Channel Account Manager
Role Overview
This mid-level Channel Account Manager role at Adaptive Security is responsible for accelerating growth across North America by developing and managing channel partner relationships, including VARs, distributors, and MSSPs. The day-to-day involves recruiting and onboarding new partners, delivering training, managing deal registrations, generating pipeline reports, and collaborating with marketing on campaigns and incentive programs. The hire will have a direct impact on pipeline generation and bookings, working closely with sales and marketing leadership in a fast-paced cybersecurity startup environment.
Perks & Benefits
This remote role offers the flexibility to work from anywhere in North America, with travel up to 50% for partner meetings and events. As part of a high-growth cybersecurity startup backed by NVIDIA and top VCs, you'll have significant opportunities for career growth and impact. The company emphasizes a high-agency, competitive culture, and while specific benefits aren't listed, typical perks include health insurance, equity, and professional development support. Time zone expectations are likely aligned with North American business hours to support partner interactions.
Full Job Description
About Adaptive:
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. In December 2025, the company announced an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, and continued support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. The round marked NVIDIA’s first AI cybersecurity investment.
Adaptive was founded by Brian Long and Andrew Jones, repeat entrepreneurs who have built and scaled category-defining companies. Brian and Andrew previously co-founded Attentive, which grew to more than $500M in annual revenue and a $10B+ valuation, and TapCommerce, which was acquired by Twitter. Together, they bring deep experience building high-growth, product-led businesses at massive scale as Adaptive builds the security layer for the AI era.
Trusted by leading banks, technology companies, and healthcare organizations, Adaptive protects teams from emerging threats like deepfakes, smishing, and AI-powered voice scams. With rapid enterprise adoption and a $200B+ market ahead, the company is just getting started.
The Role
We’re looking for a Channel Account Manager (CAM) to accelerate growth across North America. In this high-impact role, you will own the development and success of channel relationships, both new and existing, while collaborating closely with Sales and Marketing teams to drive pipeline generation and partner enablement.
Reporting directly to sales leadership, you will act as a strategic business partner, working to ensure high-growth and continued success.
Responsibilities:
Channel Partner Development
Identify, recruit, and onboard new channel partners aligned with the company’s go-to-market strategy.
Build, strengthen, and expand relationships with existing partners: including VARs, distributors, and service providers.
Deliver partner sales and technical training sessions to enhance product knowledge and sales effectiveness.
Sales & Pipeline Management
Prioritize deal registration processes to ensure transparency, fairness, and partner engagement.
Generate and manage monthly pipeline reports, tracking partner opportunities and forecasting accuracy.
Measure and report on KPIs, clearly communicating results to leadership.
Marketing & Enablement
Collaborate with the company’s marketing team to design and execute impactful partner marketing campaigns.
Create, launch, and manage incentive programs to drive partner performance.
Oversee partner enablement programs to ensure consistent readiness and engagement.
Strategic Growth & Execution
Execute strategic initiatives that drive new account acquisition, pipeline expansion, and incremental bookings.
Stay current on competitive market dynamics and maintain an expert understanding of the company’s value proposition.
Contribute to channel leadership’s strategic planning and deliver insights that inform long-term business objectives.
Qualifications
3+ years of proven success in Partner Sales or Channel Account Management, preferably in cybersecurity or SaaS
Deep understanding of North American partner ecosystems including VARs, distributors and MSSPs.
Exceptional written and verbal communication; ability to present to executives and technical teams alike.
Proven ability to prioritize effectively in a fast-paced, high-growth environment.
Willingness to travel up to 50%
If you are high-agency and competitive, motivated to help build a world-class company, we want to hear from you. Join us in our mission to outsmart AI-powered threats and protect organizations around the world.
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