Head of Channel
Description
About Native
Native is defining a new category in Cloud Security by empowering organizations to build truly secure-by-design environments. We provide a unified abstraction layer across AWS, Azure, and GCP, allowing security teams to seamlessly define and actively enforce policies without needing to master complex, cloud-specific configurations. Founded by industry veterans from AWS and Dome9, backed by $42M in funding, and trusted by Fortune 100 enterprises, we are looking for exceptional talent to take extreme ownership and help us scale the future of multi-cloud security.
As Native's founding Head of Channel, you'll design, launch, and scale our U.S. channel program from the ground up. You'll own partner strategy end to end - segmenting the partner landscape, recruiting and onboarding the right resellers, MSSPs, and integrators, building the program mechanics (tiers, deal registration, MDF, co-selling, enablement), and driving partner-sourced and partner-influenced pipeline alongside our direct sellers.
This is a builder’s role. You’ll take full ownership of the program from day one - writing partner agreements, standing up the portal, training the first sales engineers at our partners, and personally supporting early deals through registration and closing. You’ll work hand-in-hand with our Account Executives, marketing, product, and leadership to turn channel into a durable, multi-million-dollar revenue engine.
Requirements
- 7+ years in channel, partnerships, or alliances roles in B2B cybersecurity or cloud security, with a strong preference for time spent in early-stage and high-growth startups.
- Demonstrated experience building a channel program from zero - not just running an existing one. You've authored partner agreements, defined tiers and economics, stood up deal reg and PRM systems, and shipped enablement content yourself.
- Track record of driving meaningful partner-sourced and partner-influenced ARR, ideally helping take a company from initial channel traction to $10M+ in partner-attributed revenue.
- Established relationships across the U.S. cybersecurity partner ecosystem: national and regional VARs (e.g., Optiv, GuidePoint, Trace3, Set Solutions, Defy Security), cloud-focused GSIs, and key distributors.
- Comfort operating as a player-coach / individual contributor - happy to recruit a partner on Monday, run an enablement session on Tuesday, and ride along on a customer call with that partner on Wednesday.
- Strong commercial instincts: you can model partner economics, structure margin and incentive programs that actually motivate behavior, and avoid channel conflict with direct sellers.
- Ability to translate technical product value into a partner-ready story - pitch decks, battlecards, demo paths, and certification tracks that partners will actually use.
- Excellent communicator and cross-functional operator; comfortable working closely with AEs, marketing, product, and finance to align on partner strategy and execution.
- You actively leverage AI and modern sales tools not just to scale existing workflows, but to rethink how channel is built - experimenting rapidly, unlocking new approaches, and continuously evolving strategy and execution.
What We Offer
- Competitive compensation with meaningful early-stage equity.
- A rare opportunity to be the founding channel hire at a fast-growing cybersecurity startup and to architect the partner program from a blank page.
- Direct influence on GTM strategy, partner economics, marketing investment, and how Native scales beyond direct sales.
- Close collaboration with experienced founders, security experts, and operators who view channel as a core pillar of the business — not an afterthought.
- Flexibility, autonomy, and the chance to build something from the ground up
Why Join Now?
This isn’t just channel - it’s the opportunity to build and scale a partner program from the ground up, and shape how grows beyond direct sales.
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