Distribution Account Executive (Remote)

We are seeking a Distribution Account Executive to join our Sales Team!

As a Distribution Account Executive, you will be responsible for building strategic relationships with two of the technology industry's leading distributors while generating new business opportunities within their vendor ecosystems. This unique hybrid role combines partner development with direct quota-carrying sales, giving you the opportunity to influence distributor programs while selling annual Impartner subscriptions directly to independent software vendors (ISVs) and technology vendors.

Working closely with distributor leadership, vendor management teams, marketing, customer success, and internal sales leadership, you will help establish Impartner as the preferred Partner Relationship Management (PRM) platform across each distributor's vendor community.

Your key objective is to develop scalable distributor partnerships, generate qualified opportunities, manage the full sales cycle, and consistently exceed revenue goals by helping technology vendors build and grow successful partner ecosystems.

This role is ideal for someone who enjoys building strategic relationships, thrives in consultative B2B SaaS sales, and wants to play a highly visible role in expanding Impartner's channel ecosystem.

At Impartner, this means you will:

• Own the strategic relationship with two of the industry's leading technology distributors.
• Build relationships across distributor vendor management, marketplace, partner enablement, and field organizations.
• Position Impartner as the preferred PRM and partner ecosystem platform within distributor vendor validation and onboarding programs.
• Develop repeatable co-sell and referral motions between Impartner and distributor teams.
• Identify opportunities to leverage distributor programs, marketplace initiatives, MDF, and co-op funding to generate demand.
• Prospect and prioritize vendors within each distributor's line card as your primary territory.
• Generate qualified pipeline through distributor referrals, strategic outreach, and account research.
• Conduct compelling discovery meetings, product demonstrations, and executive presentations.
• Manage the complete sales cycle from prospecting through negotiation and close.
• Accurately forecast revenue and maintain pipeline visibility within Salesforce.
• Collaborate with Marketing, Customer Success, Product, and Leadership to improve distributor and vendor engagement.
• Serve as a trusted advisor to distributors and vendors by understanding their partner ecosystem, channel strategy, and go-to-market objectives.
• Monitor distributor initiatives, marketplace developments, and technology ecosystem trends to identify growth opportunities.
• Represent Impartner at distributor meetings, partner events, conferences, and industry functions.
• Consistently achieve or exceed quarterly and annual revenue targets.

What We're Looking For

• Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience.
• 2–5 years of experience in B2B SaaS, technology sales, or channel sales.
• Proven track record of consistently achieving or exceeding sales quotas.
• Experience managing complex sales cycles with executive decision-makers.
• Strong understanding of SaaS solutions and consultative selling methodologies.
• Excellent written, verbal, and presentation skills.
• Ability to build relationships with both strategic partners and customer executives.
• Highly organized with exceptional time management and prioritization skills.
• Self-motivated with the ability to thrive independently in a fast-paced environment.
• Experience using Salesforce, ZoomInfo, Gong, LinkedIn Sales Navigator, or similar sales technologies.
• Strong negotiation, forecasting, and closing skills.
• Willingness to travel as needed to support distributor relationships and customer engagements.

Preferred Qualifications

• Experience working with technology distributors or channel partners.
• Familiarity with:
• • Two-tier distribution models
  • Partner ecosystems
  • Channel sales
  • Vendor enablement
  • Marketplace programs
  • Co-sell motions
  • MDF and co-op funding programs
• Experience with selling Partner Relationship Management (PRM), CRM, or channel technology solutions.
• Background in strategic partnerships, alliances, or indirect sales.
• Experience working in a high-growth SaaS organization.

What Success Looks Like

• Strong strategic relationships with assigned distributor partners.
• Increased distributor referrals and repeatable co-sell motions.
• Consistent achievement of quarterly and annual sales quotas.
• Growth in vendor engagement and qualified pipeline across assigned distributor line cards.
• Accurate CRM hygiene, forecasting, and pipeline management.
• High levels of collaboration with Marketing, Customer Success, Product, and Sales Leadership.
• Measurable contribution to Impartner's channel growth strategy and revenue objectives.

Why Join Impartner?

• Opportunity to help shape the future of the industry's leading PRM platform.
• High-impact role with visibility across Sales, Partnerships, and Executive Leadership.
• Unique opportunity to build strategic distributor relationships while carrying a direct revenue quota.
• Collaborative, entrepreneurial culture focused on innovation and growth.
• Competitive compensation, commission, and equity opportunity.
• Clear career path into Strategic Accounts, Channel Leadership, Enterprise Sales, or Partnerships leadership.
• Remote flexibility and ongoing professional development opportunities.

Job Location

While this is a Remote position, there may be occasional travel to distributor offices, customer locations, industry conferences, and company meetings. Candidates must reside in one of the following states:

• Arizona
• California
• Colorado
• Florida
• Georgia
• Indiana
• Michigan
• Minnesota
• Nebraska
• New Hampshire
• North Carolina
• Oklahoma
• Pennsylvania
• Texas
• Utah
• Virginia
• Washington

Impartner is an equal opportunity employer. Diverse perspectives and experience improve the results of the team and contribute to the culture and company. We believe inclusion leads to an awareness that is critical to building our strongest teams. We encourage applications from members of underrepresented groups, including but not limited to women, members of the LGBTQ community, people of color, people with disabilities and veterans.