Drive partner-sourced pipeline and revenue with national partners, manage relationships, and lead joint go-to-market strategies to grow StackHawk's sales.
StackHawk helps software developers find and fix security vulnerabilities before they deploy code to production. Every modern software development organization has shifted from quarterly releases to daily or hourly releases, incorporating Continuous Integration and Continuous Delivery (CI/CD). In the modern world of FinTech, HealthTech, cloud analytics and AI platforms, customers are entrusting their most critical data to software providers. Periodic manual security testing by an external team is simply too risky. Because of this, modern software development organizations are extending CI/CD to encompass Continuous Application and API Security Testing. This way, security can “shift left,” meaning vulnerabilities can be detected while the developer is actively working on the code.
StackHawk leads the market in developer first API security testing. Application and API security is an exciting market, where more than 43% of global decision makers are looking to implement dynamic application security testing during software development, which represents a massive opportunity for StackHawk. StackHawk is building out a team of leaders and team members that will capitalize on market pull, and enable growth-phase scale of the business.
The Role:
StackHawk is looking for a high-caliber partner sales leader to join our growing team. This is a unique opportunity to make a direct impact on StackHawk’s high-growth trajectory by driving partner-sourced pipeline and revenue across our most strategic national partner accounts. This highly visible role will be a key contributor to our Americas go-to-market team, responsible for scaling partnerships that bring together sales reach and technical services coverage across the U.S.
As National Partner Director, you will own the national partner strategy and execution, working across sales, marketing, and product to activate and grow partnerships with a select group of Regional and Global System Integrators (SIs), Value-Added Resellers (VARs), and security services partners. You will lead partner activation, joint solution development, business planning, pipeline development, and execution of field programs—all with a focus on driving co-sell and partner-sourced revenue.
What You'll Do:
- Own strategic partnerships with a portfolio of national partners, including relationship management, business planning, and execution.
- Drive partner-sourced pipeline and co-sell revenue by activating and scaling national SI and reseller relationships. Regular travel is expected (up to 75% depending on location).
- Lead joint go-to-market planning including the launch of joint offerings, partner enablement, and marketing investments.
- Build and manage partner sales plans, including onboarding, sales enablement, technical training, and co-branded campaigns.
- Design and execute joint customer offerings such as assessments, health checks, proof-of-value pilots, and tri-party cloud security solutions.
- Collaborate with regional sales and marketing teams to align partner execution with regional priorities.
- Track performance through joint scorecards, run Quarterly Business Reviews (QBRs), and ensure delivery of key revenue and engagement metrics.
- Serve as the StackHawk point-of-contact for national partner escalation, governance, and executive alignment.
- Support channel sales operations, partner portal usage, and field alignment in collaboration with regional and inside channel teams.
About You
Experience & Knowledge:
- 8 to 10 years of experience in partner sales, alliance management, or channel development in cybersecurity.
- Proven success developing and scaling high-impact partnerships with national SIs, resellers, or security service providers.
- Experience delivering against partner-sourced pipeline goals and managing joint go-to-market motions.
- Excellent interpersonal and communication skills with the ability to influence across internal stakeholders and external partner executives.
- A strong understanding of partner business models (resell, services attach, MSP, MSSP) and how to build offers that drive revenue.
- Demonstrated ability to work cross-functionally and independently in a fast-paced, startup environment
- Strong operational discipline with the ability to track KPIs, report on partner performance, and iterate programs based on data. Must have functional fluency in CRM and other relevant GTM systems of record.
Preferred Qualifications:
- Experience launching and growing a national or regional partner program from the ground up.
- Familiarity with DevSecOps, DAST, or cloud security markets.
- Existing relationships within national Security solutions partner ecosystems.
Education
- Bachelor’s degree required; advanced degree a plus.
The Goods:
Competitive Compensation: Earn a competitive salary and get an equity stake in the company that we are building together.
Solid Benefits: Health, dental, and vision insurance 100% paid for employees and dependents. Other benefits include life insurance, AD&D, and 401K.
Time to Recharge Encouraged: Take what you need vacation plus ten paid holidays! Unplug, recharge, and come back refreshed.
Fun Team and Perks: We do great work and have fun doing it! Get a great at home equipment setup, a fun team to collaborate with, and other great perks.
Place Where Your Work Matters and You Grow: As an early stage company, your work shapes the product that we are building. Nothing beats arriving at work every day knowing that your work deeply matters, and there is no better opportunity to grow in your career.
StackHawk is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status.
On target earnings for this role is up to $200,000 - $300,000 OTE dependent on experience.
At StackHawk, we constantly strive to create an environment that allows our employees (Hawks) to do the best work of their lives. With our roots beginning in downtown Denver Colorado, we have many folks based in the Mountain time zone with the rest of our Hawks working remotely across the United States
We are also committed to keeping Hawks healthy, motivated, focused, and creative. We've designed our top-notch benefits program with these goals in mind. In a nutshell, we've built a place where we truly love working, we think you will too.
StackHawk is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!
Top Skills
CRM
Gtm Systems
Similar Jobs
HR Tech • Information Technology • News + Entertainment • Professional Services • Sales • Software
Lead and manage HiBob's global technology partnerships by defining strategies, driving revenue-generating initiatives, and collaborating with internal and external teams.
Top Skills:
APIsAWSAzureB2B SoftwareCloudGCPSaaS
Fintech • Information Technology • Insurance • Financial Services • Big Data Analytics
The role involves executing fixed income trades, managing relationships with broker-dealers, integrating research, resolving compliance issues, and collaborating with teams to implement trading strategies.
Top Skills:
Aladdin OmsBlackrock SolutionsBloombergExcelMarketaxessTradeweb
Fintech • Information Technology • Insurance • Financial Services • Big Data Analytics
Develop and maintain relationships with vendors and clients, negotiate contracts, monitor performance, and manage insurance operations in the healthcare industry.
Top Skills:
Contract Management SoftwareExpatriate Benefits SystemsVendor Management Software
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
