Note: The job is a remote job and is open to candidates in USA. Yugabyte is on a mission to become the default transactional database for enterprises building cloud-native applications. The Partner Account Executive role focuses on developing partner-driven pipeline strategies, ensuring strong partner alignment, and accelerating deal momentum within enterprise accounts.

Responsibilities

• 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
• 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
• 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
• 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
• 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

Skills

• 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
• 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

Benefits

• Equity
• Competitive health plans
• Retirement plans
• Unlimited paid time off (PTO)

Company Overview