Account Executive — Partner Relationship Management (PRM)

First, what we’re actually doing   Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end-to-end orchestration system for the fastest growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta.    Role Overview   We’re looking for an Account Executive to help drive new customer acquisition. This role is intentionally broad: you’ll work deals of varying sizes and complexity, partner closely with cross-functional teams, and play an active role in shaping how we sell as we grow. This is a great role for someone who enjoys variety, wants real ownership of outcomes, and thrives in an environment where you’re trusted to run your business—not just execute a narrow motion.   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.