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For Companies At a Glance
- Tasks: Drive new revenue through channel partners and build a reseller ecosystem.
- Company: Join Vape Guardian, a leader in smart vape detection and air-quality monitoring.
- Benefits: Competitive salary with uncapped commission and flexible hybrid working.
- Other info: Opportunity to mentor future hires and shape the sales function.
- Why this job: Be a key player in scaling a pioneering company and make a real impact.
- Qualifications: 5-8 years B2B sales experience, preferably in SaaS or PropTech.
The predicted salary is between 40000 - 60000 ÂŁ per year.
Senior Account Executive – Channel & FM (Reseller‑Led)
Location:
UK (hybrid – office, home, and field across the UK)
Contract:
Full‑time, permanent
Reports to:
Founders
Future scope:
First senior hire in sales; expected to
lead and build a team
as we scale.
About Vape Guardian
Vape Guardian provides smart vape detection and indoor air‑quality monitoring to help workplaces and schools keep people healthy, safe, and focused. Our best-in-class hardware & software based system detects vaping, drug use and anti-social behaviour. Our sensors and software are trusted across UK education and expanding rapidly into offices and facilities management (FM), with growing channel interest from distributors, resellers, and installers.
The Opportunity (Why this role exists)
Drive
new revenue from offices and FM companies
primarily
through channel partners
. Your
#1 mandate
is to
find, sign, and activate partners who sell Vape Guardian to their own customer bases
-creating scalable, increasingly
hands‑off growth
. You\’ll run a
full‑cycle
motion: recruit and enable partners, co‑sell initial lighthouse wins, then standardise repeatable playbooks so partners independently generate demand and rollouts. Priority end‑customer segments (sold
via partners
) include
Facilities Managers
,
Education (schools/MATs)
, estates/building management, and compliance/H&S stakeholders.
What You\’ll Do
- Build the reseller ecosystem:
Identify, recruit, and contract high‑fit
distributors, resellers, FM providers, and installers
; define partner tiers, incentives, and territory coverage with a path to partner self‑sufficiency. - Target end customers through partners:
Equip partners to win in
Facilities Management, Education (schools/MATs), estates/building management, and compliance/H&S
-with clear ICPs, messaging, and case studies. - Enable & co‑sell:
Train partners on product, positioning, and ROI. Run
joint discovery, demos, site surveys, and trials
; craft proposals and business cases for estates/building management teams. - Win new logos via partners:
Progress opportunities from first meeting to signature and rollout; navigate multi‑stakeholder buying (estates/FM, compliance/H&S, IT, finance). - Pilot → rollout:
Design short, crisp
free‑trial/pilot
plans with clear success criteria, then convert to multi‑site orders. - Forecasting & governance:
Maintain CRM hygiene and accurate partner‑sourced pipeline/forecast; negotiate commercial terms that protect margin and brand. - Market development:
Represent Vape Guardian at FM/PropTech events; cultivate regional installer networks; feedback market intel into product and marketing. - Scale the function:
Create repeatable playbooks and partner enablement assets;
mentor future hires
and help set performance standards.
Early‑Phase KPIs (flexible, activity‑led)
- Meetings & demos:
Qualified end‑customer and partner meetings/demos per week. - Partner activation:
New partners signed and
enabled to first deal
; partner‑sourced pipeline value. - Trials:
Number of
live free trials
launched;
trial‑to‑rollout conversion rate
and time‑to‑close.
Later‑Phase KPIs (outcome‑led)
- New accounts created
via channel and their
spend/run‑rate
(hardware units + software subscriptions). - Multi‑site expansion
rates across estates/portfolios. - Margin & attach:
Software attach = 100%; healthy partner margin and deal quality.
What You\’ll Bring
- 5–8+ years
B2B new‑business experience (SaaS/IoT/PropTech/H&S), with a
proven channel/reseller motion
. - Network or track record selling
to FM/estates/building management
and/or via
distributors/resellers/installers
. - Credibility running complex, multi‑stakeholder deals; skilled at discovery, ROI/TCO building, objection handling, and closing.
- Experience designing/operating
pilot→rollout
motions and accelerating time‑to‑first revenue for partners. - Commercial acumen for partner agreements, pricing, and protecting brand/value.
- Clear, confident communicator; strong written proposals and C‑level presentations.
- Full UK driving licence
and willingness to travel for partner and customer meetings.
Nice to Have
- Familiarity with
IAQ metrics
(PM2.5/PM10, CO₂, VOC, temperature, humidity), compliance/H&S priorities in offices, and installer workflows. - Exposure to public‑sector procurement (useful crossover from education) and building management systems/integration.
