Harmonic Security

Develop and manage partner relationships, generate pipeline, lead enablement, and increase brand presence in the West Coast region. | 7+ years in partner/channel experience, proven pipeline generation, ability to onboard and enable partners, strong communication skills, willingness to travel. | About Harmonic Security Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel. As we expand our go-to-market motion, channel partnerships are becoming a critical accelerant for Harmonic’s growth. This role will shape how we engage, enable, and scale a high-impact partner ecosystem on the West Coast—helping define a foundational revenue engine for a company building an entirely new category in AI security. About the Team Harmonic’s Channel & Alliances function is in its earliest phase of development. We’re building a partner-centric motion that strengthens our reach, amplifies our brand, and accelerates enterprise adoption of Harmonic across key markets. The team works directly with Sales, Marketing, Product, and Exec leadership to cultivate partnerships that generate new pipeline, expand our presence with targeted resellers, and reinforce Harmonic’s position as the leader in AI Governance and Control (AIGC). We are hands-on operators with a bias toward action, focused on building a scalable, repeatable partner ecosystem from the ground up. About the Role We’re hiring our first West Coast Channel Account Manager to deepen Harmonic’s commitment to the channel and expand within a high-potential region. This role exists now because our partner community is rapidly growing, and we need a dedicated leader who can drive recruitment, onboarding, pipeline development, and enablement with precision and pace. You will own relationships with key partners, articulate the immediate value of Harmonic Security, lead partner events, and ensure partners are equipped to generate meaningful revenue impact. This is a chance to join early, influence the strategy, and build a channel program that becomes a force multiplier for Harmonic’s GTM engine. What You’ll Do Recruit, onboard, and activate high-potential West Coast reseller and MSSP partners Develop and manage partner-generated pipeline within assigned region Clearly articulate Harmonic’s value proposition to the partner community Lead partner training, enablement sessions, and co-selling motions Drive participation in partner events and industry programs to increase reach Partner with Sales leadership to forecast partner-created opportunities Build brand awareness and advocacy across the channel ecosystem Provide structured insights back to Sales, Marketing, and Product to inform strategy What Success Looks Like (6–12 Months) Significant growth in the number and quality of partner-generated opportunities Increased partner-sourced pipeline contributing meaningfully to regional revenue Strong, recurring engagement with key West Coast partners Clear reporting on partner performance, contribution, and ROI Harmonic gains broader brand recognition across the partner ecosystem A repeatable partner enablement and activation model is established What You Bring 7+ years of partner/channel experience, ideally in security or enterprise SaaS Proven ability to develop and manage productive relationships with key executives at targeted resellers Demonstrated track record of generating pipeline through partner communities Experience onboarding, training, and enabling partners in a fast-moving environment Ability to drive market events and demonstrate measurable ROI Strong communication skills with the ability to influence without authority High energy, disciplined execution, and comfort with early-stage ambiguity Willingness to travel throughout the West Coast region Existing Partner relationships to boost recruitment You Might Be a Fit If You… Love building new programs and motions from scratch Thrive in high-growth, ambiguous environments where agility matters Are energized by evangelizing a new category to partners and the broader market Bring a strong point of view on partner success and what “great” looks like Are hungry, proactive, and excited to help shape Harmonic’s channel DNA Why Join Us This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life. Competitive pay and meaningful equity with a direct stake in Harmonic’s success Comprehensive benefits including health, dental, vision and 401k matching A small, passionate team that values transparency, creativity, and learning Thoughtful leadership that cares deeply about growth, impact, and people Annual global offsites (past trips include Lisbon and Nashville) The chance to directly shape both our product and our culture as we build a category-defining company Harmonic’s Core Values Flourish in the Unknown: Thrive in unfamiliar situations that require initiative and rapid decision-making. Never Full: Stay hungry for opportunities to learn, grow, and do more. Perfect Harmony: Create cohesion through collaboration, feedback, and shared success.

