Account Manager (Channel/Partner Sales)

Peterson Ventures; San Francisco (CA); On-site; USD 90,000 - 100,000; Full time

Benefits offered by this job

Health coverage

401K Plan

Equity

Pre-tax commuter benefits

Learning stipend

Flexible PTO

Job summary

Workstream is seeking an Account Manager (Channel/Partner Sales) to join the Strategic Partnerships team in San Francisco. You will identify and close strategic partnerships, manage partner relationships, and drive revenue through a co-sell motion with Sales.

Ideal candidates have 3–5 years in B2B SaaS sales or partnerships, strong negotiation and cross-functional collaboration skills, and experience with co-sell/referral models. This role requires up to 4–5 days in the office.

Qualifications

• 3–5 years of total professional experience in Sales or Partnerships within the B2B SaaS industry.
• A minimum of 1–3 years of direct experience in Partnerships with revenue responsibility.
• Deep understanding of the SaaS ecosystem and co-sell/referral models.
• Experience in HR Tech, Payroll or Restaurant Tech is a strong plus.
• Excellent verbal and written communication with senior stakeholders.

Responsibilities

• Identify, prospect, negotiate, and close new partnership agreements.
• Manage the partner lifecycle including enablement, training, and GTM alignment.
• Be the primary contact for a portfolio of strategic partners at executive and operational levels.
• Collaborate with Sales to support a co-sell motion and track pipeline.
• Create joint value propositions and co-branded materials with Marketing and Product.
• Host partner sales enablement sessions and ensure preparedness to position Workstream solutions.
• Define, monitor, and report on partner metrics such as pipeline, deals, and influenced revenue.

Skills

Partnerships

Sales

Relationship building

Negotiation

Cross-functional collaboration

SaaS

CRM & enablement

Job description

Workstream is a mission-driven company building the all-in-one HR, payroll, and hiring platform for managing the hourly workforce. There are 2.7 billion hourly workers, making up 80% of the global workforce, but this market has been heavily underserved by technology and deserves better. Workstream has been purpose-built for the hourly workforce from day one so that these businesses and their employees can thrive.

Our customers include leading brands from multiple sectors, including Burger King, Carl's Jr./Hardee's, IHOP, KFC, and Culvers. We are a high growth series B company and quickly expanding our product portfolio to deliver on our vision. We are backed by legendary VCs and industry experts like Founders Fund, BOND, and Coatue.

In addition to our core business, Workstream is home to a small, fast-moving Robotics team focused on advancing the next generation of artificial intelligence and robotics. We partner with a leading AI and robotics company to produce high-quality, large-scale egocentric (first-person) video datasets that help train advanced AI models.

Our Robotics team develops scalable data collection and annotation pipelines that enable the efficient creation of high-quality training datasets, helping AI systems better understand human actions, environments, and everyday interactions. We're also building a new category of connected hardware designed to operate reliably throughout the day in thousands of homes and businesses. By combining cutting-edge data collection, automation, and hardware innovation, this team is helping shape the future of intelligent systems and real-world AI applications.

Grow With Us

Workstream is looking for a driven and experienced Account Manager (Channel/Partner Sales) to join our Strategic Partnerships team. This critical role is responsible for prospecting, establishing, and managing strategic partnerships that drive significant revenue and enhance our platform's value to restaurants.

If you are a high-energy relationship builder with a proven history of turning partnerships into a powerful sales channel, we want to hear from you.

Day In The Life

• Strategy & Development
  • Identify, prospect, negotiate, and close new partnership agreements. Effectively manage the partner lifecycle, including technical and sales enablement, training, and GTM strategy alignment.
• Relationship Management
  • Act as the primary point of contact for a portfolio of strategic partners, fostering deep, mutually beneficial relationships at the executive and operational levels.
• Revenue Generation
  • Work closely with Sales teams to manage a co-sell motion with partners, track pipeline, and ensure partners contribute to quarterly and annual revenue goals.
• GTM Execution
  • Collaborate with Marketing and Product teams to create joint value propositions, co-branded materials, success stories, and execute joint events/webinars.
• Host Sales Enablement
  • Create, own, and regularly host training and sales enablement sessions for partner sales teams, ensuring they are expertly equipped to position and sell Workstream's solutions.
• Performance Tracking
  • Define, monitor, and report on key partnership metrics (e.g., pipeline generation, deal registration, influenced revenue, joint customer success).
• Internal Alignment
  • Serve as the internal champion for your partners, ensuring seamless communication and coordination across Workstream's Product, Engineering, Sales, and Customer Success teams.

Who You Are

• Experience: 3 to 5 years of total professional experience in Sales or Partnerships within the B2B SaaS industry.
• Partnership Focus: A minimum of 1 to 3 years of direct experience in Partnerships, including demonstrated success building and managing a revenue-generating partner channel.
• SaaS Expertise: Deep understanding of the SaaS ecosystem and experience navigating co-sell and referral models. Experience in HR Tech, Payroll or Restaurant Tech is a strong plus.
• Business Acumen: Proven ability to structure complex partnership deals, negotiate terms, and clearly articulate the financial and strategic value of the alliance.
• Cross-functional Collaboration: Proven ability to work cross-functionally– with our Marketing, Sales, Product, CS, and Legal teams.
• Communication: Exceptional verbal and written communication skills with the ability to influence and present to senior stakeholders both internally and externally.
• Execution: Highly organized, results-oriented, and capable of managing multiple priorities and partners simultaneously.

Travel & Location

• Must be willing to report to the office for up to 4 to 5 times a week
• You are based in or willing to relocate to San Francisco

We Offer

• A mission-driven and value-based company dedicated to empower deskless workers and local businesses
• An early employee opportunity at a Series B hyper-growth startup with over $120M in funding
• Work directly with the founding team and industry veterans to accelerate your career
• Competitive salary and equity
• Comprehensive health coverage: medical, dental, and vision. We pay 95% of your premiums for our employees and 85% for dependents
• In office amenities and stocked kitchen
• 401K Plan
• Pre-tax commuter benefits
• Learning/development stipend
• Flexible PTO

Salary Range

In compliance with the California Pay Transparency Law, the salary range for this role is between $90,000 to 100,000 OTE in San Francisco. This range is not inclusive of our discretionary bonus or equity package. When determining a candidate’s compensation, we consider a number of factors including skillset, experience, job scope, and current market data.

Know More About Workstream

• https://www.workstream.us/blog/funding-series-b
• https://techcrunch.com/2021/08/26/workstreams-text-based-recruitment-tool-gets-a-48m-bet-from-bond-and-beyond/
• https://techbuzz.news/buzzworthy-august-27-2021/

Additional Information

Workstream provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

We are committed to the full inclusion of all qualified individuals.