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.
Job Type: Full-time
Pay: From £40,000.00 per year
Benefits:
* Work from home
Work Location: Hybrid remote in Southampton SO30 2AU