Alliance Account Executive

October 21

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Shelf

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SaaS • Enterprise • Artificial Intelligence

Shelf is a company specializing in next-generation knowledge management solutions aimed at improving data quality for enterprises using Generative AI (GenAI). Established in 2017, Shelf helps organizations eliminate bad data in documents to ensure more accurate and trusted GenAI answers. Recognized for its contributions to unstructured data quality management, Shelf assists companies in deploying GenAI with confidence by providing transparency over data sources and offering strategies to prevent poor data from corrupting GenAI outputs. With a reputation for enhancing the quality of content across various industries, their platform is acclaimed by major clients like Amazon, Lufthansa, and the Mayo Clinic for improving knowledge content consistency and accuracy. Shelf's comprehensive technology integrations and readiness solutions support enterprises in overcoming the data quality challenges in AI projects.

51 - 200 employees

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

📋 Description

• 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.

🎯 Requirements

• 5+ years of successful experience in direct sales (Quota-Carrying AE), Partner Sales, or a high-touch Co-Selling role, preferably in the technology sector (SaaS/Cloud). • Proven track record of closing complex, large-scale transactions and consistently achieving or exceeding sales quotas. • Demonstrable experience in process documentation, sales methodology design, or partner program optimization. • Exceptional skills in presentation, negotiation, and strategic account mapping. • Ability to travel as required to support partner engagements and target account opportunities.

🏖️ Benefits

• Competitive salary: $135,000 Base Salary + $135,000 Variable • Generous equity grant in the form of company stock options • Comprehensive health and wellness packages • Open PTO • Realistic, clearly communicated expectations • Team-wide aligned values and goals