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Salary: USD 240,000 - 300,000 / annual
Suger is a B2B SaaS platform that simplifies how software companies sell with and through partners. The company started by automating transactions and co-selling through cloud marketplaces (AWS, Azure, Google Cloud, Alibaba, Oracle, Snowflake) and has expanded into a broader Partner Relationship Management (PRM) product serving the wider partner ecosystem. Suger counts Atlassian, Workday, OpenAI, Glean, and Vanta among its 250+ customers and operates as a 70-person team headquartered in the Bay Area.
This is a new Account Executive role focused on taking Suger's emerging PRM product into a significantly larger market. PRM is the company's fastest-growing product line, and this role is designed to help convert early traction into a repeatable go-to-market motion—winning net-new logos, displacing incumbents, and helping define Suger's competitive positioning in the category.
Unlike a mature territory role, you'll work directly with the VP of Sales to refine the Ideal Customer Profile, sharpen the sales motion, and carve out market share. Your buyers will be VPs of Partnerships, Channel and Alliances leaders at companies running reseller, value-added reseller, managed service provider, systems integrator, and agency programs—many currently operating on spreadsheets, homegrown portals, or legacy PRM systems they've outgrown.
You will own the full sales cycle for net-new PRM accounts: building and refining your target account list, running outbound motions, converting referrals into qualified pipeline, and closing deals. You'll partner with the Product team to translate market signals into features, run discovery with partnerships and RevOps leaders around deal registration, partner attribution, commission accuracy, portal adoption, and enablement. You'll win competitive displacement deals against incumbent PRM platforms and homegrown Salesforce implementations. You'll also help connect Suger's two product stories—partner-sourced deals that transact through cloud marketplaces. Responsibilities include forecasting accurately, maintaining a clean pipeline, and helping build the PRM playbook (messaging, competitive positioning, demo narrative, objection handling).
The role is based in San Francisco, CA on a hybrid schedule (3 days per week in office), though the posting lists multiple locations (San Francisco, New York, Boston, D.C., Austin, Phoenix, Denver) as options.
REQUIREMENTS:
- 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 mentality; measured on outcomes, not activity
- Curiosity about technical products and fast-changing categories
- Collaborative, low-ego approach; will work closely with Product, Marketing, and Customer Success
NICE TO HAVE:
- Previous experience with PRM, partner ecosystems, channel or co-sell software (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