Lead and operate the trust and assurance program, automate compliance workflows, maintain security documentation, and support security frameworks. | Hands-on engineering experience with automation, understanding of security and compliance frameworks, ability to design systems for evidence and risk monitoring, and strong cross-functional collaboration skills. | About Harmonic Security Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel. We’ve gained early traction and product-market fit with a world-class team, and we’re now focused on laying the foundation for a truly iconic global brand. This is your opportunity to join us early and shape not just a brand, but a category. About the Team Our goal is simple: enable engineering teams to move fast and ship securely. We do this by creating the tools, standards, and systems that make secure development seamless - from code to cloud. Whether it’s hardening pipelines, tuning detection tooling, or staying ahead of emerging AI risks, we build the connective tissue that keeps Harmonic’s products secure and trusted. This team operates at the heart of our engineering culture - hands-on, collaborative, and pragmatic. We bridge the gap between security and development, helping both move faster and with more confidence. About the Role We're hiring a Trust & Assurance Engineer to build and run the systems that keep Harmonic's security and compliance programs accurate, automated, and useful. This is a hands-on, engineering-focused role - not a checkbox ticker. You'll design and implement the tooling, workflows, and automation that ensure our controls, evidence, and risks are continuously measured and easy to manage. You'll lead the external view of Harmonic's trust posture. This means keeping our security documentation and whitepapers current, and working with Sales, Legal, and GTM teams when customers need clarity on how we operate. Internally, you'll drive how we meet and maintain standards like SOC 2, ISO 27001, HIPAA, and GDPR - while preparing us for upcoming frameworks including ISO 42001, NIST AI RMF, and FedRAMP. This role suits someone who enjoys solving open-ended problems, works comfortably across engineering and non-technical teams, and can turn compliance requirements into well-engineered or automated systems. You'll partner closely with Product Security, Security Engineering, TechOps, and the wider business to build a trust program that scales with the company. What You’ll Do Lead and operate Harmonic’s Trust & Assurance programme - covering controls, evidence, reporting, and ongoing compliance activities across SOC 2, ISO 27001, HIPAA, GDPR, and future frameworks. Design and implement automation for compliance monitoring, evidence collection, and control validation using platforms like Tines and API-based workflows. Lead the technical implementation work required to prepare for ISO 42001, including mapping requirements, reviewing controls, and building supporting workflows to gather evidence. Maintain Harmonic’s external trust assets, including our security whitepaper and customer-facing documentation related to security, trust and privacy. Partner with GTM, Customer Success, and Legal during security reviews, contract discussions, and support solutions architects on customer questionnaires to provide accurate and consistent information. Run and improve our internal ISMS processes, including risk assessments, control reviews, remediation tracking, and management reviews. Build an engineered approach to risk management by designing a system that captures risks, assesses them using measurable signals, and reports them with useful metrics. Work with Product Security to ensure our trust posture aligns with how our products are built and shipped. Support security awareness initiatives, helping teams understand how trust and compliance fit into day-to-day operations and drive revenue. Continuously research frameworks and standards, translating requirements into practical and scalable implementations without relying on rote knowledge. What Success Looks Like (6–12 months) Redesign our evidence and control workflow by reviewing our current compliance platform and implementing an improved, automated evidence collection and renewal process that reduces manual work and improves accuracy. Establish clear ownership for controls and evidence by working with functional teams to define owners, responsibilities, and lightweight processes that integrate into existing workflows (e.g., Slack, tickets, dashboards). Progress ISO 42001 and NIST AI RMF readiness, including completing our initial gap assessment, defining required controls, and delivering the first phase of implementation work that puts us on track for ISO 42001 certification by 2027. Maintain an accurate and up-to-date external Trust Center, ensuring documentation, diagrams, and security whitepapers are refreshed, on-brand, and aligned with our current posture. Automate recurring trust tasks that support Sales and GTM, building workflows and resources that help Solutions Architects complete security questionnaires efficiently, and providing clarification or technical input when they need support-reducing overall turnaround time for customer evaluations. Create and maintain an internal security knowledge base, giving all employees a single, reliable place to find answers about our security posture, compliance frameworks, and common customer questions. Support upcoming renewal audits for SOC 2, ISO 27001, and HIPAA by ensuring evidence, controls, and documentation are complete, accurate, and audit-ready. Develop a practical and engaging internal security awareness programme, with a specific focus on responsible use of AI, and deliver it in a way that fits naturally into the company’s existing culture and workflows. What You Bring Hands-on engineering experience, comfortable building automations, integrating APIs, and using platforms like Tines to replace repetitive compliance tasks. A practical understanding of security and compliance, with experience working with frameworks such as SOC 2, ISO 27001, HIPAA, or GDPR - without expecting a checklist mentality. Ability to design systems for evidence, controls, risk, and monitoring, not just execute one-off audits. Strong analytical and problem-solving skills, able to break down ambiguous requirements and turn them into clear, maintainable processes. Experience working closely with cross-functional partners, including Engineering, Product and GTM Clear communication skills, able to explain technical topics to non-technical stakeholders and represent Harmonic confidently in customer conversations. Comfort working in a high-velocity environment, switching between implementation work, cross-functional support, and research. A self-starter approach, able to lead complex work independently and take ownership of outcomes. Curiosity and adaptability, especially around emerging frameworks like ISO 42001, the NIST AI RMF, or new trust expectations in AI-driven environments. You Might Be a Fit If You… Prefer building automated systems over running manual checklists, and see compliance as an engineering problem, not paperwork. Enjoy digging into how teams work, understanding their processes, and designing controls or automations that make compliance seamless. Are comfortable learning new frameworks quickly and translating them into practical, lightweight, and measurable controls. Communicate clearly with both engineers and customer-facing teams, especially during audits or security reviews. Thrive in fast-moving environments where you have ownership, context switching, and the need to solve open-ended problems. Why Join Us This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life. Competitive pay and meaningful equity with a direct stake in Harmonic’s success Comprehensive benefits, pension plan, generous PTO, and flexible hybrid work A small, passionate team that values transparency, creativity, and learning Thoughtful leadership that cares deeply about growth, impact, and people Annual global offsites (past trips include Lisbon and Nashville) The chance to directly shape both our product and our culture as we build a category-defining company Company Values Flourish in the Unknown: We relish being thrown into new, unfamiliar situations that require initiative and rapid decision-making.We orient ourselves quickly and deliver results with minimal guidance. Never Full: We never hesitate to raise our hands and take on challenges to assist those in need. We hunger for opportunities to learn and do more. Perfect Harmony: We have a genuine willingness to assist and support one another to create cohesion and unity. We foster success through collaboration and honest sharing of feedback and ideas, enabling everyone to grow and produce their best work.

