Account Executive — Partner Enablement in Loveland, Colorado at Bongo Learn Inc.

Most partners carry more than one vendor. When they're in front of a customer, they lead with whoever they're most comfortable pitching — and that comfort has very little to do with who finished the training.

Every partner program knows the pattern. 20% of partners drive most of the revenue. The other 80% certified once, maybe brought a deal or two, and quietly drifted toward the vendor whose story they understood better. The LMS still reports 100% certified. Leadership still sees green.

Bongo treats that as a solvable activation problem rather than channel math. Our platform gives partners a place to practice the pitch, get coached on it, and demonstrate they can articulate a value story in a real sales conversation — not pass a quiz. Our AI handles the assessment and the individualized feedback at scale, so a program can develop its entire ecosystem instead of only the partners it has capacity to coach in person.

What that buys a partner leader is mindshare. When every certified partner can actually win with you, they lead with you. Furthermore, our customers are able to report to leadership with more surety, predictability, and drive proactive change opposed to waiting for numbers to come in and then reacting to drive change, often when it’s too late.

You'll be our first true seller in this market. Your buyers are Heads of Partnership Programs, Partner Enablement, and Partner Operations persona who are responsible for managing an extensive network of revenue-driving partners inside large technology and SaaS organizations with mature partner programs.

Read this part carefully, because it's where most people will self-select out.

We are not looking for someone to work a queue. Marketing here is real and getting sharper every month — LinkedIn campaigns, intent signals from our site, ICP account lists built on which PRM and LMS a company already runs — but all of it is a starting point for your outreach, not a substitute for it. When marketing surfaces that a company is on a known PRM with an accreditation program in place, we need you to read that as sophisticated partner motion, here's my angle and go build the message yourself. If you'd rather wait for the next campaign to run, this will be frustrating for both of us.

We're also not looking for someone chasing trophy deals. The strategy right now is logos and velocity. Land a focused engagement, usually $20K–$50K, prove the outcome inside one partner program, then expand from evidence. Doubles, not home runs.

Creating pipeline, and working what's already there

• Take ownership of an existing book of open opportunities: requalify honestly, advance what's real, close out what isn't.
• Generate net-new pipeline through outbound prospecting, account research, and personalized outreach.
• Turn marketing signals — website intent, campaign engagement, tech-stack research, trial activity — into tailored, one-to-one conversations.
• Sequence your own outreach and improve it based on what actually gets replies.

Deals that hold up after they close

• Sell inside our ICP. Interesting deals outside it create more drag than revenue.
• Set expectations a customer can implement. What you promise in the cycle is what our team has to deliver.
• Own the full cycle: outreach, discovery, business case, negotiation, close, and first expansion.
• Navigate buying groups across Partner Enablement, Channel Operations, Sales Enablement, L&D, RevOps, IT, and Procurement.
• Multi-threading is important in this sales motion - these aren’t one call closes, it’s our job to make Partner Teams super heroes at the companies they work for
• Forecast honestly, including when the news isn't good.

Consultative selling, with backup

• Lead discovery that surfaces how an organization measures partner capability today, and what it costs them that they can't.
• Work alongside a Solution Consultant who knows this product cold and can bring real credibility into your calls. You should be able to hold a strong business conversation on your own — you just won't have to carry the deep product demo alone.
• Build a case a revenue leader will act on: partner ramp time, certification quality, brand risk, revenue per partner.

A real partnership with marketing

• Bring the field back to marketing: objections, language, which personas engage and which stall.
• True Marketing Partnership: Pull your weight in the partnership. That means giving marketing sharp, specific input on what your pipeline needs, and it means putting the resulting campaigns and content to work instead of letting them sit.
• Bring ideas. "What if we went after this persona with this message" is exactly the kind of call we want to get.

Required

• 3–5 years in sales, with at least 2 years carrying an individual quota and hitting it. Time as a BDR or SDR counts toward the total — we care that you've since owned a number.
• A track record of transacting deals in roughly the $20K–$50K range at healthy volume.
• Real self-sourced pipeline. You should be able to walk us through a deal you found yourself in the last year, from cold to closed — and tell us what the first message said.
• For now, you’re a sales team of one with support around you, this should be motivating to have open runway to build as you see fit
• Creativity. Some of the best sellers we've worked with are the ones who call and say "I have an idea." We index on this more than most.
• Judgment about deal quality — you can describe a deal you walked away from and why.
• Strong written outreach: researched, specific, short.

Strongly preferred

• You've sold into partner organizations. Partner Enablement, Partner Marketing, Alliances, or Certification teams as your buyer — PRM, partner ecosystem platforms like Crossbeam, partner marketing automation, sales enablement, or learning and certification platforms. Even tangential exposure shortens your ramp meaningfully. (Note: we're hiring a seller who understands that world, not a channel or alliances manager — different job.)
• Startup or scale-up experience, where there wasn't much process to grab onto and you had to invent some.
• You're moving up from an inside or transactional selling motion into a more sophisticated, consultative one, and you want the step.

This is probably not the right fit if

• Your recent success came from a mature sales machine where the leads arrived and your job was to run a defined play better than your peers.
• You've reached the point in your career where prospecting is something other people do.
• You’re wanting to change around our entire Techstack
• Waiting for the perfect, silver bullet feature to arrive - need to sell what we have and make recommendations that remove friction

New logos inside our ICP that expand rather than churn. Pipeline coverage you built rather than waited for. A forecast people trust. And a go-to-market motion sharper than the one you walked into, because you tested things and told us what worked.

We're building a category around AI-powered skill verification. Instead of helping companies track course completion, we help them answer a harder and more useful question: can this person actually perform?

Bongo has a proven platform, an established customer base, and growth equity backing from PeakSpan Capital — an early-stage market without early-stage funding risk. What you won't get is an existing playbook. You'll be writing it.

• Base: Varies depending on experience $95,000–$125,000, depending on experience, Uncapped variable comp but OTE expectation should be $200,000 - $275,000
• Commission: Uncapped, weighted toward new logos inside our partner-enablement ICP
• Equity: Meaningful company ownership to ensure alignment
• Location: Remote within North America. Colorado preferred.

Bongo is an equal opportunity employer and does not discriminate based on race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, or genetic information.