Channel Account Manager - West

About Nudge Security

The security perimeter keeps moving. First it was the network, then the endpoint, then identity. Now it’s the AI and SaaS decisions employees make every day: the tools they adopt, the data they connect, and the agents they build. Nudge Security is the workforce security platform for AI, SaaS, and identity, built for this new perimeter.

Find it. Govern it. Fix it. We discover every app, account, and AI agent, approved or not. We set guardrails for how they’re used. And where most tools stop at an alert, Nudge works directly with employees to fix the risk without slowing them down.

More than 250 organizations trust Nudge, and over 95% of them stay. Founded in 2021 by Russell Spitler and Jaime Blasco, we’re backed by Ballistic Ventures, Forgepoint Capital, Cerberus Ventures, and Squadra Ventures, and we closed a $22M Series A in November 2025.

Summary

As a Channel Account Manager, you'll 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'll own relationships across a defined 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 personally equip their sellers to identify opportunities, articulate Nudge Security's value, and move deals forward.

What You'll Do

• Develop and execute a North American channel plan for your assigned territory or portfolio, with clear partner priorities, pipeline goals, and revenue objectives.

• Build and grow relationships with strategic resellers, solution providers, distributors, MSSPs, and relevant alliance partners; recruit, onboard, and activate new partners where 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 measurable partner-sourced and partner-influenced pipeline and revenue targets, meeting or exceeding quarterly and annual objectives.

• Work alongside account executives on account mapping, joint prospecting, co-selling, and deal execution to accelerate opportunities and win new customers.

• Personally 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 that help partner sellers recognize customer needs and confidently position Nudge Security. Partner with Sales Engineering for deeper technical enablement and evaluations.

• Collaborate with Marketing on joint campaigns, events, workshops, and demand generation; manage market development funds where applicable and measure resulting pipeline and return on investment.

• Maintain accurate deal registration, forecasting, partner activity, and CRM records, with a consistent operating cadence and clear visibility into partner performance.

• Bring partner feedback and market insights to Sales, Marketing, Product, Sales Engineering, and Customer Success to improve partner execution and the customer experience.

• Represent Nudge Security at partner meetings, executive briefings, industry events, and security conferences.

What You'll Bring

• 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 turning those relationships into pipeline and bookings.

• Ability to provide a professional reference from at least one key channel partner who can speak to your partnership, execution, and business results.

• A 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 the ability to independently deliver sales training and coach 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.

• A 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.

Why Nudge Security?

At Nudge Security, you'll have the opportunity to help shape our partner ecosystem and expand how we reach and support customers. You'll work alongside an experienced leadership team, represent a platform addressing AI and SaaS security governance, and have a direct impact on partner growth and company revenue. You'll be part of a collaborative, customer-first culture where your ideas, contributions, and success matter.

Compensation + Benefits

Compensation for this position includes a competitive base salary, uncapped commission, equity, and comprehensive benefits.

Individual compensation is determined based on experience, skills, location, and other job-related factors. Your recruiter will provide additional details regarding compensation during the interview process.