Valence Ai

Account Executive - Direct Sales and Channel Partnerships

Full-Time

San Francisco, CA, USA

In‑Person/Hybrid

Overview

We are looking for an AE who will be responsible for both closing direct deals and building our first channel partnerships. We integrate into platforms our customers already use (CCaaS, sales dialers, AI voice agent frameworks), which means those platform companies are natural partners.

This position expects a roughly 60/40 split between closing direct deals and developing channel partnerships that generate co‑sell pipeline and embedded distribution. The direct deals add to credibility and product knowledge; the channel work multiplies reach.

Responsibilities

• Close direct enterprise deals — full cycle, $75K–$250K ACV, VP/Director buyers in CX and contact center ops
• Identify, recruit, and activate channel partners: CCaaS vendors, systems integrators, conversational AI platforms, sales tech providers
• Build co‑sell and co‑marketing motions with partners that generate pipeline for both sides
• Develop partner enablement materials: one‑pagers, integration guides, joint value props
• Negotiate partnership structures — referral agreements, reseller terms, technology partnerships, revenue shares
• Represent Valence at partner events, industry conferences, and ecosystem meetups
• Work 3+ days a week in office in San Francisco

Qualifications

• 3+ years in B2B SaaS sales with at least some experience in channel, alliances, or partner‑driven selling
• Ability to close direct deals while simultaneously building longer‑cycle partner relationships
• Existing relationships in the contact center, conversational AI, or sales tech ecosystem are a major plus — Five9, Genesys, NICE, Dialpad, Twilio, LiveKit, or similar
• Comfortable being the first person in a role — helping define the partner program, not inheriting one
• Enough technical knowledge to articulate how an API integration creates value for a partner's customers
• Entrepreneurial mindset — you think about building a channel the way a founder thinks about building a company