Partner Sales Manager, Enterprise West

About the role

Join Pigment: The AI Platform Redefining Business Planning

Pigment is the AI-powered business planning and performance management platform built for agility and scale. We connect people, data, and processes in one intuitive, feature-rich solution, empowering every team-from Finance to HR-to build, adapt, and align strategic plans in real time.

Founded in 2019, Pigment is one of the fastest-growing SaaS companies globally. Industry leaders like Unilever, Snowflake, Siemens, and DPD use Pigment daily to make more informed decisions and confidently navigate any scenario.

With a team of 600+ across Paris, London, New York, Toronto, San Francisco and Austin, we've raised nearly $400M from top-tier investors and were named a Visionary in the 2024 Gartner® Magic Quadrant™ for Financial Planning Software.

At Pigment, we take smart risks, celebrate bold ideas, and challenge the status quo-all while working as one team. If you're driven by innovation and ready to make an impact at scale, we'd love to hear from you.

Our ideal Partner Sales Manager (PSM) is an entrepreneurial self-starter that will define and execute our partner strategy for Enterprise West, collaborate with local market and global leaders, and drive partner sales.

You must have experience building and managing trusted relationships with partners as well as possess a track record of developing pipeline and reaching or exceeding quota.

This role is remote in the United States with preference for individuals who reside in California or Washington State.

This role comes with an expectation of 30% travel.

Strategy and Ownership in Partner Growth

You architect and own partner growth for Enterprise West, translating high-level strategy into actionable plans with operators and executives. You design repeatable motions that turn partners into advocates while navigating shifting enterprise demands. You challenge existing assumptions and set a clear cadence so Pigment dominates this category.

Cross-Functional Collaboration and Enablement

You champion partner wins by aligning internal teams around joint stories that unlock new logos. You orchestrate quarterly reviews with key accounts to surface risk, validate outcomes, and adjust plans. You cultivate a pipeline where opportunities move clearly from introduction to committed value. You architect enablement kits that equip partners to sell complex solutions with consistent messaging. You forge integrations between sales, services, and product so partners experience one coherent journey. You guide partners through structured discovery, ensuring solutions map tightly to stated business goals. You champion data-driven reviews that expose gaps and highlight where partners should focus their efforts next. You coordinate with legal and finance to finalize agreements that protect the business and satisfy partners.

Requirements and Qualifications

You must hold at least three years of experience managing partner relationships in enterprise settings. You must have handled deals valued at 180,000 USD or higher and consistently met or exceeded targets. You must be authorized to work in the United States for this position without sponsorship. You must travel roughly 30% of the time to support partners and attend industry events.

Preferred Experience and Attributes

You prefer experience selling software to enterprise organizations through indirect channels.

Compensation and Location Details

Location: USA

Engagement: Full-time

Compensation: 180,000 USD to 240,000 USD

What you'll do

You will define and execute the partner strategy for Enterprise West in alignment with global leadership, owning end-to-end outcomes from pipeline creation to deal closure. You will translate high-level business objectives into concrete partner plans that drive measurable growth and adoption across the region. You will build and manage trusted relationships with a network of enterprise partners, ensuring collaboration remains strategic and mutually beneficial over time. You will develop and maintain a robust pipeline, setting clear expectations and tracking progress to ensure consistent achievement of quota and target metrics. You will design and deploy partner enablement kits that equip teams with the tools, content, and narratives needed to sell complex, high-value solutions effectively. You will coordinate cross-functional workflows, aligning sales, services, product, and legal teams around a unified partner journey that delivers a seamless experience. You will lead structured discovery sessions with partners to surface needs, validate fit, and map solutions directly to articulated business goals. You will facilitate data-driven reviews, analyzing performance metrics to identify gaps, prioritize focus areas, and guide partners toward optimal actions. You will orchestrate quarterly business reviews with key partner accounts to surface risk, validate outcomes, and adjust plans in real time. You will work closely with finance and legal teams to finalize agreements, ensuring terms protect the business while reinforcing partner trust and satisfaction.

Nice to have

You prefer experience selling software to enterprise organizations through indirect channels.

Practical notes

This role is remote in the United States with preference for individuals who reside in California or Washington State.

This role comes with an expectation of 30% travel.

The role requires a minimum of three years of hands-on experience managing partner relationships within enterprise environments, demonstrating a consistent ability to handle complex deals and navigate multi-stakeholder buying processes. You must have a proven track record of managing deals with values of at least 180,000 USD, showing that you can operate at the executive level and deliver results in high-stakes scenarios. You are authorized to work in the United States without the need for sponsorship, ensuring compliance with employment eligibility requirements from day one. You are prepared to travel approximately 30% of the time, engaging with partners on-site and attending critical industry events to maintain strong relationships and market awareness. This position operates on a full-time basis, reflecting the scope and responsibility associated with owning a key segment of the partner ecosystem. Compensation is structured within a range of 180,000 USD to 240,000 USD, designed to reward impact and align with the strategic importance of the role. The successful candidate will thrive in a fast-paced, growth-oriented environment where ownership, clarity, and execution are paramount.