合作伙伴销售副总裁
Vice President, Partnership Sales
HackerOne 是持续威胁暴露管理（CTEM）领域的全球领导者。HackerOne 平台将代理型 AI 解决方案与全球最大的安全研究人员社区的创造力相结合，持续发现、验证、优先处理并修复代码、云和 AI 系统中的暴露点。通过漏洞赏金、漏洞披露、代理渗透测试、AI 红队和代码安全等解决方案，HackerOne 为企业的网络安全风险提供可衡量的持续降低。包括 Anthropic、[Crypto.com](http://Crypto.com)、通用汽车、高盛、汉莎航空、优步、英国国防部和美国国防部在内的行业领袖，都信任 HackerOne 来保护他们的数字生态系统。HackerOne 在 Gartner 的《新兴技术影响雷达：AI 网络安全生态系统》报告中被认可，因其在 AI 安全测试方面的领导地位而受到表彰，并被评为“2024 年最受年轻专业人士喜爱的工作场所”。
HackerOne 正处于安全行业的关键转折点。进攻性安全不再是一种可选方案，而是那些希望在 AI 驱动的创新和对手不断加快步伐的世界中建立信任和韧性的前瞻性公司的标准。随着行业的发展，HackerOne 与众不同：我们结合了全球最大安全研究社区的创造力与一家顶级 AI 驱动的平台，受到全球顶尖组织的信任。
**HackerOne 价值观**
HackerOne 致力于培养一种强大且包容的文化。HackerOne 始终以客户为中心，在决策和行动中优先考虑客户成果。我们通过透明和诚信的运营实现默认披露，确保信任和问责制。员工、研究人员、客户和合作伙伴通过赋能、包容、尊重和问责共同赢得成功。
### 高级副总裁，合作销售
### **远程办公地点：美国 - 波士顿，马萨诸塞州；西雅图，华盛顿州；旧金山湾区；奥斯汀，德克萨斯州；或华盛顿特区**
### **职位概述**
HackerOne 正在寻找一位高级副总裁，合作销售，以建立和扩展我们的合作销售策略，加速由合作伙伴主导的收入增长。您将向首席营收官汇报，带领七名渠道客户经理团队，并塑造 HackerOne 如何识别、开发和在战略分销商、技术联盟和云市场中发展高影响力的合作伙伴关系。
您将建立战略
查看英文原文
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](http://Crypto.com), 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.
### Vice President, Partnership Sales
### **Remote Location: United States - Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC**
### **Position Summary**
HackerOne is seeking a Vice President, Partnership Sales to build and scale our partnership sales strategy and accelerate partner-led revenue growth. Reporting to the Chief Revenue Officer, you will lead a team of seven Channel Account Managers and shape how HackerOne identifies, develops, and grows high-impact partnerships across strategic resellers, technology alliances, and cloud marketplaces.
You will establish the strategy, operating model, and executive relationships needed to make partnerships an increasingly productive and scalable growth channel for HackerOne. This is an opportunity to shape a critical revenue function while partnering across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to strengthen HackerOne’s market presence and create durable growth.
### **What You Will Do**
Success in the Vice President, Partnership Sales 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 the Outcome** for HackerOne’s partnership sales strategy and performance, establishing clear revenue goals, operating rhythms, accountability, and execution plans that increase partner-sourced and partner-influenced growth.
- **Multiply Your Impact** by leading, coaching, and developing a high-performing team of seven Channel Account Managers across multiple levels and areas of focus. Build the leadership, capabilities, systems, and operating model required for the partnership sales function to scale beyond individual effort.
- Apply **First Principles Problem Solving** to assess HackerOne’s existing partner landscape and determine where and how partnerships can create the greatest business value. Challenge legacy assumptions, simplify the partner model where needed, and concentrate resources on the partnerships and motions with the strongest potential for durable growth.
- Advance **AI Native** by redesigning how the partnership sales team works, making AI the default operating layer and not a tool bolted onto existing workflows. Partner identification, prioritization, enablement, and execution should run through AI-native systems where human judgment is the steering input, not the manual labor. Forecasting is continuous and model-driven, not spreadsheet-and-gut. Enablement is generated and personalized, not templated and static. The team's scalable ways of working emerge from AI-native defaults: agents handle the repeatable, humans handle the relational, and every workflow is designed for that split from day one.
- Use **Data-Driven Decision Making** to define the metrics that matter for partnership performance, evaluate partner productivity and pipeline contribution, inform investments and resource allocation, and continuously improve the effectiveness of the partnership sales strategy.
- Demonstrate **Change Agility** by evolving partnership strategy and execution as HackerOne’s business, customers, technology ecosystem, and markets change. Provide clarity through ambiguity and ensure the team can adapt priorities while maintaining momentum against revenue objectives.
- Build and deepen executive-level relationships with strategic resellers, technology partners, and cloud marketplaces, including the AWS ecosystem, creating joint strategies that strengthen HackerOne’s market position and generate measurable commercial impact.
- Partner across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align partnership priorities with company strategy, remove barriers to execution, develop effective partner programs and enablement, and create a cohesive partner experience.
### **Minimum Qualifications**
- Proven sales leadership experience within information security, cybersecurity, or a 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 the 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.
Compensation Bands:
[Tier Guide](https://drive.google.com/file/d/1CpnuHvyv3ldvgWy7FIttnkH7b0txxuc3/view)
Tier A: $252-280k base salary plus commission (60/40 split)
Tier B: $226-277k base salary plus commission (60/40 split)
Tier C: $216-264k base salary plus commission (60/40 split)
_#LI-Remote_
_#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](https://remote.com/preemployment-faq) 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.