Our Story So Far:
Since our founding in 2019, Pigment has become one of the fastest-growing SaaS companies in the world today. Our product, a highly efficient Enterprise Performance Management (EPM) platform is helping companies achieve their financial goals by quickly responding to dynamic factors in their respective markets including Tech, Retail, CPG & Financial Services.
In less than 5 years, Pigment has grown to over 400 employees across offices in New York, Toronto, London & Paris and attracted a total of $393M in investment from some of the top Venture Capital firms globally.
We serve companies including Unilever, Deliveroo, Gong and Brex to name a few!
Team Mission
At the start of 2024, we formed a new Channel Sales Team within the Partnerships organization at Pigment. This team has a specific customer segment (500-1000 employee customers) and an ACV bookings target for new logo/cross-sell acquisition in this segment. This is not a resell motion, but a co-sell motion with Partners providing the entirety of technical sales support for the opportunity.
This role will oversee 4 AE’s in quota carrying roles in AMER, and 2 in EMEA. This role will have global scope for successfully driving the bookings target, coaching a more junior team, and continuing to enhance our Partner relationships by working alongside many of our Consulting partners so successfully execute deals together, whilst delivering the utmost of customer outcomes.
Responsibilities
- Pipeline Creation - The AE’s in this role are recent promotes from the BDR organization. While they will be customer facing from an opportunity perspective (hand in hand with a partner 100% of the times), they also have responsibility to generate their own outbound pipeline on a regular basis
- Coaching - The north star for this program from a people development perspective is to be able to build “gold standard” AEs who are capable of running midmarket opportunities, but have a training ground rooted in Partnerships such that they know exactly how to work alongside partners to ultimately drive better wins and superior customer outcomes
- ARR Bookings - Primary goal of this role, but more importantly is NET ARR (accounting for churn), as we must bring in only Customers that have a high chance of success in implementing and adopting our product
Minimum Requirements
- Bachelor’s Degree or equivalent practical experience
- 8 years of experience in enterprise software channel and/or alliances, with B2B Saas products selling to office of the CFO (Experience selling EPM/CPM/planning highly preferred)
- 3 years experience in B2B SaaS sales management
- Deep experience working intimately with partners (either in a resell, channel sales, and/or partner centric direct sales motion) with boutique and regional system integrators
Preferred Qualifications
- Master’s Degree or equivalent practical experience
- Full Direct (New Business) sales cycle & Cross Selling (Expansion) responsibility, activated alongside Partners in all cases
- Entrepreneurial mindset and ability to execute. This is the start of a large scale build-out
- Ability to continuously expand product knowledge and stay up-to-date on industry trends to effectively position against competitors
- Demonstrate a strong adherence to process, with a passion for process improvement
- Strong customer-facing and presentation skills with ability to establish credibility with executives
- Ability to thrive in ambiguity and work in fluid environment with changing priorities
What we offer
- Competitive compensation package
- Stock options to ensure you have a stake in Pigment’s growth
- Comprehensive benefits, including medical, dental, & vision insurance coverage for you & your loved ones
- We encourage you to take the time you need. When you work hard, we know you also need to rest, which is why we offer generous time off and parental leave policies
- Along with one company offsite every year, we have brand new offices at the heart of major cities including New York, Toronto, Paris, and London
- High-end equipment (based on stock/availability) to do your work in the best conditions
- Employer-sponsored RRSP, enabling you to prepare for retirement
How we work
- Thrive Together: We can only win as a team. We are all founders and do the right thing for our peers, Pigment customers, partners, and the planet
- Never Settle: We aim to become the best at what we do by delivering with rigor and ambition every day. Delivering means building a passionate Pigment community
- Go for it: We are biased towards action. Every action leads to learning and these learnings get us one step closer to our mission
- Be real, be humble: We are generous with our feedback, open to change our views and we approach it with empathy knowing everyone is trying to do the best for Pigment
Pigment is an equal opportunity employer. We believe diversity is a strength and fosters innovation. We are committed to enabling everyone to feel included and valued at the workplace. All qualified applicants will receive consideration for employment without regard to age, color, family, gender identity, marital status, national origin, physical or mental disability, sex (including pregnancy), sexual orientation, social origin, or any other characteristic protected by applicable laws. We may process your personal data in accordance with our HR Data Protection Notice. 
