Channel Account Manager - West

Nudge Security, Inc

About The Position

As a Channel Account Manager, you will help scale Nudge Security’s North American partner ecosystem and drive partner-sourced and partner-influenced pipeline and revenue. This individual contributor role combines strategic planning with hands-on execution across partner recruitment, joint business planning, enablement, and co-selling. You will own relationships across an assigned territory or partner portfolio, working closely with Sales, Sales Engineering, Marketing, Product, and Customer Success. Success requires strong relationships with key cybersecurity partners and the ability to equip their sellers to identify opportunities, articulate Nudge Security’s value, and move deals forward. Nudge Security is a workforce security platform for AI, SaaS, and identity. It helps organizations discover apps, accounts, and AI agents, establish guardrails for their use, and work directly with employees to address risks. The company says more than 250 organizations trust its platform and over 95% of them stay. Founded in 2021, Nudge Security is backed by Ballistic Ventures, Forgepoint Capital, Cerberus Ventures, and Squadra Ventures, and closed a $22 million Series A in November 2025. Compensation includes a competitive base salary, uncapped commission, equity, and comprehensive benefits. Individual compensation is determined by experience, skills, location, and other job-related factors; additional compensation details are provided by the recruiter during the interview process.

Requirements

At least 7 years of experience in channel sales, partner management, or alliances, including direct experience at a cybersecurity SaaS company.
Established, active relationships with key cybersecurity partners such as GuidePoint Security, Optiv, World Wide Technology (WWT), AHEAD, and Trace3, with demonstrated success converting those relationships into pipeline and bookings.
Ability to provide a professional reference from at least one key channel partner who can speak to the candidate’s partnership, execution, and business results.
Proven record of meeting or exceeding channel revenue targets and building repeatable partner-led pipeline within an assigned region or portfolio.
Strong hands-on partner enablement skills, including independently delivering sales training and coaching partner sellers on messaging, discovery, qualification, and objection handling.
Experience recruiting and activating partners, developing joint business plans, leading QBRs, and executing co-selling and joint marketing initiatives.
Ability to learn and clearly communicate Nudge Security’s value across AI and SaaS security governance, Shadow AI, and workforce technology risk.
Strong commercial judgment, executive presence, presentation skills, and relationships across partner leadership and field sales teams.
Data-driven approach to forecasting, pipeline management, and partner performance, with experience using CRM and partner management tools.
Comfort building processes and taking ownership in a fast-paced startup environment.
Bachelor’s degree or equivalent practical experience.

Responsibilities

Develop and execute a North American channel plan for an assigned territory or partner portfolio, including partner priorities, pipeline goals, and revenue objectives.
Build relationships with strategic resellers, solution providers, distributors, MSSPs, and alliance partners; recruit, onboard, and activate partners when there is a clear business opportunity.
Create joint business plans, lead quarterly business reviews, and establish mutual accountability for pipeline creation, enablement, and bookings.
Own partner-sourced and partner-influenced pipeline and revenue targets, meeting or exceeding quarterly and annual objectives.
Work with account executives on account mapping, joint prospecting, co-selling, and deal execution to accelerate opportunities and win customers.
Lead partner sales enablement, including onboarding, value messaging, buyer personas, use cases, discovery questions, qualification, competitive positioning, and objection handling.
Build practical playbooks and training to help partner sellers recognize customer needs and position Nudge Security; partner with Sales Engineering on technical enablement and evaluations.
Collaborate with Marketing on joint campaigns, events, workshops, and demand generation; manage market development funds where applicable and measure pipeline and return on investment.
Maintain accurate deal registration, forecasting, partner activity, and CRM records, with a consistent operating cadence and visibility into partner performance.
Share partner feedback and market insights with Sales, Marketing, Product, Sales Engineering, and Customer Success to improve partner execution and customer experience.
Represent Nudge Security at partner meetings, executive briefings, industry events, and security conferences.