Senior Account Manager – MSSP Partnerships (API Security)

Since 2016, Wallarm has been on a mission to secure the internet's critical infrastructure: APIs. Today, we are the trusted choice for over 200 of the world's most innovative companies, from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security — helping teams discover their attack surface, protect against modern threats, and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C, we are scaling our global, remote-first team of 150+ innovators to solve the next generation of security challenges. About the role: We are seeking a highly skilled and strategic Senior Account Manager to lead and expand our Managed Security Service Provider (MSSP) ecosystem. This role is ideal for a senior professional who thrives at the intersection of business development, strategic partnership management, and cybersecurity innovation. As a key member of our channel team, you will own revenue and relationship outcomes for a portfolio of MSSP partners. You will drive partner growth, influence solution strategy, and position our API security platform as a critical component of MSSP-managed offerings protecting digital ecosystems at scale. Responsibilities: Strategic Account Leadership • Serve as the senior relationship owner for a portfolio of MSSP partners, responsible for driving annual recurring revenue, joint GTM success, and overall partner satisfaction. • Develop and execute multi-year strategic account plans to expand market share, deepen product adoption, and strengthen competitive positioning. • Partner with executive leadership at MSSPs to align business objectives, identify new revenue streams, and co-develop service offerings that leverage our API security technology. • Lead quarterly business reviews (QBRs) and executive briefings with select partners and internal stakeholders. Revenue & Business Development • Achieve and exceed annual sales and growth targets through MSSP partnerships and joint selling initiatives. • Drive the recruitment and onboarding of new MSSP partners, ensuring technical readiness and commercial alignment. • Collaborate with regional sales leaders to support large, strategic opportunities originating from MSSP channels. • Maintain accurate forecasts and performance metrics through CRM tools (e.g., Salesforce). Partner Enablement & Advocacy • Champion MSSP success by ensuring partners are fully enabled on our platform, value proposition, and integration capabilities. • Work cross-functionally with Marketing, Product, and Technical Enablement teams to deliver go-to-market playbooks, partner certifications, and enablement programs. • Serve as the voice of the MSSP channel internally—contributing to pricing strategy, packaging, and roadmap discussions to optimize for managed service delivery models. Market & Thought Leadership • Represent the company at key cybersecurity and channel industry events, building visibility and credibility within the MSSP and API security ecosystem. • Monitor market trends and competitor activities, providing strategic insights to guide executive decision-making and product differentiation. We are looking for candidates with: • 5+ years of experience in managed cybersecurity service sales, account management, or strategic partnerships within the MSSP, cybersecurity, or SaaS industry. • Proven track record of managing and expanding high-value relationships with MSSPs, MDRs, or global system integrators. • Good understanding of API security and application protection frameworks. • Demonstrated ability to build and execute complex partner go-to-market strategies that drive measurable revenue growth. • Strong executive presence, with exceptional communication, negotiation, and relationship-building skills. • Proficiency with CRM tools (Salesforce preferred) and data-driven business planning. Nice to have: • Knowledge of OWASP API Security Top 10, Zero Trust Architecture, and DevSecOps practices. • Familiarity with API gateways, WAFs, and WAAP technologies. • Bachelor’s or Master’s degree in Business, Computer Science, or related field. Why Join Us: • Work with a passionate, high-performing team at the intersection of security, innovation, and go-to-market strategy. • A culture of innovation, autonomy, and growth in one of cybersecurity’s fastest-growing sectors. • Remote work and flexible working hours. • Competitive salary and bonuses. • Paid days off and medical insurance. • Working equipment. • Professional development and career growth opportunities. Apply tot his job