Channel Business Manager – Public Sector

About the role

Aikido Security is looking for a Channel Business Manager to launch and grow its public‑sector channel program in the United States. Based in Boston, you will partner with VARs, resellers and MSPs to create a pipeline of partner‑sourced opportunities and drive revenue for our developer‑first security solutions.

Key responsibilities

• Build and own a net‑new partner pipeline across VARs, resellers and MSPs.
• Leverage existing partner relationships to generate early opportunities and accelerate market entry.
• Pitch Aikido’s solutions to partner account managers and enable them to position and sell the product.
• Run joint go‑to‑market motions that produce qualified pipeline and revenue.
• Close partner‑sourced deals while supporting partner‑influenced opportunities.
• Track pipeline creation, partner engagement and revenue KPIs using CRM/PRM tools.
• Identify and recruit new partners in collaboration with the global partnerships team.
• Help shape the US channel playbook and repeatable sales motions.

Required profile

• 4+ years of experience in channel sales, partner sales or B2B SaaS sales.
• Public sector or federal channel sales experience.
• Proven track record of building pipeline through partners and an existing network of VARs, resellers or MSPs.
• Experience in cybersecurity or DevOps environments.
• Strong hunter mindset with a bias toward action and persistence.
• Comfortable operating in fast‑paced, scale‑up environments and building new processes.

Required skills

• PRM
• CRM

What we offer

• Opportunity to build a channel motion from the ground up.
• Competitive compensation and equity in a unicorn‑status startup.
• Collaborative environment with an all‑star team.
• Long runway and strong financial backing.