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Adaptive Security is a cybersecurity startup founded by repeat entrepreneurs (Brian Long and Andrew Jones, previously of Attentive and TapCommerce) on a mission to stop AI-powered cyberattacks. The company recently closed an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, Andreessen Horowitz, the OpenAI Startup Fund, and Abstract Ventures. Adaptive protects enterprises from emerging threats like deepfakes, smishing, and AI-powered voice scams, and is trusted by leading banks, technology companies, and healthcare organizations.
You will join as Head of Channel to build and scale Adaptive's partner ecosystem from the ground up. This is a strategic leadership role where you'll define the channel strategy, recruit and onboard key partners (VARs, GSIs, MSSPs, hyperscalers), and own partner-sourced and partner-influenced pipeline and revenue targets for North America. You'll design and implement partner enablement programs including training, certification, and sales tools; collaborate with regional sales leadership on joint account planning and co-selling motions; and build scalable partner programs with incentive structures and operational frameworks.
You'll establish and maintain senior-level relationships with partner executives, represent Adaptive at the highest levels of partner organizations, and collaborate cross-functionally with Marketing on joint campaigns, Product on integrations, and Customer Success on partner-assisted delivery models. As the program scales, you'll hire, mentor, and lead a high-performing channel team across North America, own channel forecasting and reporting, and provide visibility to executive leadership on pipeline, performance, and program ROI.
The ideal candidate has 8-10+ years of channel/alliances leadership experience in cybersecurity, data security, or enterprise SaaS, with a proven track record building and scaling high-performing partner ecosystems in North America. You should have strong existing relationships with key channel partners (CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers), demonstrated success building channel partner programs in cybersecurity and driving significant partner-sourced revenue at scale, and deep understanding of enterprise sales cycles and co-selling motions. Prior people-leadership experience building and managing a channel team is required.
