[All remote jobs](https://jobicy.com/jobs.md)[![HackerOne logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/8937d355-221.png)](https://jobicy.com/company/hackerone.md)[HackerOne](https://jobicy.com/company/hackerone.md) # Vice President, Partnership Sales Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/hackerone.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 216k–280k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished8 Oct 2026Apply before7 Nov 2026Listing views36Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. This executive sales leadership role owns HackerOne's partnership sales strategy and partner-led revenue performance. The Vice President will lead seven Channel Account Managers, scale reseller, technology-alliance, and cloud-marketplace motions, and develop executive relationships with strategic partners, including AWS ecosystem stakeholders. Core work includes defining operating cadence, revenue metrics, forecasting, partner enablement, and AI-native workflows. The role requires substantial cybersecurity sales leadership, strategic partnership negotiation, and cross-functional influence across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior revenue leadership position with direct accountability for building a scalable partner-sales organization and delivering measurable pipeline and revenue growth. It requires executive-level negotiation, complex cross-functional alignment, cybersecurity market expertise, and the ability to lead strategic change in a high-growth environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$248,000US market range$220k–$300k0$330k AI insightThe disclosed base-salary range spans $216,000 to $280,000 USD yearly across compensation tiers; the midpoint of the overall disclosed range is $248,000. Commission is additional under a 60/40 split and is not included in the base-salary figures. For a US-based VP of Partnership Sales in cybersecurity, a representative base-salary market range is approximately $220,000 to $300,000 annually, with total compensation potentially higher depending on variable-pay attainment and equity. ## Core skills Skills and capabilities most closely associated with this opportunity. [Partnership Sales](https://jobicy.com/jobs?search_keywords=Partnership%20Sales.md)[Channel Sales Leadership](https://jobicy.com/jobs?search_keywords=Channel%20Sales%20Leadership.md)[Cybersecurity](https://jobicy.com/jobs?search_keywords=Cybersecurity.md)[Strategic Alliances](https://jobicy.com/jobs?search_keywords=Strategic%20Alliances.md)[AWS Marketplace](https://jobicy.com/jobs?search_keywords=AWS%20Marketplace.md)[Cloud Partnerships](https://jobicy.com/jobs?search_keywords=Cloud%20Partnerships.md)[Revenue Strategy](https://jobicy.com/jobs?search_keywords=Revenue%20Strategy.md)[Partner Enablement](https://jobicy.com/jobs?search_keywords=Partner%20Enablement.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Executive Relationship Management](https://jobicy.com/jobs?search_keywords=Executive%20Relationship%20Management.md) Sample interview questionsHow would you assess and prioritize HackerOne's existing partner landscape during your first 90 days?I would segment partners by strategic fit, sourced and influenced pipeline, win rates, product alignment, reach, enablement maturity, and investment required. I would combine quantitative performance analysis with executive and field interviews, then establish a tiered partner model and focused account plans for the highest-potential motions. Describe how you have built a scalable channel or partnership sales organization. I start by defining the target partner segments, value proposition, coverage model, lifecycle stages, and shared success metrics. I then hire and develop leaders, implement operating cadences and CRM discipline, create enablement and joint-selling programs, and use performance data to refine capacity and resource allocation. How would you grow revenue through cloud marketplaces and the AWS ecosystem? I would identify priority AWS-aligned customer segments and co-sell opportunities, align field teams to AWS account coverage, and create repeatable marketplace transaction and private-offer processes. Success would be measured through jointly sourced pipeline, marketplace bookings, partner-influenced win rates, and time-to-close. What metrics would you use to manage partnership sales performance? I would track partner-sourced and partner-influenced pipeline and revenue, conversion rates, average sales cycle, attach rate, forecast accuracy, active-partner productivity, joint account-plan execution, and enablement adoption. These metrics should distinguish strategic partners that create durable leverage from low-return activity. How do you lead change when a partnership model is not producing expected results? I communicate the evidence, desired outcome, decision criteria, and transition plan clearly to internal teams and partners. I preserve what is working, simplify or retire low-value motions, establish short feedback cycles, and hold leaders accountable to measurable milestones while maintaining trust and momentum. Opportunity details ## About this role. 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. 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