Member of GTM Staff – Partner Sales Lead

About the role and the company...

We're scaling our sales team to capture a two large market opportunities: replacing legacy software, and building custom software - for both the enterprise and the public sector. We need a senior member of GTM staff to own our partner ecosystem which includes global system integrators, consultancies, and technology/ISV alliances, and turn it into a repeatable source of pipeline and closed revenue across our five commercial verticals: Manufacturing, Life Sciences/Med Devices, Financial Services, Technology Media and Telecom, and Insurance. This role will require near-complete autonomy and carry substantial revenue generation responsibilities. If successful, you will become the GM of Partnerships at 8090.

We've built a Software Factory that brings control, consistency, and quality to the Software Development Lifecycle (the SDLC). On the 8090 Enterprise team, we use Software Factory to modernize legacy technologies for customers, and to build bespoke software solutions for the Fortune 2000. We price our modernization and custom software work on a deliverables (modernization) or milestone basis (custom) and our customers tell us this is unique. Our technical teams are world-class, the tools we have available to us are incredible, and the opportunity to drive meaningful impact for our customers is nearly unlimited.

Location
On-site Redwood City or Remote*

Responsibilities

• Development of commercial structures (contract shapes) that enable us to close deals at scale alongside our consulting and technology partners. You will own this end-to-end; the exploration, design, legal negotiations, all resulting in deal structures we will use to close a high volume of enterprise and government deals globally.

• In some cases, you will own the end-to-end partner-sourced deal cycle: partner recruitment > joint account planning > co-sell through discovery and business case creation > co-author lightweight product requirements documents > scope with sales engineering/CTO > lead negotiations and execute on contracts > maintain executive and partner relationships as projects go live.

• Building relationships with partner practice leaders and customer executives, and the creation of high-quality joint business cases that clearly articulate problems to solve or opportunities to unlock that have asymmetric upside (ROI) for the customer.

• The day-to-day management of our partnerships and the development of mechanisms we will use to identify, collaborate, and close deals with mutual customers.

• Running technical discovery with cross-functional teams (Technical Product Managers, Forward Deployed Engineers, partner delivery teams, and our customer teams) to assess workflows, cost structures, data maturity, and AI readiness. Support for the product requirement document (PRD) development or legacy system assessment processes that enable us to scope and size deals.

• Multi-threaded engagement across partner practice, industry, and alliance leadership, and customer CEO, CFO, CIO, COO, CDO, Operations, IT, Transformation, and Finance.

• The development of tools (agents, functioning software) that compliment our sales chip (we aspire to run 8090 like a computer) and enable us to run the business at seemingly impossible per-employee efficiency levels.

• Evangelize 8090 through partner enablement, executive workshops, industry events, and analyst engagement.

Required Skills

• A founder-like mindset: high bias for action, persistence, grit, and comfort with ambiguity.

• Proven partner sales leader with 10+ years building and monetizing GSI, consultancy, and ISV/technology alliances around large-scale SaaS, data, or AI transformation programs.

• A domain expert with earned secrets about the partner ecosystem. You understand how GSIs and consultancies run their practices, how they build their books of business, and what it takes for them to bring a vendor into their accounts. You are a trusted advisor to the partner and customer executives you've done business with and they'll act as references to that effect.

• A track record of closing $5M-$50M+ TCV deals with complex, multi-stakeholder buying processes involving C-suite, Finance, Legal, and InfoSec.

• Deep commercial and deal-craft skills: creative commercial constructs (referral, resell, co-delivery), pricing models, and negotiation frameworks.

• Working fluency in AI/LLM concepts and the SDLC. You are a full-stack sales person and want to build.

• Committed to developing your peers and helping them achieve their sales targets (you will not share sales targets).

• Eager to roll up your sleeves, get involved in the details, work hard, and build something great.

Expected compensation (US-based employees): $175K-$250K annual salary + stock and/or stock option awards + benefits + commission. We offer competitive pay and benefits. Compensation may vary depending on many individualized factors, including location, job-related knowledge, skills, and experience. Details of the compensation package, including benefits (medical, dental, vision, 401K, …), will be provided if and when a candidate receives an offer of employment.

Employment Eligibility- This position is only open to candidates who can provide sufficient documentation establishing employment eligibility in the United States of America and to provide satisfactory proof of your identity as required by U.S. law. A further condition of your employment is satisfactory completion of a credit and/or criminal background check.

We do not provide new work visa sponsorship.

Equal Opportunity Statement - 8090 is an Equal Opportunity employer. All qualified applicants will be considered for employment without regard to any factor, including veteran status and disability status, protected by applicable federal, state, or local laws.