DACH Channel Sales

Job description

🌍 We’re taking on the crusty global cyber market, the "no-BS" security platform for devs.

In the past, only large enterprises needed to worry about security. Today, cybersecurity has become the top concern of all CEOs, from startups to enterprises.

This means more work for developers, who need to become security experts and ensure their platforms are secure. But it’s hard. The market is riddled with overcomplicated, expensive tools that aren’t fit for developers. So, we founded Aikido.

We are the no-bullsh*t security platform that developers actually like to use. One central platform that shows devs what matters and how to fix it, so they can get back to building.

Why work with us? Founded in 2022 by third-time serial founders, with $25M funding in the bank, we're dead set on getting security done for devs. This is a chance to join an all-star team early, take ownership, and push boundaries.

We are seeking our first Channel Sales Manager DACH to launch and scale our channel ecosystem across Resellers, MSPs, and Distributors. Collaborating closely with our regional field sales and Global Head of Partnerships & Channel, you will be the first dedicated channel development hire for the German-speaking market.

You’ll leverage established global partner frameworks (qualification, enablement, PRM systems) and collaborate closely with our European sales team, ensuring tight field alignment and maximizing partner-sourced and partner-influenced revenue.

Responsibilities

• Recruit, qualify, and activate new resellers, MSPs, and distribution partners in the region
• Create, manage, and close partner-sourced pipeline with Partners
• Build and execute joint GTM plans with key partners to drive revenue
• Track KPIs, deal reg, and pipeline activity via CRM and PRM systems
• Use global PRM tools, enablement programs, and partner criteria to scale

Job requirements

• Living in Berlin or Munich
• Medior role, with 3-5 years in channel sales or partner roles, ideally in cybersecurity or developer tools
• Proven track record working/building channel sales in fast-growing startups
• Strong knowledge of the local Cyber VAR, MSP, and distributor landscape
• Experience localizing global partner programs and resources
• Proficient with PRM tools, Hubspot, and KPI reporting
• Skilled at building exec relationships and driving cross-functional alignment
• Metrics-driven, with success in partner-sourced revenue and shorter sales cycles

What you can expect

• High-impact position in a fast-growing company
• Competitive salary package
• A company that sticks to its values in an open and informal atmosphere (see our culture page on the website for more details)
• A diverse and inclusive organization that is proud to be an equal opportunity employer
• Flexibility in working hours

You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation, or any disability.

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