Account Executive, Technology Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the technology integration pipeline.

• Identify, qualify, and finalize partnership agreements with platform companies in areas such as ERP, accounting, HR/payroll, and vertical SaaS.

• Oversee the entire deal cycle, from identifying executive sponsors to conducting technical fit discussions, aligning business models, facilitating legal reviews, and obtaining signatures.

• Collaborate with Product and Engineering teams to create and showcase integration proofs of concept during the sales process.

• Ensure meticulous CRM management by documenting deal strategies and next steps.

• Conduct regular forecast and pipeline reviews alongside sales leadership.

• Work closely with Product to highlight partner-driven roadmap inputs and feature requests, supported by solid business cases.

• Represent Harbor at platform partner events and conferences.

⛳️ Requirements

• Minimum of 6 years of closing experience in B2B SaaS.

• At least 3 years dedicated to tech/platform/integration partnerships.

• Proven history of managing larger embedded and OEM-type deals.

• Strong grasp of API economics, deal registration, revenue-share models, and the distinctions between OEM, embedded, and referral partnership structures.

• Proficient in modern sales methodologies such as MEDDPICC, Force Management, Challenger, or similar approaches.

• Solid technical understanding, including the ability to read API documentation and comprehend integration architecture.

• Advanced proficiency in CRM tools, particularly HubSpot or Salesforce.

• Familiarity with technical sales tools and AI applications for research, deal evaluation, and content creation.

• Exceptional written and verbal communication skills.

• Experience in compliance, legal services, financial services, or another regulated B2B sector (preferred).

• Experience in selling to or forming partnerships with major SaaS platforms (preferred).

• Direct experience collaborating with Product and Engineering teams on API/integration roadmap decisions (preferred).

🏝️ Benefits

• Comprehensive health benefits.

• Flexible paid time off policy.

• Parental leave options.

• Assistance with fertility and adoption.

• 401(k) plan.

• Educational reimbursement opportunities.

• Reasonable accommodations for individuals with disabilities.

• Opting out of automated assessments will not adversely affect your application.