Account Executive — Partner Relationship Management (PRM)

Suger; United States; Hybrid; USD 120,000 - 160,000; Full time

Job summary

Suger is building a new PRM product and needs an Account Executive to convert early traction into a repeatable GTM motion, winning net-new logos and shaping how Suger competes in the category.

You will work directly with our VP of Sales to refine ICP, sharpen the sales motion, and carve out market share in a space with a real opportunity to disrupt the status quo, in San Francisco with hybrid work.

Qualifications

• Turn early PRM traction into a repeatable GTM motion.
• Refine ICP, sharpen the sales motion, and carve out market share.

Job description

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)