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 rapidly growing and at the stage where we are looking to transform our channel program. We're hiring a VP, Channel to 10x the program: define the strategy, build our partner relationships, stand up the programs that make those partnerships productive, and lead the team that runs it day to day. You'll be setting the direction for how Adaptive shows up in the partner ecosystem for years to come, and you'll have real influence over what "channel" means at this company.
Responsibilities
Define Channel Strategy: Develop and execute a comprehensive North America partner strategy aligned with Adaptive's go-to-market objectives
Build the Ecosystem: Recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners
Drive Revenue Growth: Own partner-sourced and partner-influenced pipeline and revenue targets for the region
Partner Enablement: Design and implement enablement programs — training, certification, and sales tools — so partners can effectively position, sell, and deliver Adaptive's platform
Go-to-Market Execution: Collaborate with regional sales leadership on joint account planning and co-selling motions
Program Development: Build scalable partner programs, incentive structures (SPIFFs, rebates, deal registration), and operational frameworks that accelerate partner engagement and performance
Executive Relationships: Establish and maintain senior-level relationships with partner executives, representing Adaptive at the highest levels of the partner organization
Cross-Functional Leadership: Partner with Marketing on joint campaigns, Product on integrations, and Customer Success on partner-assisted delivery models
Team Leadership: Hire, mentor, and lead a high-performing channel team across North America as the program scales
Reporting & Forecasting: Own channel forecasting and reporting, providing visibility to executive leadership on pipeline, performance, and program ROI
Qualifications
8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS
Proven track record building and scaling high-performing partner ecosystems, primarily in North America
Channel Account Manager
Location
Remote
Employment Type
Full time
Location Type
Remote
Department
Partnerships
Overview
Application
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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Senior Account Executive (Remote)
Location
Remote
Employment Type
Full time
Location Type
Remote
Department
Sales
Compensation
$80K – $150K • Offers Equity • Uncapped commission
Overview
Application
About Adaptive Security
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 driven, high-performing fully remote Account Executive to join our founding GTM team. In this role, you’ll focus on landing large enterprise accounts across finance, healthcare, and technology.
You’ll be paired with a dedicated BDR to support top-of-funnel pipeline generation and outbound efforts, allowing you to focus on moving high-value deals through the funnel and closing new logos.
This is a remote role where you’ll work closely with leadership, marketing, product, and customer success to win strategic customers and shape the future of Adaptive’s sales motion.
If you're excited to sell a product that actually wows prospects, and to be part of a tight-knit team building something big from the ground up, this is the opportunity.
What You’ll Do
Own the full sales cycle from prospecting to close, with a focus on enterprise deals
Work alongside a dedicated BDR to develop pipeline through outbound and strategic targeting
Engage C-level decision-makers across security, IT, compliance, and L&D
Build and manage a strong, qualified pipeline of large accounts
Collaborate with marketing on targeted campaigns and ABM strategies
Work closely with Product and Engineering to tailor demos and influence roadmap
Provide real-time feedback on messaging, pricing, and competitive positioning
Help build the playbooks, processes, and systems that will scale Adaptive’s GTM engine
Who You Are
3–7+ years of B2B SaaS sales experience, preferably in cybersecurity or a technical category
Proven success closing 6- and 7-figure deals with mid market and large enterprise customers
Comfortable running a consultative sales process with multiple stakeholders
Resourceful, gritty, and highly self-motivated—you thrive in startup environments
Exceptional communicator, both in person and in writing
What We Offer
High-impact role selling a product that resonates with real urgency
Equity in a venture-backed company led by repeat founders
Competitive comp with uncapped commission
Premium healthcare and wellness benefits
A no-politics, all-in culture where speed, ownership, and quality win
#LI-Remote
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Listed by Adaptive Security for a position based in the United States. Employers on this board attest they are hiring domestically.
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