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