Channel Account Manager at HiddenLayer

Job description

Channel Account Manager Remote [within the US] ABOUT THE ROLE: HiddenLayer is seeking a Channel Account Manager to build and grow relationships with strategic channel partners and drive partner-sourced and partner-influenced pipeline and revenue. This role is ideal for a channel sales professional who understands how cybersecurity and cloud security solutions are sold through and with the channel, can create strong executive and field relationships, and enjoys building repeatable partner motions in a fast-moving startup environment. You will work closely with HiddenLayer's direct sales, solutions architecture, marketing, customer success, and operations teams to develop joint account plans, activate partners, accelerate opportunities, and create a consistent co-selling experience. You will play an important role in expanding our channel presence and helping partners confidently position HiddenLayer's AI security platform with their customers. WHO WE ARE: HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. We were founded by AI professionals and security specialists with first-hand experience of how insidious adversarial AI attacks can be to detect and defend against. Determined to prove that these attacks were preventable, the team developed a unique, patent-pending, productized solution to support organizations in accelerating their adoption of AI securely. Our dedication to innovation has been recognized by prestigious awards such as RSA's Innovation Sandbox Winner, CB Insights AI 100, CyberTech 100, and SC's Most Promising Early-Stage Start-up. WHAT YOU’LL DO: Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers, and build relationships across executive, sales, technical, and delivery teams. Develop and execute joint business plans that define revenue goals, target accounts, pipeline actions, enablement priorities, and measurable partner outcomes. Drive partner-sourced and partner-influenced pipeline by identifying opportunities, facilitating introductions, and supporting partners through the full sales cycle from qualification to close. Collaborate with direct sales to align account coverage, coordinate co-selling activities, avoid channel conflict, and increase deal velocity. Enable partners to effectively position, demonstrate, sell, and support HiddenLayer's platform through training, sales resources, technical alignment, and ongoing engagement. Plan and support joint go-to-market activities, including field events, campaigns, webinars, account mapping, and partner marketing initiatives. Lead regular partner business reviews, communicate performance against goals, and translate partner feedback into actionable recommendations for internal teams. Manage deal registration, partner opportunity tracking, forecasting, and reporting in partnership with Sales Operations and Revenue Operations. Serve as the internal advocate for partners while holding both HiddenLayer and partner stakeholders accountable to shared commitments. Help improve the partner experience by contributing to channel processes, enablement programs, tools, and playbooks as the business scales. WHO YOU ARE: 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, preferably within cybersecurity, cloud security, or enterprise technology. Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel. Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations. Strong understanding of partner-led, co-sell, and sales-led growth motions, including account mapping, deal registration, partner influence, and channel forecasting. Demonstrated ability to collaborate effectively with direct sales teams and cross-functional stakeholders while maintaining clear ownership and accountability. Excellent communication, presentation, negotiation, and relationship-building skills, with the ability to engage both executive and field-level audiences. A self-starter who is comfortable operating without a fully built playbook and is motivated to create practical, repeatable processes. Strong business judgment and a data-informed approach to prioritizing partners, accounts, and activities that will have the greatest impact. Proficiency with Salesforce and familiarity with partner relationship management, deal registration, and partner performance reporting tools. Ability to travel periodically for partner meetings, customer engagements, and industry or company events. WHY HIDDENLAYER? 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.

Requirements

Must-haves

Channel Account Manager
Remote [within the US]
Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers, and build relationships across executive, sales, technical, and delivery teams.
Develop and execute joint business plans that define revenue goals, target accounts, pipeline actions, enablement priorities, and measurable partner outcomes.
Drive partner-sourced and partner-influenced pipeline by identifying opportunities, facilitating introductions, and supporting partners through the full sales cycle from qualification to close.
Collaborate with direct sales to align account coverage, coordinate co-selling activities, avoid channel conflict, and increase deal velocity.
Enable partners to effectively position, demonstrate, sell, and support HiddenLayer's platform through training, sales resources, technical alignment, and ongoing engagement.
Plan and support joint go-to-market activities, including field events, campaigns, webinars, account mapping, and partner marketing initiatives.
Lead regular partner business reviews, communicate performance against goals, and translate partner feedback into actionable recommendations for internal teams.
Manage deal registration, partner opportunity tracking, forecasting, and reporting in partnership with Sales Operations and Revenue Operations.
Serve as the internal advocate for partners while holding both HiddenLayer and partner stakeholders accountable to shared commitments.
Help improve the partner experience by contributing to channel processes, enablement programs, tools, and playbooks as the business scales.
5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, preferably within cybersecurity, cloud security, or enterprise technology.
Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel.
Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations.
Strong understanding of partner-led, co-sell, and sales-led growth motions, including account mapping, deal registration, partner influence, and channel forecasting.
Demonstrated ability to collaborate effectively with direct sales teams and cross-functional stakeholders while maintaining clear ownership and accountability.
Excellent communication, presentation, negotiation, and relationship-building skills, with the ability to engage both executive and field-level audiences.
A self-starter who is comfortable operating without a fully built playbook and is motivated to create practical, repeatable processes.
Strong business judgment and a data-informed approach to prioritizing partners, accounts, and activities that will have the greatest impact.
Proficiency with Salesforce and familiarity with partner relationship management, deal registration, and partner performance reporting tools.
Ability to travel periodically for partner meetings, customer engagements, and industry or company events.
WHY HIDDENLAYER?
Attracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:

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Benefits

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Dental

Vision

401k

Wellness