Director, Channel Programs

Summary

Join Remote as the Director of Channel Programs and lead the growth and optimization of our global referral & partnership ecosystem, focusing on Business Services segments. This high-impact role involves developing strategies, driving execution, managing a team of channel partnership managers, and scaling partner-sourced revenue. You will define and lead the global business services channel strategy, manage key partner relationships, architect new partnership structures, coach and develop a team, collaborate cross-functionally, establish a metrics-driven approach, and champion best practices. The ideal candidate possesses 8+ years of experience in partnerships, channels, or business development, including 2+ years managing a high-performing team with a revenue quota. Remote offers a competitive compensation package and a comprehensive benefits package, including flexible paid time off, flexible working hours, 16 weeks of paid parental leave, and more.

Requirements

• 8+ years of experience in partnerships, channels, or business development, including 2+ years managing a high-performing channel partnerships team with a revenue quota
• Experience leading referral and partnership programs or channel sales in a B2B SaaS or technology environment
• Proven success in drafting and negotiating complex commercial agreements and structuring scalable partnership models
• Strong strategic thinking with the ability to balance long-term planning and short-term execution
• Ability to coach and develop talent while also rolling up your sleeves to execute when needed
• Exceptional communication, stakeholder management, and cross-functional collaboration skills. Comfortable operating in a fast-paced, high-growth environment with a global outlook

Responsibilities

• Define and lead the global business services channel strategy, including program design, partner segmentation, enablement frameworks, and performance tracking
• Serve as a hands-on contributor, directly managing key partner relationships and closing strategic deals
• Architect and refine new partnership structures that support global growth and scalable partner engagement. Draft and negotiate commercial agreements, ensuring favorable terms while aligning with partner goals and internal policies
• Coach, develop, and manage a team of channel partnerships professionals, providing ongoing guidance and support to ensure team success
• Collaborate cross-functionally with Sales, Legal, Finance, Product, and Marketing to ensure smooth execution of partnership initiatives and go-to-market alignment
• Work closely with the broader channel team to ensure consistency in partner experience, communications, and operational excellence
• Establish and maintain a metrics-driven approach, tracking KPIs and reporting progress to senior leadership
• Champion best practices and repeatable playbooks, while cultivating a culture of accountability, innovation, and results within the partnerships team

Preferred Qualifications

• Proficiency with CRM, PRM, and partner marketing tools such as Salesforce, HubSpot, and Crossbeam is a plus
• Driven by results, backed by communication: You optimize for outcomes, not just activity - and proactively communicate plans, challenges and solutions
• Commercially minded: You instinctively seek ways to create revenue impact and unlock partner value
• A strong leader and mentor: You foster a culture of high performance, accountability, and continuous improvement, and care about your team’s professional development
• Collaborative by nature: You thrive in cross-functional settings and know how to bring teams and partners along with you
• Structured and process-driven: You bring clarity, documentation, and consistency to everything you do

Benefits

• Work from anywhere
• Flexible paid time off
• Flexible working hours (we are async)
• 16 weeks paid parental leave
• Mental health support services
• Stock options
• Learning budget
• Home office budget & IT equipment
• Budget for local in-person social events or co-working spaces