Remote Director of Global Channel Sales

Summary

Join Fivetran as Director of Channel Sales and drive growth strategy by developing and managing a robust channel partner ecosystem.

Requirements

• Extensive experience in developing and executing successful channel sales strategies, with a strong understanding of reseller dynamics and partner ecosystems within the SaaS industry
• Exceptional interpersonal and communication skills to build and maintain strong relationships with channel partners, ensuring alignment and mutual growth
• Demonstrated ability to lead and mentor a small sales team, fostering a collaborative environment that drives performance and motivates team members to achieve their goals
• Strong analytical and problem-solving abilities to assess market trends, partner performance, and sales metrics, enabling data-driven decision-making to optimize channel strategies
• Experience in creating and implementing sales training programs and tools that empower partners to position and sell the product effectively, driving revenue growth and partner success

Responsibilities

• Manage global resell initiative and hire a team of Channel Account Executives in the Americas and APAC
• Identify, recruit, and activate up to 20 resellers in AMER to drive reseller pipeline and incremental bookings
• Own and drive a Partner strategy that supports Fivetran’s growth aspirations, initially focusing on the Americas, but extending globally over time
• Be responsible for building out a resell partner ecosystem with a clear focus on incremental revenue to Fivetran across a variety of national and regional partners (CDW, SHI, Perficient, regional resellers)
• Recruit, hire, and manage a global channel account executive team based on success criteria
• Player / coach initially - responsible for partner development and management in H1 FY26 before hiring a Channel AE
• Own channel sales number and drive pipeline alongside Fivetran AEs and resellers in Year 1
• Engage regularly with Fivetran field teams and leadership to align on territory based partner strategy, resources, and execution

Benefits

• 100% employer-paid medical insurance
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
• RSU stock grants
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents