Vice President, Partnership SalesRemote Location: United States - Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DCPosition 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 DoSuccess 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
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 countryWe'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 as our Employer of Record (EOR).
Visa/work permit sponsorship is not available.
Employment at HackerOne is contingent on a background check.
