It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. Backed by Greylock and Sequoia.
About the role
For positions in this location, we offer a base pay of $94,000 - $155,100 , plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS
- Direct experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licenses
- Strong program management discipline: runs multi-stakeholder programs with clear milestones and exec visibility without hand-holding
- Self-starter with a track record of stepping into ambiguity, diagnosing what's broken, and building durable process independently
- Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadences
- Comfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models
More about this role
External Partner Relationship & Strategic Alignment
- Serve as the primary Pre-Buy contact for ServiceNow's largest GSI — trusted by partner operations leads, finance teams, and executive stakeholders as the go-to for deal structure, exceptions, and escalations
- Own the weekly operating cadence: burndown reviews, pipeline calls, and exception handling across all GEOs with full partner visibility into inventory, deal status, and quarter-end risk
- Balance partner advocacy with internal compliance — protecting partnership health while ensuring Pre-Buy motions meet revenue recognition, compensation, and policy requirements
Pre-Buy Program Management & GTM Execution
- Own end-to-end Pre-Buy execution working cross functionally as a project management removing barriers and providing escalation points: Reviewer (not owner) of inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across both active contracts
- Produce weekly reporting for executive readouts — PPC burndown by GEO and forecast stage (Commit / Expect / Upside / Pre-Pipeline), closed transactions, and remaining inventory with bridge normalization
- Proactively identify...
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