Channel Account Executive

Grow With Us

We are looking for a Channel Sales Manager who will play a pivotal role in shaping Workstream’s expansion into new markets. This is an exciting opportunity to build and lead our mid-market sales playbook, forge strategic partnerships with leading restaurant brands, and unlock growth beyond franchised QSRs. If you’re passionate about driving revenue, building trusted C-level relationships, and influencing the future of HR SaaS in the restaurant industry, this role is for you.

This is a full-time, office-based role requiring presence 5 days a week to foster close collaboration with cross-functional teams — Monday, Tuesday, and Friday at the Menlo office, and Wednesday and Thursday at the San Francisco office.

Day in the Life

• Develop and drive forward our sales motion beyond franchised quick-service-restaurants (QSRs) while building our mid-market sales playbook by prospecting into the C-suite of corporate groups of non-franchised restaurant concepts with 30+ locations (eg. Lazy Dog Restaurant & Bar, True Food Kitchen, Brio Tuscan Grill, Bubba’s 33, Macaroni Grill) as Workstream extends it’s product reach into additional restaurant segments
• Establish trusted relationships with executive leadership teams (Chief Human Resource Officers, VP Talent & Recruiting, Chief Operating Officer, VP Innovation) at leading brands to secure MSAs to drive adoption of the Workstream solution, generate outsized value relative to total cost of ownership, and expand the partnership through cross-sell and up-sell
• Work alongside our exceptional sales team of AEs to prospect into leading restaurant brands through investor, franchisee, trade associations and executive team introductions as well as partner referrals, conferences, calling, email, and LinkedIn messaging
• Present the Workstream product and value proposition to C-level stakeholders to structure and execute corporate MSAs while ensuring successful implementation and store roll-outs
• Work closely with marketing, sales, and customer success to ensure BD efforts are accretive to overall company GTM motion, optimizing for incremental ARR growth given constraints on customer acquisition costs, payback period, churn, and product/engineering capabilities
• Work closely with product and engineering to jointly scope R&D roadmap for mid-market and enterprise implementations, ensuring the requisite balance between organic vs. third-party engineering and business priorities and tradeoffs
• Support mid-market and enterprise sales motion by attending relevant restaurant conferences, industry trade group shows, and partner marketing events alongside sales and marketing to grow the Workstream brand and drive share of HR SaaS wallet and mindshare among leading corporate-owned restaurant brands

Who You Are

• Minimum of 1-2 years of experience in strategic partnerships, enterprise sales, partnership account management, client success, or business development
• Executive presence and ability to articulate the value proposition of an enterprise software solution, address difficult questions, and drive key stakeholders towards deal close
• A creative and strategic thinker who has experience opportunity sizing, building business cases for executive leadership, and generating buy-in internally and externally
• Team first mindset; we are a humble and hungry group sharing one mission
• Can project manage and work efficiently across departments and LOBs
• Willing to roll up your sleeves and get your hands dirty; no job is too big or too small
• Excels under high pressure in fast-paced environments with competing priorities
• Must be willing to report to the office for up to 5 times a week

Salary Range

In compliance with the California Pay Transparency Law, the salary range for this role is $100,000-$130,000 in San Francisco. This range is not inclusive of our discretionary bonus or equity package. When determining a candidate’s compensation, we consider a number of factors including skillset, experience, job scope, and current market data.