Compensation & Commission (Plan A)
- Base:
ÂŁ40,000
. - Variable:
Commission on hardware only (no recurring component).
Uncapped. - Commission rate:
10%
of
net hardware revenue
(after reseller/partner discounts and rebates). - OTE guide:
~
ÂŁ85,000
(base ÂŁ40k + ~ÂŁ45k variable) when at plan. - Accelerators:
1.25Ă—
commission on attainment
>100%
of quarterly quota;
1.5Ă— >120%
;
2Ă— >150%
. - Decelerator:
0.5Ă—
commission multiplier if
<50> of quarterly quota. - Payment timing:
Commissions payable on
cash received
from partner/reseller. - Clawback:
30‑day
clawback window for returns/RMAs or failed deployments. - Margin floor:
Commission payable only on deals meeting the company\’s
minimum blended margin
. - Attach expectation:
Software attach
100%
on all partner‑led deals (non‑compensable but required for deal approval and forecasting).
What We Offer
- Competitive base salary +
uncapped commission
(indicative OTE £XX–£YY; partner‑sourced accelerators possible). - Pension, mileage/expenses, and home‑office kit.
- 25 days holiday + bank holidays.
- Mission‑led culture focused on reducing underage vaping and improving indoor environments.
- Fast progression
into team leadership as we scale.
Our Product & Install Model (helps you sell)
- Vape Guardian detectors
priced at
ÂŁ249 + VAT
per unit with a flat
ÂŁ19.99/month software fee
regardless of sensor count. - Typical school installs use ~
6 devices
; for offices/FM estates the number scales by floor/cubicle layout. - Install is often completed by
in‑house maintenance or partner installers
; training materials provided.
How We Work
We value pace, ownership, and clarity. You\’ll have the autonomy to build a high‑performing channel while collaborating tightly with the founders. If you\’re energised by turning partner interest into repeatable revenue-and growing into leadership-we\’d love to meet you.
To apply:
Share a short note on a channel you built (or a partner you activated) and the revenue it produced, plus your CV/LinkedIn.
Senior Account Executive, Channel Sales employer: Vape Guardian
Contact Detail:
Vape Guardian Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Account Executive, Channel Sales
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join relevant groups on LinkedIn, and don’t be shy about reaching out to potential partners or mentors. The more connections you make, the better your chances of landing that dream job.
✨Tip Number 2
Showcase your expertise! Create a personal brand by sharing insights and experiences related to channel sales and account management. Write articles, post updates, or even start a blog. This not only demonstrates your knowledge but also makes you more visible to potential employers.
✨Tip Number 3
Prepare for interviews like it’s game day! Research the company, understand their products, and be ready to discuss how you can drive revenue through channel partners. Practice common interview questions and have your success stories ready to share. Confidence is key!
✨Tip Number 4
Don’t forget to apply through our website! We’re always on the lookout for talented individuals who can help us scale. Keep an eye on our job postings and make sure to submit your application directly. It’s a great way to get noticed!
We think you need these skills to ace Senior Account Executive, Channel Sales
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Senior Account Executive role. Highlight your B2B experience, especially in channel sales, and any relevant achievements that showcase your ability to drive revenue through partnerships.
Craft a Compelling Cover Letter: Your cover letter should tell us why you're the perfect fit for Vape Guardian. Share your passion for health and safety, and how your skills align with our mission to create safer environments through innovative technology.
Showcase Your Communication Skills: Since this role involves a lot of stakeholder engagement, make sure your written application reflects your strong communication skills. Use clear, concise language and demonstrate your ability to convey complex ideas simply.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity to join our growing team!
How to prepare for a job interview at Vape Guardian
✨Know Your Stuff
Make sure you understand Vape Guardian's products and the market it operates in. Familiarise yourself with indoor air quality metrics and the challenges faced by facilities management. This will help you speak confidently about how you can drive new revenue through channel partners.
✨Showcase Your Experience
Prepare to discuss your previous B2B sales experience, especially in SaaS or IoT. Highlight specific examples where you've successfully recruited and enabled partners, and how you navigated complex deals. This will demonstrate your capability to lead and build a team as the first senior hire in sales.
✨Be Ready for Role-Play
Expect to engage in role-play scenarios during the interview. Practice how you would conduct a discovery call or a demo with a potential partner. This will showcase your communication skills and ability to handle objections, which are crucial for this role.
✨Ask Insightful Questions
Prepare thoughtful questions about Vape Guardian's growth strategy and the expectations for the Senior Account Executive role. This shows your genuine interest in the company and helps you assess if it's the right fit for you. Plus, it gives you a chance to demonstrate your strategic thinking.