--- title: 'Head of Channel Sales at Runlayer' canonical: 'https://feeny.ai/job/head-of-channel-sales-runlayer-new-york-51w8aq2m162k' type: 'job' last_seen: '2026-09-12' --- # Head of Channel Sales at Runlayer - **Company:** Runlayer - **Location:** New York, NY / United States - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2026-06-25 - **Last confirmed live:** 2026-09-12 - **Apply:** https://jobs.ashbyhq.com/runlayer/18388955-00e1-4bfd-aa4d-8e65c011f895/application **Skills:** Channel sales, Partnership management, Commercial structuring, Negotiation, Cybersecurity ecosystem knowledge, Enterprise SaaS, AI infrastructure, MCP, Enterprise sales > Build and scale the channel sales engine for Runlayer by establishing relationships with cybersecurity resellers and VARs. Own the end-to-end channel motion, from strategy and commercial structuring to revenue realization and partner enablement. ## Job description ## About Runlayer AI is transforming how every company operates, but most enterprises are stuck. They want to move fast with AI Agents, tools, and workflows, but they can't do it safely. We're fixing that. Our team built AI Actions for OpenAI, shipped Zapier Agents to millions of users, and launched the first remote MCP server with Anthropic. We helped establish the protocol, and now we're building the platform enterprises need to actually put AI to work. Runlayer is one platform for MCPs, Skills, and Agents: purpose-built security, fine-grained governance, and complete observability so organizations can go all-in on AI across the entire company without the risk. We just raised a $30M Series A led by Felicis, with participation from Khosla Ventures, bringing our total raised to $42M. Already trusted by Gusto, Instacart, Opendoor, dbt Labs, and Decagon. ## About the Role As our Head of Channel Sales, you'll build a new revenue engine for Runlayer through the cybersecurity reseller, value-added reseller, and partner ecosystem. You'll own the channel motion end-to-end, from initial relationship development through commercial structure, enablement, and revenue realization. ## Why You'll Thrive Here - Impact: You will open and scale an entirely new line of business for Runlayer. The channel is where some of the most strategic enterprise security buyers transact, and you are the person who unlocks it. - Excellence: You'll work directly with the VP of Go-to-Market, the CEO, and the Account Executive team to position Runlayer with the partners who already have deep relationships across the Fortune 500. - Ownership: You'll bring an established network of partner relationships, map the most influential resellers and VARs in the security ecosystem, structure the commercial and operational frameworks that make partnerships work, and represent Runlayer as the senior point of contact across the channel community. ## What You'll Do - Build the channel from the ground up. Define Runlayer's channel strategy, identify the partners that matter most, and stand up the relationships, programs, and processes that will scale. - Activate your network on day one. Use existing relationships across the cybersecurity reseller and VAR community to accelerate adoption of Runlayer and shorten the time to first revenue. - Map and prioritize the ecosystem. Identify which resellers, VARs, and partner organizations align with Runlayer's enterprise customer base and prioritize where to invest first. - Own the commercial relationship. Lead negotiations, structure partner agreements, and manage the full commercial lifecycle with each partner. - Educate partners on Runlayer. Equip partner-side sellers, solutions engineers, and account teams with the knowledge they need to position Runlayer effectively. - Drive partner-sourced revenue. Own the channel pipeline and revenue target, and report against it. - Facilitate introductions and co-selling motions. Bridge partner relationships into Runlayer's direct sales team to drive joint enterprise opportunities. - Partner cross-functionally. Work with Go-to-Market, Marketing, Product, and Operations to ensure partners are supported through every stage of the customer lifecycle. ## What We're Looking For - Established channel experience. Seven or more years of relevant professional experience, with significant time spent building or leading channel and partnership functions at a high-growth security or enterprise SaaS company. - Strong, active relationships. A deep and current network of relationships across the leading cybersecurity reseller and VAR community. References from partner-side contacts at top resellers carry significant weight. - Track record of building channel motions. Demonstrated success driving partner-sourced revenue at scale, ideally with experience taking a channel motion from zero to one inside a high-growth company. - Cybersecurity ecosystem expertise. Deep understanding of how the channel operates in cybersecurity, including the commercial structures, buyer dynamics, and partner motions that define the space. - Commercial sophistication. Experience structuring partner agreements, negotiating commercial terms, and operating with executive-level stakeholders on both the partner and customer side. - High ownership and bias for action. Comfortable operating in a fast-moving, early-stage environment without an established playbook. You'll build the playbook. - Strong communicator and relationship operator. Able to represent Runlayer at the executive level externally and partner cleanly internally with sales, product, and operations. Bonus Qualifications - Experience at a top-tier cybersecurity company known for channel excellence. - Experience building channel motions at a portfolio company of a firm with a strong security-channel reputation. - Background that combines direct enterprise sales with channel leadership. - Exposure to AI infrastructure, MCP, or adjacent emerging categories. ## What We Offer We provide a competitive package designed to attract and retain top talent who can work effectively with enterprise