Partner Development Manager

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.

It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.

One Confluent. One Team. One Data Streaming Platform.

The Role

We are seeking a highly motivated and entrepreneurial Partner-Led Account Executive (AE) to build and scale our channel sales motion across the EMEA region. This is a critical role where you will be responsible for creating a vibrant ecosystem of channel partners to drive sales into the Small and Medium-sized Business (SMB) market.

A key focus of this position will be to pioneer our partner strategy in Emerging Markets, specifically targeting Eastern Europe, Africa, and the CIS region. The ideal candidate is a strategic thinker and a hands-on closer, capable of both recruiting partners and driving the end-to-end sales process alongside them to meet and exceed revenue targets.

Key Responsibilities

• Channel Ecosystem Development: Identify, recruit, onboard, and manage a network of high-performing Resell and Co-Sell partners across EMEA to penetrate the SMB market.

• CSP SMB experience: Experience in working with the SMB targeted GTM motions of the CSPs

• Emerging Market Expansion with Distributors: Develop and execute a targeted strategy to establish strategic partnerships in Emerging Countries, including Eastern Europe, Africa, and the CIS region. Prior experience with Reddington/ Ingram Micro is valued.

• End-to-End Sales Ownership: Take full responsibility for the sales cycle within the partner-led model, from lead generation and pipeline management to negotiation and closing deals.

• Partner Enablement: Equip partners with the necessary training, sales collateral, and support to ensure they can effectively represent our products and value proposition.

• Co-Sell Execution: Actively collaborate with partners on joint sales opportunities, leading discovery calls, product demonstrations, and commercial discussions with end-customers.

• Pipeline & Forecasting: Build and maintain a robust sales pipeline, providing accurate and timely forecasts on a weekly, monthly, and quarterly basis.

• Revenue Growth: Meet and exceed assigned sales quotas and strategic objectives for the EMEA SMB and Emerging Markets territory.

• Relationship Management: Cultivate strong, long-term relationships with key stakeholders within partner organizations to ensure alignment and drive mutual success.

Who You Are (Required Skills & Experience)

• Experience: You have 5+ years of B2B sales experience within the software or SaaS industry, with a consistent track record of exceeding sales targets and showing an orientation towards action.

• Channel Expertise: You have demonstrable experience working with and through a channel partner ecosystem. You understand the dynamics of partner relationships and how to motivate them.

• Resell & Co-Sell Motion: You have hands-on experience working with Resell Partners and executing successful Co-Sell motions and also distributor partners. You know how to collaborate effectively to close business.

• Strategic & Hands-On: You are a self-starter who can build a strategy from the ground up while also being comfortable managing the day-to-day tactical aspects of a sales cycle.

• EMEA Market Knowledge: You have experience selling into the diverse markets across the EMEA region. Experience specifically in Eastern Europe, Africa, or CIS is a significant advantage.

• Communication Skills: You possess exceptional communication, presentation, and negotiation skills and are able to collaborate effectively with all levels of stakeholders.

• Language Skills: As this is a pan Europe/ Africa role, the applicant must speak English to a very high professional standard and additional languages are welcome and valued.

Ready to build what's next? Let’s get in motion.

Come As You Are

Belonging isn’t a perk here. It’s the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what’s possible.

We’re proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.