Account Executive - Partnerships/Carrier Sales in United States

29 days ago
Senior Level
Full Time
Documo builds document software solutions that help businesses streamline document processes. We make working with documents easy, more secure, and friendly towards our planet. We want to help drive mass adoption of paperless document technologies. We believe the way to do this is to build amazing products that solve and improve every aspect of document workflow. We couple that with our passion for customer success and our meticulous attention to design and user experience. We build solutions that are secure, easy to use, and improve business efficiency.


We’re looking for an Account Executive - Partnerships/Carrier Sales. This role is responsible for driving sales and bringing in new White Label accounts. This includes prospecting and outreach, managing a pipeline of partners, expertly presenting the product capabilities, tailoring the value proposition to partners' workflows, and most importantly closing deals. Playing a critical role in Documo’s growth strategy, you’ll drive and have oversight of Documos corporate partnerships. You’ll collaborate with Documo’s sales and account management teams to support the sales funnel related to users created through strategic partners.


  • This is both a partner relationship and revenue generating role, focused entirely on our service providers
  • Managing relationships with our existing partners as well as recruiting, onboarding, and enabling more partners
  • Ability to learn our technology, become a product expert and train our partners on how to be successful on Documo products is critical
  • Generate pipeline and growth through our white label partners by developing and executing programs that drive referrals to Documo.
  • Work as a team with the direct sales team to close referred business while acting as a liason to the referring partner
  • Develop mutually-beneficial and trusting relationships with partners, making Documo a favored company to work with
  • Work with key partner stakeholders to develop partnership plans and establish mutual growth goals, reviewing regularly with Documo management and with partners
  • Have regularly scheduled calls, explore specific needs and anticipate new opportunities
  • Lead compelling presentations of Documos product and vision to a broad range of audiences from c-level executives to individual contributors
  • Leverage existing white label relationships to introduce Documos value to clients
  • Expand white label relationships through marketing efforts (working closely with our in-house marketing team), outreach, and personalized follow-up


  • Prefer 5 years of relevant experience, with at least 5 years of partnership/corporate development experience
  • Prefer at least 2 years of selling within the Telecommunications industry to key decision makers
  • Demonstrated experience driving the full lifecycle of strategic partnership development
  • Industry experience in document workflow solutions, tech/data or SaaS
  • Contract negotiation skills, deal structuring experience and strong financial acumen
  • Ability to establish and cultivate strong relationships at the C-level
  • Ability to correspond and connect with people (via phone/video, email, and in-person) on a professional level
  • Exceptional communication skills (verbal and written)
  • Willingness to travel to trade shows a few times per year
  • Experience using a CRM (Salesforce proficiency preferred)

About You

Being an ideal candidate, you like to manage your accounts like you'd run your own business. You know that your success depends on the team's success. People trust you and come to you for advice. You are confident in your ideas but always open to input from others because you know the best ideas come from different perspectives. You find sharing your expertise and developing others rewarding---and helping everyone win is the best.

*Note: As a fully distributed company, we are open to hiring anywhere, however, the work hours for this position are during USA business hours

What you'll get:

  • Competitive salary and benefits (medical, dental, vision, 401k with match) *must reside in USA to receive benefits
  • Work with a small distributed team that love what they do
  • The ability to work from wherever makes you happy
  • Work for a fast-growing technology company with a supportive, inclusive, and fun culture

We encourage you to apply

At Documo, we value our differences, and we encourage all—especially those whose identities are traditionally underrepresented in tech organizations—to apply. We do not discriminate on the basis of ancestry, race, place of origin, political belief, religion, marital status, family status, physical or mental disability, sex, sexual orientation, gender identity or expression, age, or any other characteristic protected by law. Documo is an equal opportunity employer.