Account Executive — Partner Relationship Management
Own the full sales cycle for net-new PRM SaaS accounts, building pipeline and developing a repeatable go-to-market motion for an emerging product. The role requires 3+ years of quota-carrying SaaS sales experience, strong discovery skills, and the ability to sell to partnerships and channel leaders.
About the job
Responsibilities
- Own the full sales cycle for net-new partner relationship management (PRM) accounts, from initial conversation through close.
- Build the PRM book of business by shaping target account lists, running outbound motions, and converting referrals into qualified pipeline.
- Conduct discovery with partnerships, channel, and revenue operations leaders around deal registration, partner attribution, commission accuracy, portal adoption, enablement, and certification.
- Win competitive displacement and rip-and-replace deals against incumbent PRM and channel platforms, as well as homegrown Salesforce solutions.
- Connect partner-sourced deals with cloud marketplace transactions.
- Forecast accurately and maintain a clean pipeline.
- Develop the PRM sales playbook, including messaging, competitive positioning, demo narratives, and objection handling.
- Partner with Product to translate market signals into product features and enhancements.
Requirements
- 3+ years of experience in a quota-carrying SaaS sales role, with consistent performance at or above target.
- Proven ability to manage deals end to end across varying sizes and complexity.
- Experience generating pipeline independently through outbound sales and referrals.
- Strong discovery skills and clear, direct communication.
- High ownership and outcome orientation.
- Curiosity about technical products and evolving categories.
- Collaborative, low-ego approach when working with Product, Marketing, and Customer Success.
Nice-to-haves
- Experience with PRM, partner ecosystems, channel, or co-sell software and motions, such as Impartner, Allbound/Channelscaler, Zift/Unifyr, PartnerStack, Crossbeam, WorkSpan, or Salesforce PRM.
- Experience carrying a partner or channel quota, or selling to partnerships and alliances leaders.
- Experience winning competitive displacements and rip-and-replace deals.
- Experience at a high-growth or early-stage company, ideally as an early representative in a new sales motion.
- Exposure to AI, cloud marketplaces, partner-led sales, or procurement workflows.
Compensation
- OTE: $240,000–$300,000, depending on experience.
Skills
SaaS Sales, Partner Relationship Management, Outbound Sales, Pipeline Generation, Salesforce, Cloud Marketplaces, Deal Registration, Partner Ecosystems, Channel Sales, Co-Sell, Revenue Operations, Sales Forecasting, Competitive Displacement, Procurement Workflows
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