VP Channel Sales, Cybersecurity, remote

Confidential Client • AI-Native Data Security (DLP / IRM) • 100% Remote — North America

ROLE	LOCATION	TYPE	SEARCH STATUS
VP / Head of Channels	100% Remote (NA)	Full-time, build-and-lead	Confidential / retained

Confidential search for a VP / Head of Channels at a fast-growing AI-driven data security company entering its next stage of growth. This is a true build-and-lead mandate: own and stand up the North American channel, activate existing partner relationships, and convert those relationships into near-term pipeline and revenue.
The founders previously built and sold a cybersecurity company to Microsoft. The company raised $30M in Series A (June 2025; ~$41M total capital to date) and will announce Series B shortly. Proven founders, significant equity, and a category-defining product in AI-native DLP / insider risk management.

• Company: Confidential — AI-native data loss prevention and insider risk management platform.
• Founded: 2023. HQ: Seattle, WA with R&D in Tel Aviv.
• Leadership: Founder-led team of cybersecurity veterans. The CEO previously founded a cybersecurity company acquired by Microsoft. Co-founders include a CTO and VP of R&D with Unit 8200 backgrounds.
• Funding: $11M seed (YL Ventures, Oct 2024) + $30M Series A (Paladin Capital Group and Crosspoint Capital Partners, with Okta Ventures and YL Ventures, June 2025). Series B announcement imminent.
• Investors / backers: Paladin, Crosspoint, YL Ventures, Okta Ventures.
• Product: Autonomous discovery, multi-layer AI classification, detection, prevention, and AI DLP Agents across SaaS, GenAI, endpoints, email, and on-prem file shares. ISO/IEC 42001 certified for responsible AI.
• Traction: Rapid Fortune 1000 adoption, reported 500% customer growth post-launch, hundreds of thousands of endpoints protected, RSAC Innovation Sandbox finalist.
• Stage: Scaling GTM. Channel is a net-new leadership seat to accelerate North American partner-sourced revenue.

Own and build the company’s North American channel from the ground up. The ideal leader already has deep, active relationships across the security channel and knows how to turn those relationships into immediate pipeline—not a multi-year “program design” exercise. You will recruit, enable, and activate partners; drive MSSP and technology-alliance motion (including AWS); and sit at the table as a senior GTM leader through Series B and beyond.

• Own the North American channel strategy, plan, and P&L contribution.
• Build the partner ecosystem: recruit, contract, enable, and activate strategic VARs, integrators, and MSSPs.
• Activate existing relationships with partners such as GuidePoint, Optiv, Trace3, WWT, SHI/CDW, Softchoice, and Fulcrum to produce near-term deal flow.
• Create repeatable co-sell and co-marketing motions with field sales; attach channel to enterprise and mid-market opportunities.
• Stand up MSSP and technology-alliance programs, including AWS and other hyperscaler / security-stack alliances.
• Define partner tiers, incentives, deal registration, MDF, and enablement so partners can sell and implement the platform without heavy lift.
• Hire and lead a lean channel team as volume justifies; set forecasts, pipeline hygiene, and partner scorecards.
• Represent the company at partner events and executive briefings; be the face of the channel to the market.
• Partner with Product, Marketing, and Sales leadership on packaging, playbooks, and competitive positioning versus legacy DLP.

• Proven VP / Head of Channel (or equivalent) in cybersecurity, data security, cloud security, or adjacent enterprise security software.
• Deep, current relationships across the North American security channel — specifically names like GuidePoint, Optiv, Trace3, WWT, SHI/CDW, Softchoice, Fulcrum and peer national/regional VARs.
• Track record of activating partners and generating near-term pipeline and sourced/influenced revenue, not just signing logos.
• MSSP program experience and technology-alliance experience, including AWS (Marketplace, co-sell, or equivalent).
• Builder profile: first or early channel leader at a growth-stage vendor who stood up process, people, and partner motion.
• Comfort operating 100% remote with founders and a distributed US / Israel team.
• Credibility with CISO / security-buyer conversations and with partner principals / practice leads.

• Prior channel leadership at a high-growth cybersecurity company through Series B–D or equivalent scale-up.
• Experience selling or partnering around DLP, DSPM, insider risk, SASE, or cloud security controls.
• Existing relationships with Okta, Microsoft, CrowdStrike, or other identity / endpoint platforms that sit next to the platform in the stack.
• Federal / SLED or large-enterprise partner motion a plus, not required.

• Named strategic partners contracted and enabled; first partner-sourced / partner-influenced pipeline visible in CRM.
• A small number of lighthouse partner wins that the rest of the ecosystem can copy.
• Clear channel plan, tiers, and enablement kit the field can run without the VP in every deal.
• Credible forecast of channel contribution heading into and through Series B.

• Competitive VP-level base + variable tied to channel-sourced / influenced bookings.
• Meaningful equity — significant growth opportunity given Series A complete and Series B imminent.
• 100% remote (North America). Occasional travel for partner QBRs, events, and Seattle / customer meetings.
• Reports to senior GTM / commercial leadership (exact reporting to be confirmed with client).

VP Channel Sales, Cybersecurity, remote