Channel Account Manager

About HackerOne

HackerOne is a global leader in offensive security solutions. Our HackerOne Platform combines AI with the ingenuity of the largest community of security researchers to find and fix security, privacy, and AI vulnerabilities across the software development lifecycle. The platform offers bug bounty, vulnerability disclosure, pentesting, AI red teaming, and code security. We are trusted by industry leaders like Amazon, Anthropic, Crypto.com, General Motors, GitHub, Goldman Sachs, Uber, and the U.S. Department of Defense. HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 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.

• Customer Obsessed: Prioritizes customer outcomes in our decisions and actions.
• Default to Disclosure: Operates with transparency and integrity, ensuring trust and accountability.
• Win Together: Fosters empowerment, inclusion, respect, and accountability.

Channel Account Manager

Salary: €67K - €84K Location Type: Remote Employment Type: FullTime

Location: Zurich, Amsterdam, London, Brussels, Luxembourg

Position Summary

HackerOne is hiring a German-Speaking Channel Account Manager to lead and grow relationships with a select group of regional channel partners within the commercial sales segment. The role is responsible for enabling partners, driving joint go-to-market activities, and ensuring sales targets are met through the channel. This is a strategic, high-impact position reporting to the VP of Partnerships Sales, based in either Zurich / Amsterdam / London / Brussels / Luxembourg (remote-first with ~35% travel).

At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in Zurich / Amsterdam / London / Brussels / Luxembourg (and the surrounding metropolitan areas, where applicable), to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.

What You Will Do

• 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.

Minimum Qualifications

• 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)