Manage full sales cycle including prospecting, qualifying, demoing, negotiating, and closing deals in the diesel engine parts industry. | Extensive experience in diesel engine parts sales, managerial skills, and strong customer relationship skills; SaaS or cybersecurity experience is not present. | About Harmonic Security Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel. We’re entering a stage where every new customer meaningfully accelerates Harmonic’s growth and shapes how enterprises adopt AI securely. As one of our early Sales hires, you’ll help define how we engage the market, build pipeline, and establish the repeatable motions that fuel our next chapter. This role is a chance to influence a foundational GTM engine at the moment our category is taking shape. About the Team Our Sales team is in the early stages of building something extraordinary. We’re a tight-knit, ambitious group laying the groundwork for how Harmonic goes to market. Every rep plays a critical role in building pipeline, landing new logos, and shaping how Harmonic goes to market. We’re builders as much as sellers — refining the playbook, collaborating across teams, and creating repeatable success. About the Role We’re looking for a Sales Representative to drive growth across the East or Central U.S. You’ll own the full sales cycle: identifying prospects, building relationships, running demos, negotiating deals, and closing new business. This is an opportunity to join a category-defining company at the ground floor — building your territory while influencing how we sell as a team. What You’ll Do Own the full sales cycle: prospect, qualify, demo, negotiate, and close Build and manage pipeline across assigned territory Develop account strategies in partnership with leadership Drive outbound prospecting and convert inbound leads Deliver compelling, tailored presentations and product demos Collaborate with Marketing, Product, and Customer Success for alignment and feedback Represent Harmonic at customer meetings and industry events Contribute to shaping our sales playbook and scaling best practices What Success Looks Like New customers in your territory are signing and expanding with Harmonic Pipeline is healthy, with a balanced mix of outbound and inbound opportunities Deals are moving efficiently through the funnel with strong win rates You’re a trusted partner, surfacing market insights and helping refine our approach Sales processes and tools are more repeatable and effective because of your input What you Bring 4-8+ years of quota-carrying B2B SaaS sales experience (cybersecurity a plus) Track record of hitting or exceeding quota in a closing role Comfort with outbound prospecting and building a territory from scratch Strong communication, storytelling, and relationship-building skills Ability to manage complex sales cycles with technical and business stakeholders Organized, resourceful, and thrives in a startup/Series A environment You Might Be a Fit if You… Love the challenge of opening new markets and winning early customers Thrive in fast-moving, ambiguous environments where you help create structure Enjoy collaborating with Marketing and Product to refine messaging and positioning See sales as both art and science — and you’re excited to shape the playbook Believe AI and security will define the next decade of enterprise software Why Join Us This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life. Competitive pay and meaningful equity with a direct stake in Harmonic’s success Comprehensive benefits including health, dental, vision and 401k matching A small, passionate team that values transparency, creativity, and learning Thoughtful leadership that cares deeply about growth, impact, and people Annual global offsites (past trips include Lisbon and Nashville) The chance to directly shape both our product and our culture as we build a category-defining company Harmonic’s Core Values Flourish in the Unknown: We relish being thrown into new, unfamiliar situations that require initiative and rapid decision-making.We orient ourselves quickly and deliver results with minimal guidance. Never Full: We never hesitate to raise our hands and take on challenges to assist those in need. We hunger for opportunities to learn and do more. Perfect Harmony: We have a genuine willingness to assist and support one another to create cohesion and unity. We foster success through collaboration and honest sharing of feedback and ideas, enabling everyone to grow and produce their best work.