customers. - Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities. - Paid time off — paid vacation, paid sick leave, and paid parental leave. - Professional development — budget for conferences, courses, and certifications in AI, enterprise software, and customer success. - Top-tier equipment — your choice of laptop and accessories to create your ideal work environment. - Health benefits — comprehensive health, dental, and vision coverage. - Customer interaction opportunities — work directly with innovative companies and see the immediate impact of your work. Not quite the right fit? Reach out to careers@runlayer.com with details about your experience and interests. ## About Runlayer ## Company Overview - **One-liner**: Runlayer provides an AI control plane that enables enterprises to securely govern, deploy, and monitor AI agents and tools across their organization. - **Entity Type**: Private (Series A) - **Headquarters**: New York, New York, United States - **Founded**: 2025 - **Founders**: Andrew Berman (CEO), Tal Peretz, Vitor Balocco ## Core Business - **Primary industry**: Enterprise AI Security & Governance / AI Infrastructure - **Target customers**: B2B, Enterprise (engineering, security, IT, operations, and business teams) - **Mission or purpose statement**: Give every employee the golden path to use agents, then watch adoption multiply. AI enablement, security, and control in one platform. ## Products & Services - **Runlayer Agents**: On-demand agents running on Runlayer infrastructure. Employees can create agents for recurring work while platform owners keep approved tools, scoped credentials, policy, and audit in place. - **Runlayer Catalog**: Reusable skills and plugins teams can publish and share with agents, giving AI capabilities an owner, approval state, dependency context, and usage history. - **MCP Gateway**: Approved MCP (Model Context Protocol) access across AI clients and third-party agents, routing requests through identity, policy, and audit controls. - **Runlayer Watch**: Shadow AI discovery and response tool that finds unmanaged MCPs, skills, plugins, and client configs. - **Runlayer Guard**: Execution-time security checks for AI tool use, inspecting risky tool behavior before sensitive actions continue. - **Agent IAM & Governance**: Actor-aware access control for AI usage, evaluating who is acting, which client or agent is involved, and what conditions apply. - **ROI & Observability**: Adoption metrics, decisions, findings, and audit history showing what teams use and where access is blocked. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed - **Key Metric**: Total Funding of $41M ($11M Seed in November 2025, $30M Series A in June 2026) - **Notable Investors/Partners**: Felicis (lead), Khosla Ventures (lead). Backed by the best minds in AI & security, including the Head of Security from Cursor. - **Growth Signals**: - Raised $30M Series A in June 2026 from Felicis & Khosla Ventures - Named to "Rising in Cyber 2026" - Named the default for AI-native teams like Instacart, Gusto, Lemonade, dbt Labs, and AngelList - Headcount of 24 employees with +11.5% monthly growth - Operating in 5 countries (US, Poland, Israel, Spain, Canada) - Founding team has raised over $200M cumulatively and built AI at scale (Zapier MCP, Zapier Agents) ## Competitive Advantages - **Founding team expertise**: Co-founders built and launched Zapier MCP (Zapier's fastest growing product) and Zapier Agents, used by millions. They have firsthand experience solving the exact problem Runlayer addresses. - **Comprehensive platform**: Unlike a simple MCP gateway, Runlayer adds catalog, identity controls, reusable capabilities, observability, and agent workflows — making governed agent work practical across the entire company. - **Enterprise-ready**: Supports SSO/SCIM, self-hosted deployment, MDM rollout, and a sophisticated policy model that maps access to users, groups, roles, attributes, agent accounts, clients, tools, resources, and runtime conditions. - **18,000+ pre-built MCPs**: Start with a massive library of MCPs for common enterprise tools, plus the ability to add internal MCPs. - **Shadow AI discovery**: Unique capability to surface unmanaged AI usage from agents, MCPs, skills, plugins, and client configs. ## Strategic Focus - **Current priorities**: Scaling the platform to meet enterprise demand, expanding the agent runtime and catalog, deepening security and governance capabilities, and growing the go-to-market team. - **Direction for growth**: Becoming the default AI control plane for enterprises rolling out AI agents across engineering, security, IT, operations, and business teams. ## Why Work Here - **Culture highlights**: Values include "Shipping," "Built this before," and leveraging AI internally. The team is described as "AI experts" who have built AI at scale. Emphasis on practical, real-world problem solving. - **Remote/hybrid/office policy**: Hybrid/Remote roles available. Offices in NYC and San Francisco. Some roles are specifically NYC or SF-based. - **Notable perks or engineering culture**: - Founding team with deep AI expertise (Zapier, Nanit, Vowel) - Working on cutting-edge AI infrastructure and security problems - Small, high-impact team (24 employees) with significant funding ($41M) - Open roles across Engineering (Security, SRE, Platform, Identity, Product), Product (Design, Engineering), and GTM (Field Engineering, Demand Gen, Forward Deployed Engineer, Product Marketing, Enablement, Creative Director, Account Executive, Developer Relations) - Talent sourced from top companies: Zapier (6 employees), EQ Fitness, Rilla, Taboola, Nanit, Oso, Intel, GLG, C3 AI, Permit.io ## Sources 1. [runlayer.com](https://www.runlayer.com/) 2. [runlayer.com/about](https://www.runlayer.com/about) 3. [runlayer.com/platform](https://www.runlayer.com/platform) 4. [linkedin.com/company/runlayer](https://www.linkedin.com/company/runlayer) 5. [cbinsights.com](https://www.cbinsights.com/company/runlayer) 6. 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