What are the responsibilities and job description for the Inside Channel Account Manager, West position at Adaptive Security?
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
Adaptive is seeking an Inside Channel Account Manager to support the company’s fast-growing Partnerships team. In this high-impact role, you’d play a pivotal role in building, strengthening, and scaling channel partnerships to drive high-quality sales opportunities.
If you thrive in fast-moving environments, love untangling operational challenges, and enjoy collaborating across teams, this role is built for you. Your work will directly advance our mission of defending organizations against emerging AI-driven cyber threats.
Candidates must be based in the Los Angeles Metropolitan area or have active plans to relocate in Q1 2026.
What You’ll Do
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
Adaptive is seeking an Inside Channel Account Manager to support the company’s fast-growing Partnerships team. In this high-impact role, you’d play a pivotal role in building, strengthening, and scaling channel partnerships to drive high-quality sales opportunities.
If you thrive in fast-moving environments, love untangling operational challenges, and enjoy collaborating across teams, this role is built for you. Your work will directly advance our mission of defending organizations against emerging AI-driven cyber threats.
Candidates must be based in the Los Angeles Metropolitan area or have active plans to relocate in Q1 2026.
What You’ll Do
- Drive New Leads: Outreach and follow-up to schedule partner and customer demos. Map customer and partner data to identify high-potential prospects and uncover new joint opportunities. Create tailored marketing collateral that help partners generate new leads and build demand.
- Prepare for Demos: Equip Channel Account Managers and partners with demo accounts and personalized collateral to set them up for successful customer presentations.
- Manage Reporting Data: Maintain clean, accurate Salesforce data and build reports and dashboards that give the team clear, actionable insights.
- Own Partner Portal: Deliver a well-organized, up-to-date portal experience that makes it easy for partners to access the resources they need.
- Deliver Partner Incentives: Run the end-to-end workflows, from eligibility tracking to documentation and approvals, to ensure partner incentives are delivered accurately and on time.
- Lead Special Projects: Evaluate new tools, help build training assets, develop presentation materials, and identify AI-driven ways to generate new business opportunities.
- Organized: Know how to prioritize what matters most and stay on top of details in a fast-paced, high-growth environment.
- Resourceful: Take ownership, learn quickly, and enjoy building or improving processes that help teams work more efficiently.
- Experience with Salesforce: Value clean, accurate data and enjoy creating reports and dashboards that turn information into actionable insights.
- Collaborative: Navigate cross-functional work with ease, keeping teams aligned through clear, consistent communication.
- Motivated by Impact: Energized by work that directly supports partners, strengthens the sales engine, and drives measurable revenue growth.
- Strategic Role: A chance to play an important part in one of the most exciting and fast-growing cybersecurity startups in the world.
- Equity & Growth: Equity in a high-upside, venture-backed company led by experienced founders.
- Comprehensive Benefits: Premium medical, dental, and vision coverage to support your health and well-being.
- Culture of Excellence: A high-performance environment that values speed, precision, and true ownership.
- Collaborative Environment: An in-office team across New York, San Francisco, and Los Angeles, united by a mission to build something that truly matters.
Salary : $10 - $500