Note: The job is a remote job and is open to candidates in USA. Respondent is hiring a Senior Account Executive (API) to grow its API partnership channel. The role owns the full sales cycle for embedded participant-supply partnerships, including prospecting, technical evaluation, commercial negotiation, and coordinating partner launches.
Responsibilities
- Own the full sales cycle for new API partnerships, from prospecting and discovery through integration scoping, negotiation, and signed MSA
- Identify and map the partner landscape, including research platforms, survey and feedback tools, AI moderation and synthesis products, and other software that can embed participant recruitment
- Build pipeline you own through targeted outbound, ecosystem relationships, and referrals, rather than waiting for inbound demand
- Run discovery with founders, product, and BD leaders to understand their product roadmap, customer demand for recruitment, and integration requirements
- Liaise with our engineers to run technical evaluations and sandbox pilots and get partners over the integration line and live quickly
- Build business cases and commercial structures for API deals, including volume tiered pricing, minimum commitments, and multi year terms
- Negotiate MSAs and order forms, working with leadership and legal on non standard terms
- Forecast accurately and keep your pipeline, partner status, and activity current in Zoho CRM
- Hand off signed partners to the API Account Management team with a clear launch and ramp plan so usage grows from day one
- Feed partner and market signal back to product and leadership to shape the API roadmap and our partnership strategy
Skills
- Eight or more years of full cycle B2B sales experience, including at least three years selling API, platform, data, or infrastructure products to other software companies
- A track record of closing strategic partnership or embedded deals with meaningful annual contract values, and consistently hitting or exceeding quota
- Proven hunter who can open doors with founders and product leaders and build a partner pipeline from scratch
- Enough technical fluency to discuss APIs, integration patterns, and usage based models credibly, and to run integration conversations with partner engineering teams
- Experience structuring and negotiating usage based or volume tiered commercial agreements, MSAs, and minimum commitments
- Strong pipeline discipline and CRM hygiene in Zoho CRM or similar
- Excellent written and verbal communication, with the ability to build business cases for both technical and commercial stakeholders
- Comfort operating with autonomy in a fast moving environment, and a builder's mindset that improves process rather than waits for it
- Experience selling into research tech, survey, customer feedback, or AI companies
- Familiarity with the user research, market research, or participant recruitment landscape
- Existing relationships with product or BD leaders at research and insights software companies
- Experience selling a two sided marketplace, or a product with both platform and API motions
Benefits
- Uncapped variable compensation
- A high-trust, high-ownership team that gives you room to run
- The chance to shape a fast-growing partnership channel
- Remote arrangement, with the requirement to work Pacific Time
Company Overview