Partner Development Manager, Federal

Ready to embark on the quest to join Hack The Box? At the end of this journey, you’ll become a proud member of Hack The Box, with the ultimate mission to raise cyber resilience, so that every organization can stay ahead of tomorrow’s threats. The core mission of the Partner Development Manager (Federal). At Hack The Box (HTB), we are the world’s leading platform for cybersecurity upskilling, certification, and talent assessment. We are redefining how Defense Departments and Public Sector entities develop their cyber workforce. By providing a gamified, hands‑on environment, we help missions close the skills gap, defend against state‑spoiled threats, and build elite, sovereign cyber capabilities. Location & Work Mode US Fully Remote Responsibilities Relationship Management Federal Resellers & GSIs: This is your core focus. You will manage existing specialized Federal resellers and SIs. You will ensure HTB is baked into their Cyber Practice and long‑term government contracts Complementary Tech Alliances: Work with existing strategic technology partners that have a strong Federal footprint. You will explore joint GTM motions to provide a holistic Cyber Readiness solution for government agencies Pipeline & Frameworks: Identify and qualify new public sector opportunities. You will help partners navigate frameworks and government procurement vehicles to ensure HTB is the preferred upskilling provider Co‑Selling & Tender Support: Support partner sales cycles by navigating complex government procurement processes. You will provide the "HTB expertise" during RFI/RFP stages, ensuring our value proposition is clearly articulated to technical and non‑technical government stakeholders Mission‑Aligned GTM: Collaborate with internal teams to build Federal GTM strategies, focusing on workforce transformation within SLED, military, and intelligence communities QBRs & Executive Alignment: Lead Quarterly Business Reviews with key Federal partners to track performance, share updates on the HTB roadmap and realign on strategic mission goals Enablement: Facilitate the training of partner sales and technical teams. Ensure they can articulate the shift from "theoretical training" to "hands‑on cyber performance" that HTB provides Partner Ops: Maintain high data hygiene within our PRM and CRM. Track "Partner‑Sourced" pipeline, deal registrations, and accreditation levels specifically within the Public Sector vertical Targets The role is measured on partner‑sourced pipeline and revenue within focus Federal/Public Sector regions in North America. Skills, knowledge, and experience Federal/Public Sector Experience (Required): 3+ years of experience in sales, business development, or channel management specifically within the Federal, Defense, or National Security sectors in NAMER Cybersecurity Domain Knowledge: A strong understanding of the cyber landscape is preferred. You should be comfortable discussing the skills gap, threat actors, and workforce readiness Framework Fluency: Demonstrated experience working with government procurement vehicles and large‑scale tender processes Strategic Execution: Experience creating and executing actionable plans to grow revenue within complex, multi‑year sales cycles Communication: Excellent presentation and negotiation skills, with the ability to influence stakeholders from procurement officers to C‑level executives at major defense firms Mobility: Willingness to travel throughout the focus regions for business reviews, defense forums, and partner alignment meetings Benefits You’ll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large You’ll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy You’ll embark on an exciting journey of continuous learning and problem‑solving, leveling up as our organization grows Most importantly, you’ll have a blast at HTB as a part of a culture that embraces fun and collaboration Compensation OTE Compensation: USD 171,000‑214,000 (70/30 split) Medical, Dental & Vision (employee coverage 100% paid for by Hack The Box) 401K w/ employer match Employer‑paid Life and AD&D Insurance Supplemental Life Insurance Short‑term and Long‑term Disability Healthcare and Dependent Care FSA Paid paternity & maternity leave 25 annual leave days Home Office Allowance Dedicated budget for training and professional development, participation in conferences State‑of‑the‑art equipment Full access to the Hack The Box lab offerings; so you can learn how to hack Hack The Box participates in E‑Verify. All job applications are considered solely based on merit, skills, and qualifications. We do not discriminate on grounds of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are dedicated to providing a fair and respectful work environment. #J-18808-Ljbffr Hack The Box