Director of Channel

You’ll work hand-in-hand with our direct sales team to develop and execute strategies that drive sourced and influenced pipeline, accelerate deal velocity, and scale revenue in a Sales-Led Growth (SLG) environment. You’ll also play a foundational role in shaping HiddenLayer’s partner program and partner enablement practices.

HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. Our team of AI professionals and security experts built a patent-pending platform to help organizations adopt AI securely. Our rapid growth and innovation have earned recognition from RSA Innovation Sandbox, CB Insights AI 100, and more.

• →Own and grow relationships with strategic VAR partners to drive sourced and co-sell revenue from inception to closure.
• →Create and execute joint GTM plans including training, lead-generation, and joint sales campaigns and partner marketing initiatives / events.
• →Enable partners to effectively position, sell, and deliver HiddenLayer’s platform.
• →Collaborate with direct sales to align account coverage, avoid channel conflict, and accelerate pipeline growth.
• →Lead quarterly business reviews (QBRs), performance reporting, and ongoing enablement for VARs.
• →Manage deal registration, partner forecasting, and sales alignment in partnership with RevOps.
• →Serve as the internal voice of the partner, advocating for mutual success and influencing cross-functional collaboration.

• 5–10 years of experience in channel/partner sales, VAR management, and direct/overlay B2B software sales
• Proven success in partner-led and co-sell motions, ideally in a Sales-Led Growth (SLG) model
• Experience working directly with or within strategic VARs such as SHI, Optiv, GuidePoint Security, WWT, and Insight
• Demonstrated ability to build and scale a channel program from early startup stage (Series A or B)
• Strong understanding of deal registration, partner influence tracking, and direct/channel sales dynamics
• Excellent cross-functional collaboration and relationship-building skills
• Self-starter who thrives in a startup environment—you’re not waiting for playbooks, you help build them
• Proficient in Salesforce, PRM tools, and partner performance reporting

We just raised $100M in Series B funding led by Delta-v Capital, with backing from Morgan Stanley, Microsoft's venture arm, Booz Allen Hamilton, and others. It's a validation of what we've built: 10x revenue growth, 50+ new enterprise customers, and deployments across defense, finance, and the world's largest AI platforms. This funding goes straight into expanding our platform and GTM capabilities, and into growing our team globally.

Attracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:

• Fully Remote: We are a completely remote global team. Though we’re distributed, we are intentional about getting the team together a couple of times a year. We offer a generous stipend for your home office setup, annual upgrades to ensure you have a comfortable workspace and a monthly stipend for internet/phone expenses. 
• Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits. With five options to choose from, of which are fully subsidized by HiddenLayer, we offer a variety of options to fit each person’s needs. We also offer vision, dental, and 401k offerings.
• Flexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• Commitment to Learning and Development: We support personal growth and education through a dedicated L&D fund that can be used for training, conferences, certifications and industry events.
• Diversity, Equity, and Inclusion: We are committed to building a diverse team with individuals from various backgrounds, experiences, abilities, and perspectives, and we are proud to be an equal opportunity employer.

To learn more about HiddenLayer visit HiddenLayer and follow us on LinkedIn or Twitter.

HiddenLayer  is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.