Account Executive — Partner Relationship Management (PRM)

First, what we’re actually doing Suger simplifies how software companies sell with and through their partners. Suger started by helping software companies automate how they transact and co-sell through cloud marketplaces including AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake. Our newer PRM product extends that mission across the broader partner ecosystem, giving revenue teams one system for deal registration, partner portals, commissions, co-sell and partner enablement. More than 250 B2B companies run on Suger, including Atlassian, Workday, OpenAI, Glean and Vanta. We're a team of 70, headquartered in the Bay Area with a global presence. Role Overview This is a new role built to take an emerging Suger product into a much larger market. PRM is our fastest-growing product line, and we're looking for an AE who wants to help turn early traction into a repeatable GTM motion — winning net-new logos, displacing established incumbents and helping define how Suger competes in the category. This is not a role where you're inheriting a mature territory and established playbook. You'll work directly with our VP of Sales to refine the ICP, sharpen the sales motion and carve out market share in a category where we believe the product gives us a real opportunity to disrupt the status quo. The market for partner relationship management is significantly broader than the cloud marketplace market Suger originally entered. Your buyers will include VPs of Partnerships, Channel and Alliances leaders at companies running reseller, value-added reseller, managed service provider, systems integrator and agency programs — often on spreadsheets, homegrown portals or PRM systems they've outgrown. Most of the accounts you will sell into will be net-new to Suger and co-developing that motion with our VP of Sales is part of the job. You'll get a defined target list to start from and the freedom to refine and reshape it. What you learn in the first two quarters will set the stage for how Suger sells this product for the next two years. Location: San Francisco, CA (Hybrid - 3 days per week in office)What You’ll Own (for real) Own the full sales cycle for net-new PRM accounts in your book of business, from first conversation through close Build the PRM book of business — shape the target account list, run outbound motions, and convert referrals into qualified pipeline Partner with the PM team to help translate market signals into product features and enhancements Run discovery with partnerships, channel and RevOps leaders — deal registration, partner attribution, commission accuracy, portal adoption, enablement and certification Win competitive and displacement deals against incumbent PRM and channel platforms, and against the homegrown Salesforce community that half this market is running on Connect the two halves of Suger's story: partner-sourced deals that need to transact through a cloud marketplace Forecast accurately and keep a clean pipeline Help build the PRM playbook — messaging, competitive positioning, demo narrative, objection handling What We're Looking For 3+ years in a quota-carrying SaaS sales role, consistently at or above target Proven ability to manage deals end-to-end, across varying size and complexity Comfortable generating your own pipeline — this seat starts with a list, not a full funnel Strong discovery skills and clear, direct communication High ownership: you're measured on outcomes, not activity Curiosity about a technical product and a category that's changing fast Collaborative and low-ego — you'll work closely with Product, Marketing and Customer Success Nice to Have Previous experience with PRM, partner ecosystems, channel or co-sell software/motions (Impartner, Allbound/Channelscaler, Zift/Unifyr, PartnerStack, Crossbeam, WorkSpan, Salesforce PRM or similar) Carried a partner or channel number yourself, or sold into partnerships and alliances leaders Experience winning competitive displacements and rip-and-replace deals Background at a high-growth or early-stage company, ideally as a first or early rep in a new motion Exposure to AI, cloud marketplaces, partner-led sales or procurement workflows Why Suger A much bigger market to attack. PRM dramatically expands Suger's addressable market beyond companies already invested in cloud marketplaces. A chance to build something. You'll be the first AE dedicated to expanding PRM into its broader net-new market, with meaningful influence over the ICP, messaging, competitive strategy and sales motion. Real ownership and visibility into outcomes. Direct access to founders, executives, and cross functional leaders., An impact you can own. High trust, clear expectations, minimal bureaucracy. OTE $240,000–$300,000, depending on experience.