Strategic Channel Account Manager at Hackerone

HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world’s largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com [Upgrade to PRO to see link] General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner’s Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (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. STRATEGIC CHANNEL ACCOUNT MANAGER REMOTE LOCATION: LONDON, UK POSITION SUMMARY At HackerOne, we are redefining offensive security by combining AI-powered technology with the ingenuity of the world’s largest community of security researchers. As a Strategic Channel Account Manager, you will be responsible for driving strategic partner growth across the UK and broader EMEA region, owning a portfolio of high-impact channel partners and developing long-term revenue strategies. This is a highly autonomous, strategic individual contributor role where you will shape partner engagement models, influence go-to-market strategy, and drive measurable business outcomes. You will work cross-functionally to expand HackerOne’s ecosystem, scale partner At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. Reflecting this philosophy, this is a remote role targeted for candidates within ~80 kilometers of London. We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together – fostering collaboration, connection, and in-person moments that enrich our culture – while still preserving the benefits of remote work. WHAT YOU WILL DO Success in the Strategic Channel Account Manager role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne: - Own and evolve the strategic channel ecosystem across the UK and EMEA, identifying, prioritizing, and developing high-impact partnerships aligned to business growth objectives (First Principles Problem Solving) - Drive partner-sourced and partner-influenced revenue by building and executing joint business plans, pipeline strategies, and scalable partner motions (Data-Driven Decision Making) - Design and scale partner enablement programs, leveraging AI-driven tools and modern sales practices to improve partner effectiveness and accelerate deal cycles (AI First) - Lead partners and internal stakeholders through changing market conditions, proactively adapting strategy while maintaining momentum against growth targets (Change Agility) - Influence regional go-to-market strategy by partnering with sales, marketing, and product teams to develop joint campaigns and integrated partner plays - Analyze partner performance, pipeline trends, and market signals to identify growth opportunities, optimize partner investments, and inform leadership decisions - Negotiate and structure strategic partner agreements that create long-term value while aligning with HackerOne’s commercial and ecosystem strategy - Act as a trusted advisor to partner executives, influencing their security strategy, investment priorities, and alignment with HackerOne solutions MINIMUM QUALIFICATIONS   - 8+ years of experience in channel account management, partnerships, or indirect sales within SaaS or cybersecurity - Proven track record of driving significant revenue growth through strategic channel partnerships and complex partner ecosystems - Experience managing and growing key regional or national partners within the UK or EMEA market - Strong analytical and commercial acumen, with the ability to translate data into actionable strategy and business outcomes PREFERRED QUALIFICATIONS - Experience in cybersecurity, offensive security, or services such as penetration testing or consulting - Experience designing or scaling partner programs in a high-growth SaaS environment - Familiarity with CRM platforms (e.g., Salesforce) and partner enablement tools - Additional language skills are a plus Compensation Bands: Tier Guide [Upgrade to PRO to see link] UK Tier: £98-120k #LI-KM1 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 *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 [Upgrade to PRO to see link] 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.