to deliver

• Background in software security/cyber, developer tools, etc., is strongly preferred

You’ll partner closely with our global executive channel leadership on your strategy to scale pipeline, revenue, and partner relationships to ensure your territory delivers its share of Aikido’s overall channel growth.

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