About Us
Suger is a revenue platform that helps our customers grow on the fastest-growing B2B sales channel: the cloud marketplaces of AWS, Azure, GCP, and Alibaba. Launched in 2022, we take the tech debt out of marketplace sales by providing an API-first approach to quote-to-cash and billing processes.We’re working with over 200 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta.We are a Series A startup funded by top-tier investors including Threshold VC, Craft Ventures, Intel Capital, and Y Combinator.
Role Overview
Sugar is seeking a high-energy, self-starting Alliances & Partnerships Associate to join our Partnerships and Alliances team. This role is specifically designed for a motivated professional with 1–3 years of experience in Sales Development (SDR/BDR), Sales, or Account Management who is ready to pivot into a partner-growth role.
Location:
San Francisco, CA, with remote possible for the right person.Your mission will be to maximize the potential of our existing ecosystem. You will be responsible for re-energizing current partners, uncovering hidden opportunities within their accounts, and increasing the volume of partner-sourced leads. We are looking for an experimenter - someone who isn't afraid to try new engagement tactics to see what drives the most activity from our established partners.
What You’ll Do
- Partner Activation & Growth: Proactively manage a portfolio of existing partners to increase their engagement and the frequency of opportunities they bring to Sugar.
- Opportunity Mining: Work closely with partner sales teams to identify "white space" within their existing client bases where Sugar can add value.
- Engagement Experimentation: Design and execute creative campaigns (e.g., lunch-and-learns, targeted incentives, or co-marketing sprints) to see which levers most effectively drive partner-led referrals.
- Sales Alignment: Act as the bridge between our partners and the Sugar internal sales team, ensuring every opportunity brought in is handled seamlessly and tracked accurately.
- Enablement & Education: Continuously update existing partners on new Sugar features and use cases to keep Sugar "top of mind" for their sales reps.
- Performance Tracking: Monitor partner health metrics and provide data-driven insights on which partnership segments are growing and why.
What You Have
- Experience: 1–3 years of experience in Sales Development (SDR/BDR), Inside Sales, or Account Management. Experience managing relationships or "selling to the seller" is a major plus.
- High Energy Self-Starter: You don’t wait for a task list. You see a stagnant partner account and immediately brainstorm three ways to re-engage them.
- Curiosity & Learning: You love to experiment. You view every interaction as a chance to learn what motivates a partner and how to better support them.
- Communication: Exceptional interpersonal skills. You can build rapport quickly and maintain influence without having direct authority over a partner’s time.
- Adaptability: Comfortable in a fast-paced environment where you may need to pivot your strategy based on what the data is telling you.
Why Join Us
- The OTE for this role is $80,000 - $95,000/year, depending on experience, market location, and overall fit for the role.
- Strategic Impact: You aren't just a cog in a machine; you are responsible for unlocking the revenue potential of our most valuable assets—our existing partners.
- Growth Path: Receive direct mentorship on the art of "Channel Management" and "Alliance Strategy," with a clear path toward a Senior Partner Manager role.
- Culture of Innovation: We value data-driven experimentation. If you have an idea for a new way to motivate our partners, you’ll have the autonomy to test it and see it through.
- We are a team of ~50 people, headquartered in the Bay Area (with teams globally), and growing rapidly
- Work with an exceptional team that has built large-scale enterprise SaaS products at companies like Google, Meta, Microsoft, Salesforce, Confluent, Asana, and Opower (Oracle), as well as high-growth startups such as Workstream, Pave, Motive, and Square.
- Competitive compensation, meaningful early-stage equity, and comprehensive benefits - including healthcare, a monthly stipend for office expenses, and team outings
- Well-funded with top-tier investors
- Fast-moving, flat org structure with significant ownership and autonomy
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