Channel Account Manager (SaaS)

TL;DR

Channel Account Manager (SaaS): Driving net-new partner-driven revenue (ARR) through existing and new partner communities with an accent on strategic territory management and partner recruitment. Focus on building joint business plans, activating partners through structured enablement, and managing a measurable partner-sourced pipeline.

Location: Remote (US) - Must be based in the assigned Eastern territory and travel up to 50% for in-market presence.

Compensation: $135,000 – $182,750 OTE + Equity

Company

Integrated workplace management platform unifying people, spaces, and communications for secure, compliant, and connected operations.

What you will do

• Drive net-new partner-sourced revenue (ARR) and manage deal registration and accurate forecasting.
• Recruit, onboard, and enable new partners including VARs, SIs, and select distributors.
• Develop joint business plans and conduct quarterly reviews with priority partners to align on GTM motions.
• Activate partners through structured enablement such as playbooks, demos, and certifications.
• Execute field activities including events, workshops, and executive briefings with clear ROI.
• Collaborate with Sales, Marketing, Product, and Finance to unblock deals and gather program feedback.

Requirements

• 3–6 years of channel sales or account management experience in B2B SaaS.
• Proven track record of meeting partner-sourced pipeline and revenue goals.
• Familiarity with partner models including Affiliate/Referral, Reseller, and Technology/ISV.
• Proficiency with Salesforce and sales automation tools like Outreach.
• Willingness to travel up to 50% for partner and customer activities.
• Must be located in the US Eastern territory.

Nice to have

• Exceptional written and verbal communication skills to simplify complex value propositions.
• Consultative, entrepreneurial, and intellectually curious approach to business.
• Experience operating in fast-growing, results-driven environments.

Culture & Benefits

• Competitive salary and equity for all full-time roles.
• High-trust culture that values autonomy and accountability.
• Access to strong support teams and modern sales tools.
• Opportunity to help shape the future of dynamic Partner-led GTM motions.