Enterprise Account Executive, Alliances

About the role

You will own the end-to-end sales cycle for new-logo and expansion business generated through strategic alliance partners, driving revenue growth alongside the Big 4 and global systems integrators. You will build and manage joint go-to-market relationships with partner practice leads, enabling co-selling motions into global banks, private equity firms, and asset managers. You will recruit, enable, and activate partner sales and delivery teams on Rogo's value proposition and prioritized use cases. You will construct and map complex organizational hierarchies to build C-suite relationships within both partner firms and their end clients. You will lead rigorous discovery and run proofs of value tied to clear business outcomes in collaboration with alliance teams. You will craft executive-ready business cases and skillfully navigate security, compliance, and legal reviews to unblock procurement. You will drive deals from partner-sourced pipeline to multi-year enterprise license agreements and then partner with Post-Sales to ensure successful roll-outs and upsells. You will consistently deliver ARR targets sourced through and influenced by alliance partners while feeding actionable customer and partner insights back to product and GTM teams.

Key facts

What you'll do

• Orchestrate and own a new-logo and expansion quota generated through and alongside strategic alliance partners, including the Big 4 and global systems integrators such as Deloitte, PwC, EY, KPMG, and Accenture.
• Build, nurture, and manage joint go-to-market relationships with partner practice leads, proactively driving co-selling motions into global banks, private equity firms, and investment management organizations.
• Recruit, enable, and activate partner sales and delivery teams to ensure consistent articulation of Rogo's value proposition and targeted use cases.
• Map and build C-suite relationships within both partner organizations and end-client environments, navigating complex structures and multi-threading deals across multiple stakeholders.
• Lead rigorous discovery engagements and execute proofs of value that are explicitly tied to measurable business outcomes in partnership with alliance teams.
• Construct executive-ready business cases that clearly articulate ROI, and skillfully navigate security, compliance, and legal reviews to accelerate procurement decisions.
• Drive deals sourced through partner channels from initial pipeline engagement to signed, multi-year enterprise license agreements, then partner with Post-Sales to ensure seamless roll-outs and subsequent upsells.
• Consistently achieve and exceed ARR targets sourced through and influenced by alliance partners, while synthesizing and feeding qualitative customer and partner insights to product and GTM teams.
• Maintain and optimize a robust pipeline of opportunities across multiple partner ecosystems, applying disciplined forecasting and quota attainment practices.
• Serve as a primary point of collaboration for partner teams during high-stakes negotiations, ensuring alignment on commercial terms, implementation scope, and success metrics.
• Leverage data and deal analytics to identify blockers, refine playbooks, and improve conversion rates across the partner-led sales motion.
• Champion Rogo's mission and platform narrative in every interaction, reinforcing trust and thought leadership with both internal and external stakeholders.

Requirements

• Bring 5+ years of experience closing complex SaaS deals, with at least 2 years specifically focused on building or managing alliance and channel relationships.
• Demonstrate a track record of hitting $1M+ annual quotas using structured frameworks such as MEDDPICC or Command of the Message.
• Maintain existing relationships within major advisory and consulting firms, including but not limited to Deloitte, PwC, EY, KPMG, and Accenture, at the practice-lead or partner level.
• Translate advanced AI concepts into board-level return on investment narratives that resonate with both partner and end-client audiences.
• Obsess over pipeline generation and exhibit disciplined deal execution across multi-party sales motions involving stakeholders, legal entities, and compliance organizations.
• Thrive in a startup environment, operating autonomously, adapting quickly to ambiguity, and maintaining an insatiable hunger to win.
• Consistently make decisions and take ownership of outcomes in fast-moving, resource-constrained scenarios without requiring excessive oversight.
• Communicate with clarity and precision, tailoring messaging for technical evaluators, executive sponsors, and procurement stakeholders.
• Collaborate effectively with globally distributed teams, aligning on priorities and maintaining momentum across time zones.
• Adhere strictly to company policies, security protocols, and confidentiality agreements in all client and partner interactions.

Nice to have

• Experience selling sophisticated solutions to investment banks, private equity firms, and capital-markets teams within buy-side and sell-side environments.
• Familiarity with large language models, data-privacy standards, and enterprise information security review processes.
• Background in co-building joint solutions, accelerators, or dedicated practices with strategic consulting partners.

Practical notes

• This is a full-time role based in New York City.
• Candidates must be eligible to work in the United States without sponsorship.
• No visa sponsorship is available for this position.
• Travel may be required as part of client and partner engagements.
• Applicants are encouraged to apply only if they meet the outlined requirements and can commit to the full-time schedule.