Partner Account Executive

Yugabyte is the company behind YugabyteDB , the AI-ready, multi-modal, distributed PostgreSQL database for cloud-native apps. Trusted by industry leaders including Shopify, Paramount+, GM, Kroger, Fiserv, and NPCI, YugabyteDB has been deployed in over 100 countries and powers more than 5 million clusters worldwide. Together, our hard-working team of experts and our industry-leading technology are uniquely positioned to meet the demands of modern workloads: geo-distributed, ultra-resilient, and built to scale without limits. Our Yugabeings (distributed, like our database) span 12+ countries and multiple time zones, sharing expertise from diverse backgrounds and industries. Partner Sales Executive (U.S. Preferred Locations: San Francisco, CA Seattle, WA Overview We are seeking a highly driven Partner Sales Executive to lead partner-driven pipeline development and execution across the U.S. market. This role is focused on activating strategic partners, generating high-quality opportunities, and accelerating deal momentum within enterprise accounts. This is not a traditional quota-carrying Account Executive role. Instead, the Partner Sales Executive operates as a critical link between partners and the sales organization, ensuring that partner-led opportunities are well-qualified, properly positioned, and effectively executed. Key Responsibilities Partner-Led Pipeline Development Develop and manage relationships with Global System Integrators (GSIs), System Integrators (SIs), and strategic partners Drive pipeline through partner-led engagement models Ensure strong partner alignment and commitment on all opportunities Opportunity Qualification and Execution Shape and qualify opportunities in collaboration with partners before transitioning to Account Executives Ensure all opportunities meet Sales Accepted Lead (SAL) criteria, including partner sponsorship and customer commitment Maintain a high standard for opportunity quality and conversion potential Deal Acceleration Support complex enterprise opportunities by developing account plans, solution positioning, and supporting materials Coordinate across partners, Account Executives, and Sales Engineering teams to maintain deal momentum Proactively identify and address blockers in the sales process Expansion Strategy Focus on expanding existing customer relationships through partner engagement Identify new use cases and opportunities within current accounts Align partner delivery capabilities with customer needs Success Metrics Delivery of 4+ high-quality Sales Accepted Leads (SALs) per month Strong SAL to Closed Won conversion rates Consistent partner engagement and opportunity progression Timely delivery of solution artifacts and account plans (within 48–72 hours) Maintenance of a healthy pipeline aligned with regional targets Qualifications 5+ years of experience working within the U.S. partner ecosystem Proven experience collaborating with GSIs, SIs, or strategic partners Strong understanding of enterprise sales processes and multi-stakeholder deal cycles Ability to build structured account plans and drive execution across multiple teams Excellent communication, coordination, and relationship management skills Preferred Experience Experience in data infrastructure, databases, or enterprise software environments Familiarity with partner-led sales motions and co-selling models Background in managing or supporting complex, multi-party enterprise deals What Sets This Role Apart Focus on partner orchestration rather than direct sales ownership Emphasis on quality and conversion over pipeline volume High visibility role with direct impact on revenue generation Opportunity to shape and scale partner-led go-to-market strategy in the U.S. About the Opportunity This role offers the chance to work at the center of partner and sales execution, helping drive meaningful growth in a fast-paced, high-impact environment. The ideal candidate thrives in a collaborative setting and is motivated by buil