Why This Job is Featured on The SaaS Jobs
WorkSpan sits in a distinct corner of B2B SaaS: infrastructure for partner-led revenue, where outcomes depend on interoperability across companies rather than adoption inside a single org. The Sales Business Consultant role reflects how modern SaaS growth increasingly runs through hyperscaler marketplaces and co-sell programs, with buying decisions shaped by alliances, sales operations, and IT stakeholders at once.
From a SaaS career standpoint, this position builds durable strengths in value engineering and multi-persona narrative design, both central to enterprise SaaS where ROI scrutiny is high. It also offers repeated exposure to marketplace mechanics and incentive timing across major cloud ecosystems, a GTM layer that transfers well to platform, data, and security SaaS companies that rely on partner channels to scale.
This role tends to suit professionals who prefer being sales-attached specialists rather than quota owners, and who enjoy turning ambiguity into structured business cases. It aligns with candidates comfortable moving between commercial and technical conversations, producing reusable assets for field teams, and feeding competitive and product signals back into the broader go-to-market system.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About WorkSpan
The next era of growth is being driven by business interoperability. Cloud, genAI, solutions combining services and software- more and more, companies outpace their competition not just through building superior products, but by creating stronger partnerships, paths to market, and better business models for winning together. Cloud providers, service providers, tech partners and resellers are teaming up to win more deals together through co-selling.
WorkSpan is building the world’s largest, trusted co-selling network.
WorkSpan already has seven of the world’s ten largest partner ecosystems on our platform and $50B of customer pipeline under active management. AWS, Google, Microsoft, MongoDB, PagerDuty, Databricks and dozens of others trust WorkSpan to accelerate and amplify their ecosystem strategies.
With a $30M series C and backing from world class investors Insight Partners, Mayfield, and M12, WorkSpan is poised to drive the future of B2B. Come be a part of it.
Join Our Team For The Opportunity To
- Own your results and make a tangible impact on the business
- Develop a deep understanding of GTM working closely with leadership across sales & marketing
- Work with driven, passionate people every day
- Be a part of an ambitious, supportive team on a mission
About The Role
- WorkSpan is the Partner Revenue Platform — the AI operating system that runs the partnership business between two companies, not inside one. Our deals close in committees that span a CRO, a VP of Alliances, a Sales Operations leader, and an IT or AI strategy stakeholder, and every one of them must agree before anything is signed. The Sales Business Consultant (SBC) is the revenue multiplier on those deals. You walk into complex, multi-stakeholder enterprise pursuits and convert ambiguity into a defensible business case: diagnosing partnership maturity, mapping hyperscaler incentive timing to the buying cycle, engineering the ROI model, and delivering the bidirectional-architecture talk track that makes IT and AI strategy leaders say, “this is architecturally distinct from anything in our stack.”You do not carry a quota. You drive ARR growth, win-rate lift, sales-cycle compression, and incentive capture across the deals you touch. You operate Sales-attached, never independently, on opportunities that meet defined entry criteria. Key Responsibilities:
- Strategic Partnership Diagnosis Assess customer partnership maturity across WorkSpan's ecosystem segments, quantify revenue leakage, and translate partner workflow gaps into executive-level business cases tied to financial impact.
- Bidirectional Architecture Storytelling Own and deliver WorkSpan's core platform narrative — explaining why it operates between companies rather than inside one — and defend it against competitors like Salesforce Agentforce, Gong, and general-purpose AI tools.
- Hyperscaler Incentive & Marketplace Strategy Identify and time AWS, Microsoft, and Google Cloud incentive programs (ACE, MAP, MACC, etc.) to the customer's buying cycle, positioning them as deal accelerators rather than discounts.
- Value Engineering & Business Cases Build ROI models grounded in WorkSpan's four capabilities (Agents, Seller Activation, Process Automation, Engagement & Attribution) that produce CFO-defensible outcomes like win-rate lift and deal velocity.
- Demo & Use-Case Orchestration Run tailored, narrative-driven demos for each deal's specific audience and produce leave-behind assets (videos, micro-decks, ROI summaries) that continue circulating within the buying committee.
- Buyer Committee Navigation Adapt the platform story across at least four personas in a single deal — CRO, VP of Sales, Alliance Exec, Sales Ops, IT — without losing credibility with any of them.
- Sales Enablement & Signal Flow Codify reusable assets, train AEs/BDRs on when to engage SBC, and feed competitive intel and feature gaps back to Product and Marketing.
Qualifications
Experience
- 5+ years in Solutions Consulting, Sales Engineering, Value Engineering, or Cloud/Marketplace GTM for B2B enterprise SaaS
- Proven track record on complex, multi-stakeholder deals in the $100K–$1M+ ARR range, owning solution strategy and executive storytelling end-to-end
Hyperscaler & Ecosystem Knowledge
- Direct exposure to co-sell or marketplace motions across AWS, Microsoft, and/or Google Cloud
- Fluency in partner ecosystem complexity — PRM, ISV/GSI dynamics, marketplace mechanics, services multiplier, and attribution lineage — translated into CFO-level financial outcomes
Technical & Platform Credibility
- Ability to deliver architectural talk tracks to mixed audiences of revenue leaders and IT/AI strategy stakeholders without losing either
- Comfort with configuration management, JSON/CSV, and AI tooling
AI Proficiency
- Working knowledge of AI prompting (Claude/Gemini) to accelerate the sales process
Consulting Mindset
- Structured discovery and hypothesis-driven approach
- Comfortable being the subject matter expert on incentives without coming across as a procurement specialist
Bonus / Nice-to-Have
- Prior experience selling into Alliance Management, Channel Partnerships, or CRO personas
- Familiarity with Salesforce-embedded experiences — managed packages, Lightning Web Components, and right-rail CRM workflows
