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:
£40,000
.
* Variable:
Commission on hardware only (no recurring component).
Uncapped.
* Commission rate:
10%
of
net hardware revenue
(after reseller/partner discounts and rebates).
* OTE guide:
~
£85,000
(base £40k + ~£45k variable) when at plan.
* Accelerators:
1.25×
commission on attainment
>100%
of quarterly quota;
1.5× >120%
;
2× >150%
.
* Decelerator:
0.5×
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
£249 + VAT
per unit with a flat
£19.99/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.