Build and lead the sales enablement function, creating content, training, and systems to empower sales teams in a cybersecurity SaaS environment. | Over 8 years in SaaS sales enablement or related fields, with proven content creation skills, technical acumen in cloud or security technologies, and experience with LMS/CMS tools. | About Harmonic Security Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently. We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel. We’ve built early momentum and proven product-market fit with a world-class team, and we’re now entering a phase of rapid growth. As Director of Technical Sales Enablement, you’ll play a pivotal role in equipping our sales organization to win—shaping the technical strategy, tools, and playbooks that help customers understand the power of Harmonic. This is a rare opportunity to join early and influence not just how we sell, but how an entirely new category of AI governance is understood and adopted across the industry. About the Role We’re looking for our first Director of Sales Enablement — a foundational hire to build the enablement function from the ground up. This is a hands-on, builder role designed for someone who thrives at the intersection of sales strategy, technical storytelling, and content creation. You’ll translate Harmonic’s complex security and AI capabilities into simple, powerful narratives that help our field teams win. You’ll own the creation of playbooks, training programs, and demo content that empower Account Executives, Sales Engineers, and Partners to tell a consistent, high-impact story — ultimately driving pipeline velocity and deal conversion across the GTM organization. What You’ll Do 1. Build the Enablement Function from Scratch Design and launch Harmonic’s first end-to-end enablement framework, including onboarding, playbooks, and certification programs. Develop the foundational content library — from talk tracks and objection handling guides to technical demo scripts and battlecards. Implement the systems (LMS / CMS) and processes for delivering, maintaining, and measuring enablement programs. 2. Technical Sales Enablement Partner with Product and Solutions Engineering to translate product specs into digestible, field-ready assets. Create and maintain demo environments, hands-on labs, and technical playbooks that showcase Harmonic’s differentiation. Lead demo certification programs to ensure consistency and impact across all field presentations. 3. Continuous Learning & GTM Readiness Deliver ongoing training and refreshers across sales, product, and competitive landscape. Use data and field feedback to identify performance gaps and refine programs. Build scalable systems for reinforcing learning and tracking effectiveness. 4. Partner & Channel Enablement Develop the “partner-in-a-box” toolkit with co-sell playbooks, partner decks, and certification content. Ensure partners have the technical depth and messaging consistency needed to represent Harmonic effectively. What Success Looks Like Harmonic’s GTM teams (AEs, SEs, Partners) are confident, consistent, and effective in positioning our platform. Core sales assets and playbooks are adopted and used daily across the field. Ramp time for new hires shortens significantly; productivity and conversion rates rise. Technical demo and narrative delivery are consistent across the org. Sales, Product, and Marketing stay tightly aligned through shared messaging and enablement programs. The enablement function becomes a trusted, strategic partner to GTM leadership. What You Bring 8+ years of experience in Sales Enablement, Pre-Sales, or Product Marketing within B2B SaaS (cybersecurity or data security a plus). Proven track record creating sales content (playbooks, decks, talk tracks, battlecards, demo scripts). Strong technical acumen — ideally with experience in cloud, DevOps, CI/CD, APIs, or AI technologies. Hands-on familiarity with modern LMS/CMS tools (Highspot, Seismic, Allego, etc.). Builder mindset: ability to create from zero-to-one and iterate rapidly based on feedback. Excellent communication and storytelling skills — both written and verbal. Cross-functional collaborator who thrives at the intersection of Product, Marketing, and Sales. You Might Be a Fit if You… Love building systems, programs, and content from scratch. Are equally comfortable in the weeds of content creation and the strategy of enablement design. Have empathy for sales teams and know what truly moves deals forward. Thrive in ambiguity and fast-changing startup environments. Bring technical credibility but lead with simplicity and clarity. Want to help shape how a next-generation security company goes to market. Why Join Us This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life. Competitive pay and meaningful equity with a direct stake in Harmonic’s success Comprehensive benefits including health, dental, vision, and 401k matching A small, passionate team that values transparency, creativity, and learning Thoughtful leadership that cares deeply about growth, impact, and people Annual global offsites (past trips include Lisbon and Nashville) The chance to directly shape both our product and our culture as we build a category-defining company Harmonic’s Core Values Flourish in the Unknown: We relish being thrown into new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance. Never Full: We never hesitate to raise our hands and take on challenges to assist those in need. We hunger for opportunities to learn and do more. Perfect Harmony: We have a genuine willingness to assist and support one another to create cohesion and unity. We foster success through collaboration and honest sharing of feedback and ideas, enabling everyone to grow and produce their best work.