Shelf

Account Executive

• Take ownership of high-potential target accounts identified by partner client-facing representatives. Act as the internal sales lead, quarterbacking the deal from qualification through to close on partner paper.
• Execute a hands-on, consultative co-selling motion, including leading discovery calls, developing joint value propositions, delivering high-stakes presentations, and managing complex negotiations to accelerate sales cycles.
• Exceed aggressive quarterly and annual revenue targets derived specifically from partner-led, closed deals.
• Maintain meticulous opportunity management and provide accurate, timely sales forecasts to internal leadership, ensuring pipeline health and deal progression momentum.
• Systematically analyze successful deal cycles to develop and document a scalable, repeatable sales process and methodology for our partner ecosystem.
• Use insights from account engagements to inform and improve partner enablement materials, tools, and training, ensuring the partner carries more and more of the sales process independently over time.
• Conduct live deal reviews and one-on-one coaching sessions with partner sales reps, teaching best practices learned from experienced closing success.
• Develop and maintain strong, trust-based relationships with partner sales leadership and individual representatives, ensuring alignment on target accounts and deal strategies.
• Collaborate extensively with internal teams (Product, Marketing, Legal, and Sales Engineering) to ensure partner deals are supported with the necessary technical and legal resources.

Alliance Account Executive

Account Manager

• Drive Customer Expansion: Identify and execute on opportunities to expand customer spend, including upsells, cross-sells, and renewals. Partner with Sales and other members of the Customer Success organization to align on account strategies that maximize lifetime value.
• Strategic Account Partnership: Serve as a senior point of contact for key customers, helping them develop and execute strategies to maximize the impact of our products and services on their business outcomes.
• Team Leadership: Partner w/ Customer Success leadership to coach and develop a high-performing team of Customer Success Managers focused on customer engagement, retention, and growth.
• Customer Strategy & Insights: Partner with Product, Marketing, and Customer Success to bring customer insights back into the business and influence roadmap priorities.
• Revenue Forecasting & Planning: Own the account growth forecast and ensure the company meets or exceeds quarterly and annual NDR targets.
• Executive Relationship Management: Build trusted relationships with executive stakeholders across the customer base and within the company to drive mutual success.

Director of Account Management

Product Designer

• Lead and elevate all design for Shelf across brand identity, digital experiences, video, animation, and GenAI-driven creative. You will set the creative vision, produce outstanding design work, and ensure visual excellence across all marketing and product-facing touchpoints.
• This role blends creative execution, strategic leadership, and design innovation. You’ll not only create visually stunning assets, but also shape design strategy, establish best-in-class processes, mentor creative contributors, and integrate user and data insights into every project.

Lead Designer - Brand, Digital, Video, GenAI

Vice President

• The VP of Revenue will be responsible for owning the execution of the GTM strategy across direct sales, partner sales, and marketing. Their job will be to keep all the teams aligned, integrated, and working on a predictable cadence. They&#39;re responsible for holding each functional leader accountable to organizational goals on a quarterly, monthly, and weekly basis.
• The VP of Revenue will run weekly meetings, critical GTM projects, and will be responsible for the GTM team&#39;s performance. We&#39;re looking for an experienced manager with at least 10 years of GTM experience in B2B SaaS who is organized, disciplined, a good communicator, is driven to win, holds themselves to very high standards, and is extremely self-motivated.
• This role is highly execution-focused – you are expected to “roll up your sleeves” and turn strategy into action daily. If you are organized, driven to win, hold yourself and others to high standards, and can build a culture of accountability, we want to hear from you.
• The goal is to optimize and amplify a best-in-class, impactful, and innovative GTM motion that takes Shelf from Series C to Series D and beyond. If you are a highly motivated, ambitious individual with a proven track record of success and a passion for enabling teams to perform at the highest level, we invite you to apply for this exciting opportunity.
• Key Responsibilities:
• Align Cross-Functional GTM Execution: Break down silos and ensure Sales, Marketing, and Partner teams operate in lockstep under a unified GTM plan. Establish a structured operating cadence – e.g. weekly team huddles, monthly performance reviews, quarterly business reviews – to keep everyone on the same page regarding goals, deadlines, and deliverables. Facilitate these regular check-ins to maintain focus, surface issues early, and adjust tactics as needed for success.
• Establish and Enforce GTM Management Systems: Design and maintain the operating system for GTM leadership – including structured meeting cadences, standardized reporting templates, goal-tracking tools, and post-mortem processes to create institutional learning.
• Lead Weekly GTM Meetings: Own the agenda, facilitation, and follow-through for cross-functional GTM meetings. Ensure that updates are concise, blockers are surfaced, KPIs are reviewed, and owners are held accountable to commitments. Drive resolution of conflicts or ambiguity across teams.
• Create a Culture of High Accountability: Define clear expectations and KPIs for Sales Ops, Marketing Ops, Partner Ops (if applicable), and hold GTM leaders and their teams accountable for delivering results. When performance is lacking, intervene quickly with diagnostics, coaching plans, or structural changes.
• Optimize GTM Processes: Continuously refine and standardize core go-to-market processes to improve efficiency and scalability. This spans lead management, handoff between marketing and sales, opportunity pipeline reviews, deal desk approvals, and quarterly territory/quota planning. Identify bottlenecks or friction points in the sales cycle and collaborate with teams to implement solutions.
• Lead Cross-Functional GTM Initiatives: Drive special projects and initiatives that involve multiple GTM functions. You will be the point person for orchestrating these projects and making sure they stay on schedule and deliver results.
• Sales Enablement & Team Development: Oversee GTM enablement efforts to make sure teams are fully trained, equipped, and informed to execute effectively. Manage the onboarding process for new sales and marketing hires, and drive ongoing training programs to continuously upskill team members.
• Strategic Planning Support: Partner closely with the CRO and department heads in annual and quarterly planning cycles. Translate high-level go-to-market strategy into detailed operational plans, quota and capacity models, and project roadmaps for each team.