Own the Commercial Structure: Design and customize multi-year enterprise agreements based on partner market size, customer footprint, and product maturity
Co-Create Pricing Frameworks: Design complex pricing models (e.g., consumption-based vs. seat-based, pilot-to-production ramp structures, and platform access tiers)
Author the business cases and deal models required to clear internal Deal Desk, Revenue Recognition, and Legal reviews for highly customized structures
Act as a true hunter, converting install-base data, partner business reviews, and platform usage signals into structured enterprise opportunities
Lead collaboration across multiple product lines, ensuring deals span core CRM, Data Cloud, and AI/Agentic platforms seamlessly
Define the post-sale activation roadmap jointly with Partner Account Managers and Customer Success Leads before a deal closes

7–12 years of enterprise SaaS sales experience with a proven track record of closing complex, multi-year Enterprise License Agreements (ELAs)
Demonstrated ability to creatively architect commercial structures from scratch, rather than just selling pre-packaged products
Comfort operating in an entrepreneurial, ambiguous environment—you enjoy building the playbook while executing it
Strong internal navigation skills; you know how to move complex deals through Revenue Recognition, Legal, and Finance without losing momentum
Sufficient technical depth to discuss platform architecture, AI agents, and data strategy with an ISV’s engineering and product leaders

Strategic ISV Partner Account Manager

Key skills