Channel Account Executive

Channel Account Executive (Remote)
Most channel roles ask you to manage relationships. This one asks you to build them from scratch, then make them productive. There's a real difference, and it matters for who thrives here.

At ACI Learning, the Channel segment is a growth priority, and we're looking for someone who genuinely enjoys both sides of the work: hunting for the right partners before anyone else does, and running disciplined business planning with the ones already producing. Neither half is optional. If you've been great at one but bored by the other, this role will show that quickly.

What you'll actually spend your time on
The partner ecosystem you inherit has a foundation, but a lot of it is underworked. Part of your mandate is figuring out where the leverage is. Which partners are worth doubling down on? Which segments are underpenetrated? Where can a well-run QBR or a joint GTM motion actually change behavior and revenue?

Alongside that, you'll be recruiting and enabling net-new partners: VARs, MSPs, and education-focused distributors who can extend ACI Learning's reach into segments we're not fully covering today. That means onboarding, enablement, and staying close through the first several deals until a repeatable motion is in place.

You'll carry a full quota across both new and expansion channel revenue. Forecasting and pipeline management happen in Salesforce, and you'll work closely with direct sales and customer success so channel isn't operating in isolation.

What we're looking for
The short version: someone who has done this before in a B2B SaaS environment, knows what a productive channel ecosystem looks like, and doesn't need a fully built playbook to get moving.

More specifically:

5 or more years in B2B SaaS channel or partner sales, with quota attainment you can actually speak to
Familiarity with multiple partner types (VARs, MSPs, distributors) and how to manage a tiered ecosystem without over-managing it
Experience in IT training, education, or workforce development is a genuine differentiator here, not a checkbox
Comfortable with ambiguity: processes exist, but this is still a growth-stage environment where some things are being refined as you go
Salesforce for pipeline management is a given
What success looks like
By month six, you've done the diagnostic work on the existing partner base, identified the top performers by revenue potential, and established real business cadences with priority partners. Pipeline from channel is trending up.

By month twelve, you're at or above quota. A handful of net-new partners are producing. And you've built the internal relationships with direct sales and CS to function as a real extension of the GTM team, not a separate track.

Compensation

OTE is structured 60/40 base to variable with uncapped upside.

If this sounds like the kind of work you've been looking for, we'd like to hear from you.

ACI Learning is committed to pay transparency and compliance with all applicable state and local laws. Below you’ll find the guaranteed base salary range, the commission/bonus structure, and the total on-target earnings (OTE) at 100% quota attainment for this role.

Base Pay Range
$90,000—$96,000 USD
Commissions / Variable
$60,000—$64,000 USD
Total Cash Compensation Range (OTE)
$150,000—$160,000 USD
Why ACI Learning is Your Next Big Move
For Full-Time, Benefits Eligible Positions

Comprehensive medical, dental, and vision coverage—starting the 1st of the month after your hire date.

Four weeks of paid parental or medical leave, so you can focus on what matters most.

Flexible PTO policy, sick time, and eight paid holidays — because we believe in balance.

401(k) retirement plan so you can invest in your future from day one.

One free course each year after 90 days — advancing your skills is part of the job.

Tuition assistance to support your continued education and professional growth.

Skills Required
5 or more years in B2B SaaS channel or partner sales with demonstrable quota attainment
Experience recruiting, onboarding, and enabling VARs, MSPs, and distributors
Familiarity managing a tiered partner ecosystem without over-managing
Experience using Salesforce for pipeline management and forecasting
Ability to carry a full quota across new and expansion channel revenue
Comfortable operating in an ambiguous, growth-stage environment
Experience in IT training, education, or workforce development