Head of Channel Development

Job Summary

To establish and scale a partner-led sales motion, the full-time Head of Channel Development will recruit, activate, and grow high-value channel partners while building the commercial foundation for a scalable channel organization in a remote setting.

Key responsibilities

• Build the U.S. channel business by recruiting and growing resellers, MSPs, VARs, and strategic partners
• Define and execute the U.S. channel strategy and long-term growth plan, establishing necessary processes and governance
• Own partner performance metrics, including pipeline generation, forecasting, and revenue delivery

Required qualifications

• 20+ years of experience in channel sales, business development, or indirect sales within enterprise software or B2B SaaS
• Proven track record of building partner businesses from scratch and delivering measurable revenue growth
• Experience recruiting and growing partnerships with resellers, MSPs, VARs, or distributors
• Strong forecasting discipline with experience in pipeline management and executive reporting
• An established network of channel partners to generate early pipeline and revenue