Enterprise Account Executive - Platform Clients

Job Description

Tremendous is the global platform built for businesses to send thousands of payouts to anyone, anywhere, for free. We're trusted by 20,000 organizations like Atlassian, MIT, and United Way to deliver gift cards and money to millions of recipients worldwide.

Our customers (researchers, marketers, HR teams, nonprofits, and platform businesses) rave about how fast and easy Tremendous is to use. Check out our ratings on G2.

Tremendous is profitable and growing without outside investors. We're a fully remote, high-documentation, low-meeting culture, which means more time for what matters in both your professional and personal life. The team agrees: our employee NPS is in the high 80s.

About the role

As our Enterprise Account Executive, Platform Clients, you will sell to software companies that embed Tremendous into their own product so their customers can send rewards and payouts. Think employee recognition tools, loyalty and referral platforms, affiliate and creator networks. One platform integration brings dozens or hundreds of end clients onto Tremendous, which is why these are valuable and profitable deals.

This is not a rewards API sale. You are selling a partnership: a new feature for their product, a new revenue line for their business, and a payouts expert they don't have to build in-house. The buyer is usually a Product Manager, an engineering lead, or a founder, and the deal doesn't close when the contract is signed. It closes when their integration is live and their end clients are sending rewards.

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Platform deals run long (6 to 18 months is normal) and then compound. Several of our best platform clients started as five-figure conversations and now run millions in annual volume. You'll own a book of these and be the quarterback for each one from first call through end client activation.

This role is roughly 70% new logo and 30% expansion. You're primarily a hunter, but every platform you land becomes an account you grow by helping them onboard more end clients.

What you'll do:

• Hunt across the platform landscape. Build a target list of software companies in our proven sub-segments and beyond, segment it by fit and end client count, and go after it deliberately with your SDR partner. Many of your best prospects don't offer payouts today; your pitch is that they should.
• Sell the partnership, not the product. Lead with the prospect's pain and their product roadmap. Size every deal by what sits behind it: how many end clients, net-new vs. migrating existing ones, what they use for payouts today. Structure economics (standard pricing first, rebates and incentives when the deal needs them) with Deal Desk.
• Work hand in hand with Partnerships and Solutions Engineering. Platform deals are a team sport. You’ll partner closely with our Partnerships team on strategy, positioning, and commercial structure, and with Solutions Engineering on scoping and the technical build. You bring them in early, keep them in the loop as the deal evolves, and make sure nothing gets lost between selling, building, and go-live. Clear communication and a genuine instinct for cross-functional teamwork matter as much here as closing skill.
• Multi-thread across business and technical buyers. Your champion may be a Head of Product; the budget may sit with a CFO; the integration lives with an engineering lead. Work all three in parallel, bring our Solutions Engineer in early, and get the prospect's engineers into a shared Slack channel.
• Own the integration window. The bottleneck on a platform deal is never your selling. It's the prospect's engineering team prioritizing the build. You stay present through the quiet months, run a disciplined cadence, remove blockers, and give their finance team reasons to push the project forward.
• Qualify well, and don't write deals off too early. A deal that sits in Qualified for six months is not dead. Know the signals that a deal is real (engineer on early calls, sandbox activity, roadmap with a timeline) and the ones that mean parking lot.
• Navigate compliance with confidence. Tremendous operates under bank partner rules, so every platform client gets vetted early. You ask the right questions on the first call (who funds the account, who the end clients are, whether payouts are the whole business), explain our KYB process without scaring anyone, and loop in Ops before promising a structure.
• Own your number. You'll carry a quota and a forecast you're accountable for. Platform deals forecast differently (don't call a same-quarter close until the integration is built and end clients are onboarding), and you'll be expected to know the difference.
• Be ambitious. Ambition isn't a dirty word at Tremendous. Platforms are the vertical we're betting on to carry us into markets we'd otherwise have to build for, which means growth in role and responsibility along with real personal upside.

What you'll bring

• 6+ years in SaaS sales, currently in a Mid-Market or Enterprise AE position
• A consistent track record of hitting quota
• Experience selling a product that required a technical integration on the customer's side: an API, a payments or fintech product, an embedded solution. Partnership sales experience is a big plus.
• Comfort talking to Product Managers and engineers, and the credibility to hold a technical room without being the engineer
• You present well and you communicate clearly and concisely
• The business acumen to size a deal, structure a partnership, and spot new use cases inside accounts you've already won
• You can self-source a meaningful share of your own pipeline, paired with an SDR, with the rest coming from inbound
• Comfort with long, multi-stakeholder cycles that go quiet for weeks, without letting your pipeline or your cadence go quiet with them

What's cool about the role

• Competitive pay and equity. The base salary for this role is $150,000 - $180,000. Total OTE is $260,000 - $300,000.
• Real benefits.
• Fully remote. Work from anywhere in the Americas.
• Great culture. Read more about how we work in our public handbook.