- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 4h ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon Nudge Security's careers page
The job
- What you'd do
- Recruit and manage resellers and IT consulting firms that sell Nudge Security's software to businesses across North America. You'll build a set plan for each partner and help their sales teams win deals. You'll help recruit new partners, not just work with existing ones.
- What you'd sell
Helps companies spot risky apps and AI tools staff use
When employees make technology decisions all day, like signing up for new apps or AI tools, someone at the company still has to keep track of them. The problem is, those tools can pile up quietly, and a risky one can hold company files or logins that hackers would love. Nudge Security uses AI to surface risk and sends automated, policy-based guardrails to employees where they work, so safer choices happen before trouble starts.
In plain English, from their own job posts. Something wrong? Tell me · More Security companies →
- Who you'd sell to
- Resellers, tech service firms, distributors and security service firmsIn their words: “Build and grow relationships with strategic resellers, solution providers, distributors, MSSPs, and relevant alliance partners”
- Where deals come from
- Not stated in the posting.
The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Shares 1 of 5. Mentions territory. Ask about quota, attainment, deal size and sales cycle.
- Time on market
- Brand new.
- Company hiring
- 2 sales roles open, hiring at a steady pace.
Red lights
- Big earnings claims, no numbers. It sells uncapped or unlimited earnings but never says what anyone actually earns.
- Pay. No pay listed at all.
Green lights
None spotted.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What did the median rep and the top rep actually earn last year?
"Unlimited" is a ceiling, not a number. You need the median.
- 2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 5.
Got an offer from Nudge Security? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
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.