Job Description

$300-350K OTE with significant upside as you scale the channel to midsingle digits ramping to double digits. Our client, a fastgrowing B2B marketplace, is seeking a Senior Director of Channel Sales to build and scale a worldclass channel ecosystem within the restaurant technology space. This is a highly entrepreneurial role for a leader who can both architect the strategy and roll up their sleeves to execute it. You should bring a GM mindset, knowledge of the restaurant tech landscape, and a strong track record of driving significant revenue through indirect channels. Ideal candidates have experience creating channel programs from scratch and scaling partnerdriven revenue across accounting firms, marketing agencies, technology platforms (e.g., OLO, NetSuite, Sage), and major food distributors (US Foods, Sysco).

What Youll Do

• Develop, own, and execute a comprehensive channel sales strategy that drives meaningful indirect revenue.
• Identify, recruit, onboard, and manage highimpact partners, including resellers, referral partners, accounting firms, agencies, and tech providers.
• Build and lead a team of Channel Sales Managers, AEs, and SDRs; set performance targets and drive partner accountability.
• Deliver substantial channeldriven revenue, with a focus on middoubledigit contributions.
• Launch partner programs, comarketing initiatives, and scalable enablement frameworks.
• Optimize CRM workflows, forecasting, and sales automation systems to support channel operations.
• Conduct postprogram ROI analysis and provide strategic input for budgeting and investment.
• Operate as a playercoach, closing deals directly while building out team structure and longterm channel infrastructure.

What You Bring

• 5+ years in channel or partner sales with quotacarrying responsibility.
• Experience building accounting/payroll/ERP and restaurant tech partnerships (NetSuite, Sage, Gusto, R365, etc.).
• Proven success managing and scaling teams of 8+ (AEs, SDRs, Partner Managers, CSMs).
• Ability to develop channel programs from zero to scale, including tiers, incentives, and enablement.
• Track record of driving $5M+ in annual indirect revenue.
• Strong pipeline management, forecasting rigor, and CRMfirst mindset.
• Experience within distributor or supplier ecosystems (US Foods, Sysco) is a major plus.

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