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Director Channel Sales
3 weeks ago
Sr. Director of Channel Sales (Restaurant Tech)
Location:
New York, NY (or SF)
Role Type:
Full-Time
• On-Site
About the Opportunity
We're representing a rapidly scaling restaurant technology company that has built the first enterprise-grade co-pilot for restaurant operations. As digital ordering has exploded 10x over the last three years, restaurants now face significant operational, financial, and performance challenges.
This company's platform gives operators real-time visibility into profitability, automates financial workflows, improves order accuracy across delivery channels, and provides frontline teams with actionable insights that boost performance.
They are now hiring a
Director of Channel Sales
to build and scale their indirect revenue engine from the ground up.
This is a rare opportunity to own channel strategy at a high-growth company transforming one of the most complex, high-volume industries in the world.
What You'll Own:
Channel Strategy & Planning
- Develop and execute the full channel sales strategy, including co-marketing initiatives and partner business plans.
- Set near-term and long-term revenue objectives for channel growth.
Partner & Reseller Management
- Identify, recruit, onboard, and manage top-tier channel partners: resellers, system integrators, distributors, and referral partners.
- Strengthen partner relationships and ensure alignment with company objectives.
Sales & Revenue Performance
- Drive indirect revenue through a growing partner ecosystem.
- Establish sales targets and create scalable programs to support partner success.
- Evaluate and optimize partner performance, programs, and incentives.
Cross-Functional Collaboration
- Work closely with direct sales, marketing, product, and operations to ensure a unified go-to-market motion.
- Champion partnership needs internally to drive adoption and partner-fueled growth.
Process, Systems & Analytics
- Implement scalable CRM workflows and sales automation for channel operations.
- Conduct ROI analyses of partner programs and provide budget recommendations.
- Maintain a high-quality pipeline and accurate channel forecasting.
What We're Looking For:
Experience
- 4+ years in channel sales, partnerships, or indirect sales leadership.
- Track record of building channel, reseller, or referral programs from the ground up.
- Experience selling technology solutions with multi-stakeholder involvement.
- Strong operational discipline managing programs, pipeline, and performance.
Who You Are
- Exceptional communicator and relationship builder.
- Skilled negotiator with the ability to influence both internal teams and external partners.
- Strategic thinker with strong project management capabilities.
- Analytical, data-driven, and comfortable evaluating market and partner performance.
- Creative problem-solver with the ability to execute and iterate quickly.
- Motivated by building something 0→1 and scaling it efficiently.
Why This Role Is Compelling
- Own the entire channel strategy
at a company redefining an industry with massive transformation underway. - High visibility
with the executive team and the chance to architect long-term partner infrastructure. - Work in a category experiencing explosive demand
, driven by the shift toward digital ordering and delivery operations. - Career-making role
for someone who wants to build a partner ecosystem from scratch at a fast-moving tech company.
