Partner Channels Development Manager

Nearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components.Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for.Let's build the future togetherWe are seeking a Sr. Partner Channel and Program Manager to drive growth and operational excellence across our channel partner ecosystem from a global standpoint, including solutions partners, services partners and channel resellers (including VARs). Collectively, these partners contribute to our pipeline growth.This individual will also play a central role in designing and scaling Retool’s partner program—defining the systems, processes, and frameworks needed to manage and scale our partners globally. The goal is to ensure partners can be effectively recruited, onboarded, enabled, and engaged at scale, with smooth deal flow, clear reporting, and consistent support.The ideal candidate is both strategic and execution-oriented: able to architect scalable frameworks for partner engagement and performance management, while also driving the day-to-day execution that keeps deals, enablement, and operations moving.WHAT YOU’LL DO:Develop and execute strategies to help scale the global channel ecosystem.Assess existing partnerships and identify new high-potential partners to pursue.Recruit, evaluate, and onboard new partners to align with Retool’s standards and objectives.Design and deliver training, resources, and enablement materials to ensure partner readiness.Drive partner-sourced and influenced pipeline through proactive engagement.Oversee partner deal processes, from opportunity vetting to sales hand-off, ensuring smooth execution and strong partner experience.Build and refine Retool’s global partner program with cross-functional teams, aligning structure, incentives, and enablement to business priorities.Act as the primary contact for long-tail partners, handling business and light technical inquiries while driving engagement and growth opportunities.Continuously improve partner processes, tools, and resources to enhance experience, scalability, and pipeline contribution.Track and report on partner performance, pipeline impact, and program health using data-driven insights.Manage operational workflows including invoicing, documentation, and contract processing.Partner with Sales, Marketing, and Product teams to align on GTM strategies, co-sell motions, and partner-led growth initiatives.THE SKILLSET YOU'LL BRING:Self-starter with strong business acumen and a “get stuff done” attitude.5–8 years of experience in channel management, specifically working with solutions partners, services partners, and VARs (SaaS/enterprise software preferred).Strong grasp of common commercial models (referral, OEM, resell) and ability to get creative with new approaches.Proven experience in hunting and vetting partners, managing deal flow, and supporting partner sales processes.Track record of building scalable partner programs and driving measurable pipeline growth.Strong collaboration skills with field teams (Sales, BDR/SDRs, SEs, AMs, PS, TAMs).Proficiency with partner reporting tools and CRM systems (Salesforce experience a plus); skilled at data-driven decision-making.Excellent organizational and project management skills; detail-oriented and able to manage multiple priorities simultaneously.Strong communication and relationship-building skills across internal and external stakeholders.Ability to thrive in a fast-paced, high-growth environment.For candidates based in San Francisco, the pay range(s) for this role is listed below and represents base salary range for non-commissionable roles or on-target earnings (OTE) for commissionable roles. This salary range may be inclusive of several career levels at Retool and will be narrowed during the interview process based on a number of factors such as (but not limited to), scope and responsibilities, the candidate’s experience and qualifications, and location.Additional compensation in the form(s) of equity, and/or commission/bonuses are dependent on the position offered. Retool provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.$145,300 — $196,500 USDRetool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers pageRetool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations. #J-18808-Ljbffr