Senior Channel Account Manager

HackerOne is a global leader in offensive security solutions. Our HackerOne Platform combines AI with the ingenuity of the largest community of security researchers to find and fix security, privacy, and AI vulnerabilities across the software development lifecycle. The platform offers bug bounty, vulnerability disclosure, pentesting, AI red teaming, and code security. We are trusted by industry leaders like Amazon, Anthropic, Crypto.com, General Motors, GitHub, Goldman Sachs, Uber, and the U.S. Department of Defense. HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world’s top organizations.

HackerOne Values

HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability.

Senior Channel Account Manager

Remote Locations: Austin, TX; Denver, CO; Southern California or San Francisco Bay Area

Position Summary

HackerOne is seeking a Sr. Channel Account Manager to help spearhead our channel partner sales. In this pivotal role, you will be responsible for onboarding, managing, and developing relationships with key channel partners, while managing existing partnerships.

As a Channel Account Manager, you can make a substantial impact across the organization by executing the partner program. This role is perfect for someone passionate about driving growth and innovation within an industry-leading company that values culture, innovation, and action-oriented growth.

This position is located remotely in Austin, TX; Denver, CO; Southern California or San Francisco Bay Area and reports to our VP, Partnerships Sales. Must be able to travel up to 30%.

What You Will Do

• Channel Partner Management: Develop and maintain strong relationships with key channel partners to drive sales and achieve revenue targets.

• Identify, recruit, and onboard new channel partners to expand market coverage.

• Develop and maintain strong relationships with existing channel partners providing support to drive mutual success create joint business plans and ensure alignment

• Develop and implement a comprehensive sales strategy to drive revenue through channel partners.

• Work closely with the sales team to drive engagement and collaboration with channel partners, work closely to ensure deal close and alignment,

• Renewals alignment to provide support and alignment for HackerOne renewals team and our partners

• Analyze partner performance regularly, provide insights and recommendations to optimize channel effectiveness, and prepare and present regular reports on channel partner performance to the leadership team.

• Enablement and Training: Provide channel partners with training and support to ensure their knowledge of HackerOne’s products and ability to communicate value to customers effectively.

• Marketing Collaboration: Work with the marketing team to create and execute joint marketing campaigns with channel partners.

• Contract Negotiation: Negotiate partner agreements and contracts, ensuring mutually beneficial terms and compliance with company policies.

• Issue Resolution: Address and resolve any issues or conflicts with channel partners promptly and effectively.

• Keep abreast of industry trends and competitor activities to identify new opportunities and challenges.

Minimum Qualifications

• 7+ years of experience in channel account management or partner management.

• Proven track record of achieving sales targets through channel partners.

• National partner management experience with 1 or more of the Security Solution Providers

• Experience working in the cybersecurity industry

• Excellent communication, negotiation, and relationship-building skills.

• Self-motivated and ability to work independently and as part of a team in a fast-paced environment.

• Experience and willingness to hit goals while contributing effectively to developing and refining new programs.

• Strong analytical skills and the ability to use data to drive decision-making.

• Must be based remotely in {[location]} and able to travel up to 30%. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.

Preferred Qualifications

• Experience selling services like Pen Testing or Consulting Services

• Familiarity with CRM (Salesforce) systems and sales enablement tools

• Experience working with legal, contracts, and finance departments to achieve goals

Compensation Bands:
Tier Guide

Tier A: $126-155k Base, $211-258k OTE

Tier B: $114-139k Base, $190-232k OTE

Tier C: $107-131k Base, $179-219k OTE

#LI-KM1

#LI-Remote

Job Benefits:

• Health (medical, vision, dental), life, and disability insurance*

• Equity stock options

• Retirement plans

• Paid public holidays and unlimited PTO

• Paid maternity and parental leave

• Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)

• Employee Assistance Program

• Flexible Work Stipend

*Eligibility may differ by country

We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

Visa/work permit sponsorship is not available.

Employment at HackerOne is contingent on a background check.

HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.

This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.

For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.