SALES/PARTNERSHIPS LEAD - COMMODITIES needed at one of our clients that provides SaaS communications platforms and ultra-low latency electronic trading connectivity and infrastructure to the buy side, sell side, exchanges and more. Hybrid 3x per week in office in NYC only. Base $200k - $235k and OTE $350k+. Must have 10+ years’ experience in partner, channel, or alliance sales within enterprise SaaS, fintech, or communications platforms with a background in the energy and commodities markets.
The Sales Lead, Commodities Market & Embedded Ecosystem Solutions is a senior channel and partner GTM role, accountable for driving adoption and revenue growth through the firm's strategic partnership with ICE.
This role owns the go-to-market strategy with ICE, focusing on expanding adoption within ICE’s existing customer base, accelerating uptake across ICE’s desktop and chat environments, and opening underserved markets such as energy and commodities.
Success requires close partnership with Product, Revenue Operations, and the broader sales organization, given significant overlap with core sales accounts.
How You Will Make an Impact:
Partner Led Go-to-Market (Primary Accountability)
• Own and execute the joint GTM strategy with ICE
• Build and maintain joint territory and account plans
• Align ICE and internal sales teams on priorities, target accounts, and plays
• Act as the primary senior point of contact for ICE commercial stakeholders
Adoption & Revenue Growth
• Drive adoption within ICE’s existing customer base
• Expand adoption into underserved markets (e.g. energy and commodities)
• Increase attach and expansion within client's installed base, introducing offerings where the firm already provides trading communications
• Deliver measurable growth in:
o Active users / seats
o Partner sourced and partner influenced pipeline
o Conversion from trial to paid deployments
Co-sell Execution & Pipeline Management
• Lead structured co-sell motions with ICE and client field teams
• Run time-bound activations and trials with clear success criteria
• Maintain strong forecast accuracy and pipeline hygiene in Salesforce
• Own partner reporting cadence, including QBRs and executive updates
Partner Enablement & Field Readiness
• Develop and deliver:
o Partner playbooks
o Sales enablement and training
o Joint messaging and positioning
• Improve partner win rates, velocity, and consistency of execution
• Manage partner programs and market development activities (MDF)
Customer Outcomes & Compliance Alignment
• Position ICE + client solutions as enabling:
o Secure, compliant trading communications
o Record-keeping and retention requirements
• Partner with Product, Legal, and Compliance to ensure accurate, compliant
messaging
• Avoid over-promising while clearly articulating customer value
How You Will Measure Success
• Growth in ICE adoption and active usage
• Partner sourced and partner influenced revenue
• Attach rate and expansion within client accounts
• Trial to paid conversion rates and time to value
• Forecast accuracy and pipeline quality
• Strength and effectiveness of ICE partnership engagement
Essential Skills and Experience to be Successful in this Role:
• 10+ years’ experience in partner, channel, or alliance sales within enterprise SaaS, fintech, or communications platforms
• Proven track record building and executing joint GTM strategies with strategic partners
• Experience driving adoption and seat growth across large, regulated enterprise customer bases
• Strong understanding of capital markets workflows (front/middle/back office) and trading communications
• Executive level presence with experience leading:
• Joint account planning
• Pipeline reviews
• Partner QBRs
• Strong commercial acumen across:
• Pricing and contracts
• Partner incentives and MDF
• Channel conflict management
• Advanced CRM discipline (Salesforce), forecasting, and revenue inspection
cadence
• Ability to operate globally, with flexibility to travel as required
• Highly collaborative; able to influence without authority
• Comfortable operating across partner, product, and sales organizations
• Commercially rigorous with strong execution discipline
• Confident navigating ambiguity and complex stakeholder environments
• Inclusive, clear, and outcome focused communicator
Desired Skills and Experience:
• Direct exposure to ICE Chat, ICE Voice, and/or ICE Connect
• Background in energy and commodities markets
• Familiarity with communications compliance and archiving ecosystems
• Experience launching partner enablement programs at scale