Senior Channel Account Manager, Cobalt
North America, Technology Alliances
$100-125k
+ equity plan + commission
Penetration testing software provider
Open for applications
Penetration testing software provider
201-500 employees
Open for applications
$100-125k
+ equity plan + commission
201-500 employees
Company mission
To become the world's interface to the security workforce.
Role
Who you are
- This role requires 3–5 years of channel experience and is ideal for a high-impact, hands-on partner manager who can drive joint revenue, deepen solution alignment, and strengthen our presence across the North American tech ecosystem
- 3–5 years of channel or technology partner management experience in a B2B SaaS or cybersecurity environment
- Experience managing or supporting alliance relationships with technology vendors, OEMs, or large solution integrators
- Understanding of B2B SaaS GTM motions and familiarity with selling into IT personas (CISO, CTO, IT leadership)
- Strong relationship-building skills with both technical and commercial audiences
- Demonstrated ability to manage a partner pipeline, forecast accurately, and meet revenue targets
- Excellent communication, presentation, and interpersonal skills
- Ability to thrive in a fast-paced, high-growth environment and operate with a high degree of ownership
- Experience negotiating partner agreements and navigating complex stakeholder landscapes
- Willingness to travel within North America
What the job involves
- The Senior Channel Account Manager, North America will own and expand Cobalt’s relationships with key technology partners, including large solution integrators, OEMs, and technology platform alliances.
- Focus Partners: Unisys, Dell, CDW, SHI, and other technology & solution alliance partners
- Execute a partner account strategy that accelerates joint pipeline development and revenue with technology alliance partners such as Unisys, Dell, and other strategic platform providers
- Drive regional go-to-market alignment with technology partners to increase solution integration, referral activity, and reseller momentum
- Assess, refine, and scale partner engagement processes, including enablement, reporting, and pipeline governance
- Own day-to-day partner relationship management: QBRs, business plans, lead-sharing, forecast reviews, and cross-functional coordination
- Develop and maintain a Technology Partner Playbook tailored to alliance needs and co-selling motions
- Collaborate with partners to create and execute joint business plans supporting shared revenue, product integration opportunities, and market expansion
- Drive quarterly business outcomes, including new partner-sourced opportunities, closed-won revenue, and ecosystem influence
- Partner closely with Product and Marketing to ensure partners are fully enabled on Cobalt’s offerings, integration points, and use cases
- Travel to partner meetings, joint events, and industry conferences as needed
Our take
Cobalt is a penetration testing platform providing PtaaS to significantly improve the efficiency and deliverability of penetration testing. The company is working to transform a multi-billion dollar industry that is set to grow in value as vulnerabilities become an increasing liability. Usefully for Cobalt, this applies across smaller and larger businesses alike, as the use (and protection) of data becomes increasingly important across all scales.
Its approach, using a curated marketplace of 400+ highly vetted ethical hackers, is pioneering in an industry typically hobbled by inefficient practices. Existing services tend to deliver a PDF list of vulnerabilities at the end of a testing period. Cobalt delivers results in real-time, integrated into the client’s existing environment.
In an age where hacker tech is continuously and rapidly developing, a service allowing companies to match this with continuous (as opposed to periodic) pen-testing will no doubt prove a vital and attractive tool.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Aug 2020
$29m
SERIES B
May 2018
$5m
SERIES A
Total funding: $36.5m
Company benefits
- Equity plan
- 401k matching for retirement savings plan
- Paid parental leave
- Flexible PTO, to support work life balance from anywhere in the US, UK, and Germany
- Monthly WFH stipends for equipment, lunches, wellness and learning & development
- Work directly with experienced senior leaders
- Make your mark in the rapidly expanding PtaaS space
- Join an award-winning “best workplace” and fast growing team
- Medical, dental and life insurance benefits
Company HQ
South Beach, San Francisco, CA
Leadership
Sonali Shah
(CEO)Joined Cobalt as CEO in 2024. They are a seasoned Business Leader with more than 20 years of experience scaling high-growth businesses across the cybersecurity landscape.
Lisa Matherly
(CMO)Joined Cobalt as CMO in 2023. They have over 2 decades of experience in B2B Marketing and Cyber Security. Prior to Cobalt, they spent most of their career at McAfee, Intel, and 3Com in various leadership roles across Marketing, Customer Service, and Sales.
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