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About the role
Key responsibilities & impact- Own a portfolio of enterprise-focused Solutions Partners with responsibility for partner-sourced and partner-influenced pipeline, deal progression, and revenue
- Contribute to the ongoing refinement of Clay's enterprise co-sell frameworks and partner engagement model
- Lead enterprise co-sell motions from referral through close, partnering with GTM Engineers on opportunity strategy
- Run account mapping and pipeline reviews to identify whitespace, expansion paths, and partner-led entry points
- Translate what works into scalable infrastructure: tooling, playbooks, and repeatable workflows
- Drive rigor across deal registration, partner engagement, and pipeline hygiene
- Manage partner capacity and capability alignment to match opportunities with proven domain expertise
- Drive joint GTM efforts with partners: co-hosted webinars, executive roundtables, and thought leadership
- Collaborate with GTM Ops, Solutions Engineering, Legal, and Sales Leadership on deal routing, attribution, and forecasting
- Support the evolution of partner-led sales motions, including reseller opportunities for lower-touch segments
Requirements
What you’ll need- 4–7+ years of experience in sales, B2B partnerships, business development, or ecosystem roles at a B2B SaaS company
- Hands-on experience working with solutions partners, agencies, or SIs, especially in enterprise co-sell, referral, or partner-sourced revenue motions
- Strong familiarity with account mapping, pipeline reviews, and deal collaboration between internal sales teams and external partners
- Comfortable operating in cross-functional environments, partnering closely with Sales, GTM Ops, Legal, and Solutions teams
- Sales-minded and outcomes-oriented, with comfort being measured on pipeline creation, deal influence, and revenue impact
- Able to operate with structure and rigor while building trust-based, high-leverage partner relationships
- Comfortable engaging at the executive level with partners and internal sales leadership
- Bonus: experience working alongside sales engineering, RevOps, or GTM teams; familiarity with Clay and other tools like Crossbeam, Retool, Dust, and other similar platforms
Benefits
Comp & perks- All employees can work for free with world-class coaches who specialize in creativity, management, and more.
- Read about us in the NYT, Forbes, First Round Review, and more.
- Hear from our employees directly on our Glassdoor page!
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B salesbusiness developmentpartner-sourced revenueaccount mappingpipeline reviewsdeal collaborationenterprise co-sellrevenue impactdeal registrationpipeline hygiene
Soft Skills
sales-mindedoutcomes-orientedtrust-based relationshipscross-functional collaborationexecutive engagementstructure and rigorhigh-leverage partnershipspartner engagementcommunicationleadership