[Hiring] Partner Account Executive @YugabyteDB

Role Description

We are seeking a highly driven Partner Sales Executive to lead partner-driven pipeline development and execution across the U.S. market. This role is focused on activating strategic partners, generating high-quality opportunities, and accelerating deal momentum within enterprise accounts.

This is not a traditional quota-carrying Account Executive role. Instead, the Partner Sales Executive operates as a critical link between partners and the sales organization, ensuring that partner-led opportunities are well-qualified, properly positioned, and effectively executed.

Key Responsibilities

• Partner-Led Pipeline Development
  • Develop and manage relationships with Global System Integrators (GSIs), System Integrators (SIs), and strategic partners
  • Drive pipeline through partner-led engagement models
  • Ensure strong partner alignment and commitment on all opportunities
• Opportunity Qualification and Execution
  • Shape and qualify opportunities in collaboration with partners before transitioning to Account Executives
  • Ensure all opportunities meet Sales Accepted Lead (SAL) criteria, including partner sponsorship and customer commitment
  • Maintain a high standard for opportunity quality and conversion potential
• Deal Acceleration
  • Support complex enterprise opportunities by developing account plans, solution positioning, and supporting materials
  • Coordinate across partners, Account Executives, and Sales Engineering teams to maintain deal momentum
  • Proactively identify and address blockers in the sales process
• Expansion Strategy
  • Focus on expanding existing customer relationships through partner engagement
  • Identify new use cases and opportunities within current accounts
  • Align partner delivery capabilities with customer needs

Success Metrics

• Delivery of 4+ high-quality Sales Accepted Leads (SALs) per month
• Strong SAL to Closed Won conversion rates
• Consistent partner engagement and opportunity progression
• Timely delivery of solution artifacts and account plans (within 48–72 hours)
• Maintenance of a healthy pipeline aligned with regional targets

Qualifications

• 5+ years of experience working within the U.S. partner ecosystem
• Proven experience collaborating with GSIs, SIs, or strategic partners
• Strong understanding of enterprise sales processes and multi-stakeholder deal cycles
• Ability to build structured account plans and drive execution across multiple teams
• Excellent communication, coordination, and relationship management skills

Preferred Experience

• Experience in data infrastructure, databases, or enterprise software environments
• Familiarity with partner-led sales motions and co-selling models
• Background in managing or supporting complex, multi-party enterprise deals

What Sets This Role Apart

• Focus on partner orchestration rather than direct sales ownership
• Emphasis on quality and conversion over pipeline volume
• High visibility role with direct impact on revenue generation
• Opportunity to shape and scale partner-led go-to-market strategy in the U.S.

About the Opportunity

This role offers the chance to work at the center of partner and sales execution, helping drive meaningful growth in a fast-paced, high-impact environment. The ideal candidate thrives in a collaborative setting and is motivated by building scalable, partner-driven pipeline strategies.

Compensation and Benefits

We feel strongly about equal pay for equal work, and transparency in compensation is one way to help achieve that. The cash compensation for this role is market-competitive, with an OTE of $255,000-$300,000 made up of base and uncapped commission. Our packages also include equity and benefits including competitive health plans, retirement plans, and unlimited paid time off (PTO).

Equal Employment Opportunity Statement

As an equal opportunity employer, Yugabyte is committed to a diverse workforce. Employment decisions regarding recruitment and selection will be made without discrimination based on race, color, religion, national origin, gender, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state and local laws.