Channel Account Manager

Summary

Join HackerOne as a German-Speaking Channel Account Manager to cultivate and expand relationships with key regional channel partners in the commercial sales sector. Based remotely in Zurich, Amsterdam, London, Brussels, or Luxembourg, with approximately 35% travel, you will empower partners, spearhead joint go-to-market strategies, and consistently achieve sales targets. This strategic role reports to the VP of Partnerships Sales and involves recruiting partners in Tier 1 markets (DACH), supporting sales in Tier 2 (Benelux), and optimizing HackerOne's partner program. You will collaborate with marketing, analyze sales data, and negotiate contracts to foster mutual growth. HackerOne offers a flexible work approach with occasional in-person meetings.

Requirements

• 5+ years in channel or partner account management
• Proven success meeting/exceeding channel-driven revenue targets
• Cybersecurity industry experience
• Excellent communication, relationship-building, and negotiation skills
• Strong analytical mindset
• Comfortable working remotely and independently in a fast-paced environment
• Based in the Zurich / Amsterdam / London / Brussels / Luxembourg, with ability to travel up to 35%
• German-speaking. native or fluent (this is a must-have as at least one of the interviews will be conducted in German)

Responsibilities

• Recruit partners in Tier 1 Markets (DACH)
• Support channel transaction sales in Tier 2 (Benelux)
• Develop and manage key partnerships to drive early traction and revenue
• Execute and optimise HackerOne’s partner program, ensuring alignment with commercial sales goals
• Enable channel partners with training and sales support for HackerOne’s cybersecurity solutions
• Collaborate with marketing on joint campaigns that elevate partner performance
• Establish performance baselines by tracking and analyzing partner sales data
• Negotiate and refine contracts and agreements to align with mutual growth strategies

Preferred Qualifications

• Experience selling Pen Testing or Consulting Services
• Familiarity with Salesforce or other CRM and sales enablement platforms
• Self-motivated and proactive
• Strong collaborator with cross-functional teams
• Adaptable and comfortable with ambiguity and change
• Growth mindset — open to testing, learning, and refining new programs
• Clear communicator, both written and verbal
• Highly organized with a bias for action

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