Channel Business Manager - Public Sector
Aikido Security
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Location: Boston
🌍 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, a long runway ahead, and unicorn status. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.
As our first Channel Businesss Manager for Chicago, you will build Aikido’s channel motion from the ground up across VARs, resellers, and MSPs. This is a channel builder role focused on creating net-new pipeline through our existing network and activating partner sellers to generate revenue. You will collaborate closely with our US sales team and leadership, acting as the point person for partner-sourced growth in the region. This role is for a hunter mindset, someone who thrives on opening doors, creating opportunities, and building momentum where little exists.
Responsibilities
Build and own a net-new partner pipeline across VARs, resellers, and MSPs
Leverage your existing partner relationships to create early opportunities and accelerate market entry
Pitch Aikido to partner account managers and enable them to actively position and sell the product
Run joint GTM motions that generate real pipeline and revenue
Close partner-sourced deals while supporting partner-influenced opportunities
Track pipeline creation, partner engagement, and revenue KPIs through CRM/PRM
Identify and recruit new partners in collaboration with the global partnerships team
Help shape the early US channel playbook and repeatable motions
Your mission: build a strong partner-driven revenue engine starting from zero and scaling with urgency.
Requirements
Public sector / Federal channel sales experience
Cybersecurity or DevOps experience
4+ years in channel sales, partner sales, or B2B SaaS sales
Proven track record of building pipeline through partners
Existing network of VARs, resellers, or MSPs
Demonstrated ability to open doors and activate partner sellers
Experience in fast-paced or scale-up environments
Strong ownership mindset with a bias toward action and persistence
Comfortable operating with ambiguity and building new processes
Experience with PRM/CRM tools and pipeline reporting
What you can expect
Short decision lines. Big ownership. Shape the projects that matter and ship fast.
Grow as fast as we do. Take on more, own more, and carve out your own path.
Top-tier tech pay and equity.
High trust, strong values, zero corporate BS.
Flexibility in working hours.
A company that sticks to its values in an open and informal atmosphere.
We hire for talent, drive, and potential. Everything else is noise.
The average job posting receives 250 applications.
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