Cloud GTM Practice Lead

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.

Location: San Francisco, CA

What You’ll Own (for real):
• Build a practice of Cloud GTM coaching for our customers. We have version of this internally that our CS team have built but you will take it to the next level with world-class

• Content: open source playbook that partnerships professionals can leverage to hyperaccelerate on cloud partnership.

• Timelines: Working with customers on shared timelines on outcomes and driving towards it.

• Webinars / IRL events

• Use AI aggressively to achieve all of the above and to understand leading indicators on what’s working and what is not.

• Work closely with our founders, partnerships, sales, marketing and product teams.

This is a bit of a funky role that doesn’t really exist elsewhere in the market. :
You must become the biggest advocate of our product and its biggest critic. Our job is to help our customers adopt the fastest growing sales channel - cloud marketplaces and co-selling with the hyperscalers.

Our customers need and want help beyond just product and view us as trusted thought partner on the right partnerships strategy and execution timelines.

For context, we eat our own dog food - meaning we have 100% partner attach rates, and drive over 90% of our revenue through the marketplace. You will be entering a team where everyone is cosell-fluent (even if we may not all be proficient). You are coming in to introduce new ideas of how partnerships can be done with AI, data, and systems-minded thinking.

Who This Is For:
• Grit. There’s nothing more important than this. You will feel stretched at times. You’ll learn a lot in this role. You must be humble and hungry.

• Top notch organization and attention to detail.

• Ability to understand, synthesize and present data to leadership team AND partners (AWS, Azure, GCP, etc.)

• Extreme ownership mentality. Let’s run through some walls.

• Experience co-selling with hyperscalers is a must. Experience at a hyperscaler is a nice-to-have.

Why Join Us:
• The salary for this role is $150,000–$210,000/year, depending on experience, market location, and overall fit for the role.

• Competitive salary, comprehensive health insurance, monthly office stipends, meaningful equity plan, benefits, etc.

• Our mission is to bring a consumer experience to B2B sales.

• We are a team of ~60 people with hubs in SF and Vancouver.

• You get to manage 2 awesome partnerships associates!

• Top-notch team - You'll work with an awesome bought-in team, who have both built large-scale enterprise SaaS products at top companies (e.g. Google, Meta, Salesforce, Confluent), and high-growth startups (e.g. Workstream, Motive, Square).

• Well-funded / long runway

• We are a fast-moving flat org and avoid hierarchical structures.