New Product Sales

Suger, Inc.; San Francisco (CA); Hybrid; USD 240,000 - 300,000; Full time

Job summary

Fours seeks an Account Executive to drive net-new PRM opportunities and help scale a disruptive GTM motion. You’ll work with the VP of Sales to refine ICPs, sharpen the sales motion, and capture market share in a category ripe for disruption.

In SF, this role follows a hybrid schedule: three days on-site and two days remote, with remote options for other states possible in the future. You’ll target VP-level buyers and co-sell programs to build a repeatable pipeline.

Qualifications

• 3+ years in quota-carrying SaaS sales with consistent target attainment.
• Proven ability to manage deals end-to-end across sizes and complexities.
• Comfortable generating pipeline and starting from a list, not a full funnel.
• Strong discovery skills and clear, direct communication.
• High ownership; measured on outcomes, not activity.

Responsibilities

• Own the full sales cycle for net-new PRM accounts from first conversation to close.
• Build the PRM book of business: target list, outbound motions, referrals to pipeline.
• Partner with product management to translate market signals into features.
• Run discovery with partnerships, channel, and RevOps leaders; manage deals and discounts.
• Win competitive displacements and define the sales motion for the category.
• Forecast accurately and maintain a clean pipeline.
• Help build the PRM playbook with messaging and competitive positioning.

Skills

Quota carrying SaaS sales

End-to-end deals

Pipeline generation

Discovery skills

Ownership mindset

Curiosity about tech products

Collaboration with cross-functional

Job description

First, what we’re actually doing

Fours (formerly Suger.io) simplifies how software companies sell with and through their partners.

We 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 Fours 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 Fours 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 Fours 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 Fours 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 Fours sells this product for the next two years.

Location

*Please note that candidates based in San Francisco will follow a hybrid schedule of three days per week on-site and two days remote. Candidates in all other states will be fully remote, with the possibility of transitioning to a hybrid model in the future.

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 our 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 Fours

• A much bigger market to attack. PRM dramatically expands our 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.