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. Twenty percent of partners drive most of the revenue. The other eighty percent certified once, maybe brought a deal or two, and quietly drifted toward the vendor whose story they understood better. The LMS still reports 100 percent certified. Leadership still sees green.

Bongo treats that as a solvable activation problem, not 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. Our customers also report to leadership with more surety and predictability, and can drive proactive change instead of waiting for numbers to come in and reacting once it's too late.

You'll be our first true seller in this market. Your buyers are Heads of Partnership Programs, Partner Enablement, and Partner Operations leaders 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:
Linked In 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, find your angle, and 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.

• 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, and trial activity into tailored, one-to-one conversations.
• Sequence your own outreach and improve it based on what actually gets replies.

• 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, Rev Ops, IT, and Procurement.
• Multi-thread every deal. These aren't one-call closes; it's our job to make partner teams superheroes at the companies they work for.
• Forecast honestly, including when the news isn't good.

• 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.

• Bring the field back to marketing: objections, language, which personas engage and which stall.
• Pull your weight in the partnership. That means giving marketing sharp, specific input on what your pipeline needs, and putting the resulting campaigns and content to work instead of letting them sit.
• Bring ideas. "What if we went after this…