Head of Channel Sales

About the Company

Runlayer is a platform for MCPs, Skills, and Agents, providing purpose-built security, fine-grained governance, and complete observability for enterprises deploying AI. Having raised a $30M Series A, Runlayer is trusted by industry leaders like Gusto, Instacart, and Opendoor.

Responsibilities

• Build the channel strategy from the ground up, identifying key partners and standing up scalable programs.
• Activate existing networks within the cybersecurity reseller and VAR community to accelerate revenue.
• Map and prioritize the ecosystem to align with Runlayer's enterprise customer base.
• Lead negotiations and structure commercial partner agreements.
• Educate partner-side sellers and solutions engineers on Runlayer's value proposition.
• Drive partner-sourced revenue and manage the channel pipeline.
• Facilitate co-selling motions between partners and the direct sales team.
• Partner cross-functionally with GTM, Marketing, Product, and Operations.

Requirements

• 7+ years of professional experience building or leading channel/partnership functions.
• Significant experience in high-growth security or enterprise SaaS companies.
• Deep, active network of relationships within the cybersecurity reseller and VAR community.
• Proven track record of driving partner-sourced revenue from zero to one.
• Deep understanding of cybersecurity channel commercial structures and buyer dynamics.
• High level of commercial sophistication in negotiating executive-level agreements.
• Ability to operate in a fast-moving, early-stage environment.

Preferred Qualifications

• Experience at a top-tier cybersecurity company known for channel excellence.
• Background combining direct enterprise sales with channel leadership.
• Exposure to AI infrastructure, MCP, or adjacent emerging categories.