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Stuut is a B2B SaaS platform transforming accounts receivable for mid-market and enterprise companies, helping finance teams automate collections processes. Backed by top-tier investors including a16z, Khosla, and Microsoft's M12 venture fund, the company is gaining traction with Fortune 500 and scaling midmarket clients in industrials, chemicals, and manufacturing.
You will own Stuut's entire marketplace channel strategy and execution, turning marketplace presence into transacted revenue. This is a newly created full-time role with significant leverage: the company is already live on Microsoft Commercial Marketplace with AWS underway, has an active investor relationship with M12, and has identified ServiceNow and ServiceTitan as key vertical platforms.
Key responsibilities include:
- Own all three hyperscaler marketplaces (Microsoft, AWS, Google Cloud): inherit and monetize the live Microsoft listing, complete AWS Marketplace launch, and establish Google Cloud Marketplace presence
- Close marketplace transactions directly—private offers, multiparty offers, renewals—and own revenue targets rather than listing counts
- Drive Stuut to Microsoft Azure IP Co-Sell Eligible status and build the co-sell motion that converts Microsoft's field sellers into quota-carrying partners
- Manage the weekly M12 cadence and convert it into working access to Microsoft partner organizations, field sellers, and ISV success managers
- Build and certify Stuut on vertical ISV platforms (ServiceNow Technology Partner Program, ServiceTitan App Marketplace, and others where the ICP already operates)
- Translate marketplace technical requirements (metering, entitlement, billing, provisioning, SSO) into product feedback and business cases for Engineering and Product teams
- Structure commercial mechanics: private offer economics, revenue share models, co-sell incentive alignment, and channel partner arrangements
- Own channel unit economics end-to-end: cost per marketplace dollar, co-sell attach rates, cycle-time deltas versus direct sales
- Collaborate with Consulting Partnerships, Fiserv, and PE channels to unlock SI-led and portfolio-wide distribution opportunities
- Represent Stuut at hyperscaler and platform partner events, developing thought leadership on cloud and vertical marketplace GTM trends
Expectations are aggressive: a marketplace transaction in month one and meaningful Microsoft co-sell traction within two quarters. The role requires someone who can inherit a half-built listing and fix it, start new ones from scratch, and move at startup velocity.
