Channel Account Manager

London, United Kingdom

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.

Create a Job Alert

Interested in building your career at Instabase? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Instabase’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.