Account Executive

First, what we’re actually doing Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end-to-end orchestration system for the fastest growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta. Role Overview We’re looking for an Account Executive to help drive new customer acquisition. This role is intentionally broad: you’ll work deals of varying sizes and complexity, partner closely with cross-functional teams, and play an active role in shaping how we sell as we grow. This is a great role for someone who enjoys variety, wants real ownership of outcomes, and thrives in an environment where you’re trusted to run your business—not just execute a narrow motion. Location : San Francisco, CA (Hybrid - 3 days per week in office) What You’ll Own (for real) Own the sales cycle from first conversation through close Work inbound and outbound opportunities across a mix of customer sizes and use cases Develop a deep understanding of Suger’s product, customers, and the cloud marketplace ecosystem Run thoughtful, customer-centric discovery and product conversations Collaborate closely with Product, Marketing, and Customer Success to close and grow accounts Forecast accurately and manage pipeline with discipline and transparency Contribute to improving sales processes, messaging, and playbooks as we scale Represent the voice of the customer internally Who This Is For 3+ years of experience in a quota-carrying SaaS sales role Proven ability to manage deals end-to-end and consistently hit or exceed targets Comfortable selling to a range of customers and navigating varying deal complexity Strong discovery and communication skills; able to explain complex workflows clearly High ownership mentality—you take responsibility for outcomes, not just activity Curious and adaptable; you want to understand the product, market, and buying motion deeply Collaborative, low-ego approach to working across teams Nice to Have Experience at a high-growth or early-stage SaaS company Exposure to AI, B2B Cloud marketplaces, partner-led sales, or complex procurement workflows Background selling into high tech software companies such as platform, infrastructure, or devops Experience working closely with founders or small leadership teams Why Join Us The OTE for this role is $220,000–$300,000/year, depending on experience, market location, and overall fit for the role We are a team of ~50 people, headquartered in the Bay Area (with teams globally), and growing rapidly You’ll sell into one of the fastest-growing routes to market in B2B SaaS, as cloud marketplaces become a primary way enterprises buy software A chance to operate closer to the market, product, and strategy than is possible in highly segmented sales orgs A product positioned at the center of how ISVs, partners, and hyperscalers transact across AWS, Azure, and Google Cloud Real ownership and visibility into outcomes at a stage where your work directly influences growth A focused GTM team of top performers with high trust, clear expectations, and minimal bureaucracy