Partner Sales Manager, Mid-Enterprise

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Partner Sales Manager, Mid-Enterprise based in the United States.

This is a strategic, revenue-focused sales leadership role responsible for accelerating partner-led growth across the mid-enterprise market.
You’ll build and execute partner strategies that generate qualified pipeline and drive new annual recurring revenue.
A major focus will be expanding adoption of AI governance solutions through resellers, solution providers, VARs, and distributors.
You’ll create scalable sales plays, joint campaigns, enablement programs, and co-selling motions that can be replicated across markets and teams.
The role combines commercial ownership with close collaboration across sales, marketing, solutions engineering, customer success, and revenue operations.
You’ll use data, forecasting, and market feedback to optimize partner investments, improve conversion, and increase deal velocity.
As a key field operator, you’ll help shape go-to-market strategy while turning successful partner relationships into durable growth programs.

Accountabilities

• Develop and execute a mid-enterprise partner strategy aligned with go-to-market priorities, revenue objectives, target markets, and high-potential use cases.
• Build and maintain strong relationships with priority resellers, solution providers, VARs, and distributors while establishing structured cadences for planning, forecasting, enablement, and performance management.
• Identify and prioritize partners, accounts, markets, and opportunities capable of generating qualified pipeline at scale.
• Create repeatable partner sales plays, account-mapping processes, messaging, training, and engagement workflows that drive consistent account activity.
• Lead joint campaigns, events, workshops, and outbound initiatives in collaboration with partner marketing and demand-generation teams.
• Own partner-sourced and partner-influenced pipeline and ARR, connecting partners with direct sellers and helping opportunities progress from qualification through close.
• Conduct regular pipeline and forecast reviews, identify risks and blockers, and implement actions that improve conversion, deal velocity, and revenue outcomes.
• Enable partners to position secure, governed AI-assisted software development infrastructure against relevant customer needs and emerging market demand.
• Translate AI governance strategies into practical customer use cases, sales plays, workshops, and partner enablement programs.
• Collaborate with product marketing and technical teams to develop compelling partner-facing assets and solution positioning.
• Partner across sales, marketing, solutions engineering, customer success, and revenue operations to align priorities and establish clear rules of engagement.
• Increase field adoption by making partner programs simple, relevant, measurable, and valuable to sellers.
• Bring partner insights, customer feedback, and market trends into broader go-to-market planning.
• Track performance through pipeline contribution, ARR, coverage, forecast accuracy, partner activity, seller participation, conversion, win rate, and deal velocity.
• Build durable partner relationships and expand regional market coverage through repeatable partner-led go-to-market programs.

Requirements

• 10+ years of experience in enterprise sales, channel sales, alliances, or partner management within B2B technology.
• Proven success generating pipeline and revenue through resellers, solution providers, VARs, distributors, or comparable channel ecosystems.
• Demonstrated experience designing scalable partner sales plays and joint demand-generation programs.
• Strong expertise in pipeline management, forecasting, account mapping, co-selling, opportunity progression, and revenue planning.
• Track record of aligning direct sales teams and external partners around shared commercial goals and measurable outcomes.
• Experience in developer tools, DevOps, cloud infrastructure, cybersecurity, AI, or related technology markets is preferred.
• Bachelor’s degree or equivalent professional experience.
• Strong commercial discipline and demonstrated ability to own targets, forecasts, performance reviews, and revenue outcomes.
• Ability to turn successful partner engagements into repeatable, scalable programs rather than relying on one-off opportunities.
• Strong field presence and relationship-building skills, with the ability to earn seller and partner trust and move opportunities forward.
• Excellent cross-functional collaboration skills across sales, marketing, technical teams, and external partners.
• Clear and persuasive communication skills, with the ability to translate complex technology and AI governance concepts into compelling customer value.
• Data-driven mindset with the ability to identify which partners and programs are producing the strongest commercial results.
• Comfortable working in a remote-first, globally distributed environment with significant ownership and autonomy.
• Must be authorized to work in the United States; visa sponsorship is not available for this position.

Benefits

• Compensation: $175,000–$250,000 USD on-target earnings (OTE), plus equity.
• Equity: Equity participation for all full-time employees.
• Remote-first work: Work from home with access to offices in Seattle and Paris for collaboration and connection.
• Flexible working: Autonomy to manage your schedule while delivering against business objectives.
• Paid time off: Generous PTO, quarterly Whaleness Days, and an end-of-year Whaleness break.
• Home office support: Resources to create a comfortable and productive remote workspace.
• Technology stipend: US$100 net per month for eligible U.S.-based employees.
• Learning and development: Annual stipend supporting conferences, courses, certifications, and continued education.
• Parental leave: 16 weeks of paid parental leave after six months of employment.
• Comprehensive benefits: Medical coverage, retirement benefits, and paid holidays, with offerings varying by country.
• Employee experience: A globally distributed, collaborative environment focused on innovation, ownership, learning, and professional growth.
• Additional perks: Company merchandise and opportunities to contribute to a diverse, inclusive global workforce.

How Jobgether works:

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.