What are the responsibilities and job description for the Channel Account Manager, East position at Adaptive Security?
About Adaptive
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.
As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B market to transform, we're just getting started.
The Role
We’re looking for a Channel Account Manager, East (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 the SVP of Partnerships, you will act as a strategic business partner, working to ensure high-growth and continued success.
Responsibilities
Channel Partner Development
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.
As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B market to transform, we're just getting started.
The Role
We’re looking for a Channel Account Manager, East (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 the SVP of Partnerships, 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.
- 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.
- 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.
- 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.
- 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% across the U.S. and Canada
- Prioritization for candidates located in New York, NY or Boston, MA
- Competitive compensation and a fantastic office atmosphere.
- Premium healthcare and wellness benefits.
- Impactful Role: A strategic position at one of the most exciting cybersecurity startups in the world.
- Equity & Growth: Equity in a high-upside, venture-backed business led by seasoned founders.
- Culture of Excellence: A culture that values speed, precision, and high ownership.
- Collaborative Environment: An in-office team across New York, San Francisco, and Los Angeles, united by a mission to build something that matters.
