DACH Channel Sales Manager

Overview

We’re taking on the crusty global cyber market with a no-BS security platform for developers. In the past, only large enterprises needed to worry about security. Today, cybersecurity has become a top concern for CEOs across startups to enterprises. This means more work for developers, who need to become security experts and ensure their platforms are secure. The market is crowded 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 are focused on delivering security for devs. This is a chance to join an all-star team early, take ownership, and push boundaries.

Role

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 registration, and pipeline activity via CRM and PRM systems

• Use global PRM tools, enablement programs, and partner criteria to scale

Qualifications

• 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 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 executive 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

• 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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