{"id":3106426,"url":"https://alion.io/job/hiddenlayer-head-of-channel","title":"Head of Channel","company":{"id":48081,"name":"HiddenLayer","domain":"hiddenlayer.com","url":"https://alion.io/company/hiddenlayer","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":77,"open_postings":18,"ghost_share":0.389,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":52,"computed_at":"2026-10-31T05:58:55Z"}},"role":"Solutions","role_family":"Solutions","seniority":"head","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":158000,"max_usd":307000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":54},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2025-05-19T22:03:27Z","employer_posted_date":"2026-10-22","last_verified_at":"2026-10-31T11:11:32Z","board_verified":true,"closed_at":null,"days_open":529,"trust":{"level":"ghost","repost_count":0,"flags":["stale","company_stale"],"days_open":529},"description":"Head of Channel\nRemote - US-Based\nABOUT THE ROLE:\nHiddenLayer is seeking a strategic and hands-on Head of Channel to build and lead the company’s global partner strategy. This leader will own the channel motion across strategic value-added resellers, distributors, systems integrators, managed security service providers, and other ecosystem partners that can help HiddenLayer expand its reach in the rapidly growing AI security market.\nReporting to the CRO, the Head of Channel will establish the operating model, priorities, and programs required to generate partner-sourced and partner-influenced revenue. You will work closely with Enterprise Sales, Solutions Architecture, Marketing, Customer Success, Product, and RevOps to create a coordinated partner experience, accelerate deal execution, and scale a repeatable channel engine. This is a highly visible leadership role for a builder who can set strategy, earn executive trust, and personally drive results while the team and program are taking shape.\nABOUT HIDDENLAYER:\nHiddenLayer 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.\nWHAT YOU’LL DO:\nDefine and execute HiddenLayer’s channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.\nBuild, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners aligned to HiddenLayer’s AI security platform.\nRecruit, onboard, activate, and develop high-value partners, creating clear plans for pipeline generation, co-selling, services delivery, and customer expansion.\nCreate joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals.\nEstablish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.\nPartner with direct sales leadership to align account coverage, orchestrate co-sell motions, prevent channel conflict, and improve deal velocity from opportunity creation through close.\nDevelop scalable partner enablement for sales, technical, and services teams so partners can confidently position, demonstrate, sell, implement, and support HiddenLayer’s solutions.\nCollaborate cross-functionally with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction and improve the partner lifecycle.\nBring partner and market insights back to company leadership to inform product priorities, packaging, services, competitive positioning, and future ecosystem investments.\nRepresent HiddenLayer with partners and at relevant industry events, communicating the company’s AI security vision and building a strong reputation in the channel.\nWHO YOU ARE:\n10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.\nA track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue.\nExperience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners; established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are a plus.\nPrior experience carrying a direct or overlay quota and understanding how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.\nExperience operating in a high-growth startup, preferably during the Series A through Series C stages, where you built the playbook while delivering near-term results.\nStrong executive presence and the ability to influence senior stakeholders internally and externally, from partner account teams to customer executives.\nExcellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.\nOperationally rigorous and comfortable using Salesforce, PRM platforms, and reporting tools to create visibility into partner performance and revenue contribution.\nA collaborative, commercially minded leader who is equally comfortable setting strategy, creating structure, and personally moving opportunities forward.\nWillingness to travel periodically for partner meetings, customer engagements, and industry events.\nWHY HIDDENLAYER?\nWe 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.\nAttracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:\nFully 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. \nComprehensive 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.\nFlexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.\nCommitment 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.\nDiversity, 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.\nTo learn more about HiddenLayer visitHiddenLayer and follow us onLinkedIn or Twitter.\nHiddenLayer 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.","description_format":"text","description_chars":6955,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["401k plan","Equity","Flexible time off","Home office"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Information Security","Application Security","Cybersecurity AI"],"lifecycle":[{"event":"open","at":"2026-10-22T19:23:05Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 1","filings_12m":1,"filings_prev_12m":2,"green_card_filings_12m":0,"median_offered_wage_usd":187500,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":8,"band":"cold","label":"Long shot","p_open":1,"p_active":0.288,"p_room":0.28,"age_days":529,"expected_fill_days":52,"reasons":["conf:2","ghost","win:tail","crowd:"],"computed_at":"2026-10-31T05:58:55Z"},"pay":null,"html_url":"https://alion.io/job/hiddenlayer-head-of-channel","json_url":"https://alion.io/job/hiddenlayer-head-of-channel.json","meta":{"generated_at":"2026-10-31T12:02:57Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":18619,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-01T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":48081},"rest":"https://alion.io/mcp/rest/get_company?id=48081"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fhiddenlayer-head-of-channel"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fhiddenlayer-head-of-channel"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fhiddenlayer-head-of-channel"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/hiddenlayer-head-of-channel\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fhiddenlayer-head-of-channel"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3106426}},{"tool":"search_jobs","arguments":{"company":"hiddenlayer.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3106426},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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