Vice President – Partnership Sales

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Take charge of HackerOne's partnership sales strategy and its performance, encompassing revenue objectives, operational rhythms, accountability, and execution plans.

• Mentor, coach, and cultivate a high-performing team of seven Channel Account Managers.

• Evaluate the current partner landscape to identify areas where partnerships can deliver the most significant business value.

• Redesign partnership sales workflows utilizing AI-native systems for partner identification, prioritization, enablement, execution, forecasting, and customized support.

• Establish and track partnership performance metrics, partner productivity, and pipeline contributions.

• Adapt partnership strategy in response to changes in business, customer needs, technological ecosystems, and market conditions.

• Develop executive-level relationships with strategic resellers, technology partners, and cloud marketplaces, including AWS.

• Collaborate with Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product teams to align priorities, eliminate execution barriers, create partner programs and enablement, and ensure a seamless partner experience.

⛳️ Requirements

• Demonstrated sales leadership experience in information security, cybersecurity, or a related field, with a proven track record of achieving significant revenue results.

• Proven experience in building, establishing, or scaling channel and partnership sales initiatives.

• Experience in leading teams that manage reseller, channel, technology alliance, or cloud marketplace relationships.

• Successful record in developing, negotiating, launching, and expanding high-value strategic partnerships that yield measurable pipeline and revenue contributions.

• Experience in leading and nurturing high-performing sales or channel teams.

• Experience in formulating strategy, performance metrics, operational cadence, and accountability necessary for scaling results.

• Preferred: experience in building and scaling partnerships within the AWS ecosystem or other prominent cloud marketplaces.

• Preferred: experience working in a growth environment generating $30M+ in new ARR.

• Preferred: experience aiding a company through significant growth phases, including preparation for or progression towards an IPO.

• Preferred: experience in establishing a partnership function across various partner types, markets, or customer segments.

• Must have authorization to work in the country of application; visa/work permit sponsorship is not provided.

• Employment is contingent upon a satisfactory background check.

🏝️ 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.