Account Executive — Partner Enablement

Most partners carry more than one vendor. When they're in front of a customer, they lead with whoever they're most comfortable pitching — and that comfort has very little to do with who finished the training.

Every partner program knows the pattern. 20% of partners drive most of the revenue. The other 80% certified once, maybe brought a deal or two, and quietly drifted toward the vendor whose story they understood better. The LMS still reports 100% certified. Leadership still sees green.

Bongo treats that as a solvable activation problem rather than channel math. Our platform gives partners a place to practice the pitch, get coached on it, and demonstrate they can articulate a value story in a real sales conversation — not pass a quiz. Our AI handles the assessment and the individualized feedback at scale, so a program can develop its entire ecosystem instead of only the partners it has capacity to coach in person.

What that buys a partner leader is mindshare. When every certified partner can actually win with you, they lead with you. Furthermore, our customers are able to report to leadership with more surety, predictability, and drive proactive change opposed to waiting for numbers to come in and then reacting to drive change, often when it’s too late.

About the role

You'll be our first true seller in this market. Your buyers are Heads of Partnership Programs, Partner Enablement, and Partner Operations persona who are responsible for managing an extensive network of revenue-driving partners inside large technology and SaaS organizations with mature partner programs.

Read this part carefully, because it's where most people will self-select out.

We are not looking for someone to work a queue. Marketing here is real and getting sharper every month — LinkedIn campaigns, intent signals from our site, ICP account lists built on which PRM and LMS a company already runs — but all of it is a starting point for your outreach, not a substitute for it. When marketing surfaces that a company is on a known PRM with an accreditation program in place, we need you to read that as sophisticated partner motion, here's my angle and go build the message yourself. If you'd rather wait for the next campaign to run, this will be frustrating for both of us.

We're also not looking for someone chasing trophy deals. The strategy right now is logos and velocity. Land a focused engagement, usually $20K–$50K, prove the outcome inside one partner program, then expand from evidence. Doubles, not home runs.

What you'll own

Creating pipeline, and working what's already there

• Take ownership of an existing book of open opportunities: requalify honestly, advance what's real, close out what isn't.
• Generate net-new pipeline through outbound prospecting, account research, and personalized outreach.
• Turn marketing signals — website intent, campaign engagement, tech-stack research, trial activity — into tailored, one-to-one conversations.
• Sequence your own outreach and improve it based on what actually gets replies.

Deals that hold up after they close

• Sell inside our ICP. Interesting deals outside it create more drag than revenue.
• Set expectations a customer can implement. What you promise in the cycle is what our team has to deliver.
• Own the full cycle: outreach, discovery, business case, negotiation, close, and first expansion.
• Navigate buying groups across Partner Enablement, Channel Operations, Sales Enablement, L&D, RevOps, IT, and Procurement.
• Multi-threading is important in this sales motion - these aren’t one call closes, it’s our job to make Partner Teams super heroes at the companies they work for
• Forecast honestly, including when the news isn't good.

Consultative selling, with backup

• Lead discovery that surfaces how an organization measures partner capability today, and what it costs them that they can't.
• Work alongside a Solution Consultant who knows this product cold and can bring real credibility into your calls. You should be able to hold a strong business conversation on your own — you just won't have to carry the deep product demo alone.
• Build a case a revenue leader will act on: partner ramp time, certification quality, brand risk, revenue per partner.

A real partnership with marketing

• Bring the field back to marketing: objections, language, which personas engage and which stall.
• True Marketing Partnership: Pull your weight in the partnership. That means giving marketing sharp, specific input on what your pipeline needs, and it means putting the resulting campaigns and content to work instead of letting them sit.
• Bring ideas. "What if we went after this persona with this message" is exactly the kind of call we want to get.