Channel Account Manager

At Instabase, we're passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry.  With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.

Instabase offers a consumption-based pricing model where customers can pay only for what they use, aligning directly with the value our products deliver. It empowers our clients to explore our AI Hub platform features extensively, enabling them to uncover crucial business insights. This customer-centric model allows Instabase to glean insights from diverse use cases and behaviors, ensuring we deliver top-tier solutions that provide unmatched advantages for everyday business operations.

With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we've built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.

About the Role:Instabase is seeking our first Channel Account Executive based in London to significantly expand our partner ecosystem across EMEA. Reporting directly to the Director, Channel Sales, this is a foundational role for a strategic and hands-on professional ready to build, recruit, enable, and manage a high-performing network of channel partners. You will be instrumental in driving channel-sourced revenue, increasing market penetration, and ensuring our partners are fully equipped to sell and implement Instabase solutions throughout the region. If you're a self-starter with a proven track record in channel development within enterprise software and are excited by the opportunity to shape our EMEA channel strategy from the ground up, we want to talk to you.

What You'll Do

• Pioneer Channel Growth: Identify, recruit, and onboard new strategic channel partners (e.g., resellers, system integrators, technology partners) across key EMEA markets, aligning with Instabase's overall growth objectives.
• Develop Strategic Partnerships: Build and nurture strong, long-term relationships with channel partners, acting as their primary point of contact and trusted advisor.
• Drive Partner Enablement: Develop and execute comprehensive enablement plans, providing partners with the training, tools, resources, and support needed to effectively position, sell, and implement Instabase's AI platform.
• Collaborate on Co-Selling: Work closely with Instabase's direct sales teams to identify joint opportunities, facilitate co-selling motions, and ensure seamless engagement on customer accounts.
• Execute Joint Business Plans: Develop and manage joint business plans with key partners, setting clear objectives, strategies, and success metrics to drive pipeline generation and revenue attainment.
• Performance Management & Reporting: Track, analyze, and report on partner performance, pipeline health, and revenue contributions, providing regular updates to leadership.
• Market & Competitive Intelligence: Stay abreast of market trends, competitive landscapes, and partner ecosystem developments within EMEA, identifying new opportunities and potential challenges.
• Represent Instabase: Act as an Instabase ambassador at industry events, partner conferences, and customer meetings across the region.
• Optimize & Scale: Contribute to the continuous improvement of our channel program, processes, and partner-facing materials to ensure scalability and effectiveness.

What We're Looking For

• Experience: 5+ years of progressive channel sales, channel account management, or business development experience within enterprise software (SaaS, AI, automation, or data platforms preferred).
• Regional Expertise: Proven experience building and managing channel partnerships across various EMEA countries, with a strong understanding of regional market dynamics.
• Track Record: Demonstrated success in recruiting, enabling, and managing channel partners to consistently exceed revenue targets.
• Communication & Negotiation: Exceptional communication, presentation, and negotiation skills, with the ability to articulate complex technical and business value propositions clearly and persuasively.
• Technical Acumen: Ability to understand and articulate the value of AI, machine learning, and automation technologies to both business and technical audiences.
• Relationship Builder: A natural ability to build rapport, establish trust, and foster long-term, mutually beneficial relationships with partners.
• Tools: Experience with CRM (e.g., Salesforce) and partner relationship management (PRM) systems.
• Education: Bachelor's degree or equivalent practical experience.
• Travel: Willingness to travel frequently across EMEA as required to meet with partners and attend events.

Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.