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Salary: USD 216,000 - 280,000 / annual
HackerOne is a global leader in Continuous Threat Exposure Management (CTEM), combining agentic AI solutions with the world's largest community of security researchers to discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. The company serves industry leaders including Anthropic, Crypto.com, General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense.
You will serve as Vice President, Partnership Sales, reporting to the Chief Revenue Officer. This is a leadership role responsible for building and scaling HackerOne's partnership sales strategy to accelerate partner-led revenue growth. You will lead a team of seven Channel Account Managers and establish the strategy, operating model, and executive relationships needed to make partnerships an increasingly productive and scalable growth channel.
Key responsibilities include: owning partnership sales strategy and performance with clear revenue goals and accountability; leading, coaching, and developing a high-performing team of seven Channel Account Managers; assessing HackerOne's partner landscape using first-principles problem-solving to identify where partnerships create greatest business value; redesigning partnership sales workflows to be AI-native, with AI as the default operating layer rather than a bolted-on tool; using data-driven decision-making to define partnership performance metrics and inform resource allocation; demonstrating change agility as business and markets evolve; building executive-level relationships with strategic resellers, technology partners, and cloud marketplaces including the AWS ecosystem; and partnering across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align priorities and remove execution barriers.
The role emphasizes HackerOne's core values: Customer Obsessed (prioritizing customer outcomes), Default to Disclosure (transparency and integrity), and Win Together (empowerment, inclusion, respect, accountability).
REQUIREMENTS:
- Proven sales leadership experience in information security, cybersecurity, or closely related market, with demonstrated accountability for meaningful revenue outcomes
- Demonstrated experience building, establishing, or scaling channel and partnership sales programs, including leading teams responsible for reseller, channel, technology alliance, or cloud marketplace relationships
- Demonstrated success developing, negotiating, launching, and growing high-value strategic partnerships that generate measurable pipeline and revenue contribution
- Experience leading and developing high-performing sales or channel teams while establishing strategy, performance metrics, operating cadence, and accountability required to scale results
PREFERRED QUALIFICATIONS:
- Experience building and scaling partnerships within the AWS ecosystem or other major cloud marketplaces
- Experience operating in a growth environment generating $30M+ in new ARR
- Experience helping scale a company through significant stages of growth, including preparation for or progression toward an IPO
- Experience building a partnership function across multiple partner types, markets, or customer segments
