Senior Director of Channel Sales

New York City, NY - USA

Monthly Salary: Not Disclosed

Posted on: Yesterday

Vacancies: 1 Vacancy

Job Summary

Our client a fast-growing B2B marketplace is seeking a Senior Director of Channel Sales to build and scale a world-class channel ecosystem within the restaurant technology space. This is a highly entrepreneurial role for a leader who can both architect the strategy and roll up their sleeves to execute it. You should bring a GM mindset knowledge of the restaurant tech landscape and a strong track record of driving significant revenue through indirect channels.

Ideal candidates have experience creating channel programs from scratch and scaling partner-driven revenue across accounting firms marketing agencies technology platforms (e.g. OLO NetSuite Sage) and major food distributors (US Foods Sysco).

What Youll Do

Develop own and execute a comprehensive channel sales strategy that drives meaningful indirect revenue
Identify recruit onboard and manage high-impact partners including resellers referral partners accounting firms agencies and tech providers
Build and lead a team of Channel Sales Managers AEs and SDRs; set performance targets and drive partner accountability
Deliver substantial channel-driven revenue with a focus on mid-double-digit contributions
Launch partner programs co-marketing initiatives and scalable enablement frameworks
Optimize CRM workflows forecasting and sales automation systems to support channel operations
Conduct post-program ROI analysis and provide strategic input for budgeting and investment
Operate as a player-coach closing deals directly while building out team structure and long-term channel infrastructure

What You Bring

5 years in channel or partner sales with quota-carrying responsibility
Experience building accounting/payroll/ERP and restaurant tech partnerships (NetSuite Sage Gusto R365 etc.)
Proven success managing and scaling teams of 8 (AEs SDRs Partner Managers CSMs)
Ability to develop channel programs from zero to scale including tiers incentives and enablement
Track record of driving $5M in annual indirect revenue
Strong pipeline management forecasting rigor and CRM-first mindset
Experience within distributor or supplier ecosystems (US Foods Sysco) is a major plus

$300-350K OTE with significant upside as you scale the channel to mid-single digits ramping to double digits. Equity

Recruiting advice

Target Profile: Look for leaders whove built channel/partnership programs at companies selling to accountants marketing agencies or restaurant tech - think ERP payroll or GPO experience.

Team Building Experience: They need to have managed teams of 10 people and ideally have team members who follow them between companies. This isnt an IC role.

Industry Knowledge: Restaurant industry experience is valuable but not required. More important is understanding how channel partnerships work with companies like NetSuite Sage US Foods or Cisco.

Avoid Relationship-Only Hires: Dont prioritize candidates who only bring existing relationships. You want strategic business people who understand why companies like Toast pulled back from channel programs.

Sales Execution: They must be quota-carrying closers not just partnership facilitators. The previous hire failed because they couldnt actually run sales processes.

Startup Readiness: Look for people whove done 0-to-1 builds in scrappy environments not just big company channel managers.

Our client a fast-growing B2B marketplace is seeking a Senior Director of Channel Sales to build and scale a world-class channel ecosystem within the restaurant technology space. This is a highly entrepreneurial role for a leader who can both architect the strategy and roll up their sleeves to execu...