Director, Channel Partner Sales

Job Title: Director, Channel Partner Sales

Department:  Business Development

Work Location:  US-Remote

About the company

As leaders in property technology, the company provides cloud-based physical security, submeter billing and on-demand HVAC solutions to over 1 million users across 39 countries. But the company is more than just a workplace. We’re a mission-driven team that collaborates, innovates, and engineers the proptech solutions of tomorrow to solve the challenges of today. We pride ourselves on fostering an environment of teamwork, transparency and authenticity, where you can be yourself. But don’t take our word for it. The company has been recognized as a Top Workplace in 2021-2026, with a rating of 4.4 out of 5 stars on Glassdoor. Our team members love our competitive benefits, including 401k matching, PTO, 100% paid parental leave, remote work options, and development/training opportunities.

Job Overview

The company is creating this role to bring our enterprise security channel sales and partner organization under a single leader. The Director, Channel Partner Sales owns revenue delivered through the channel and leads a team of approximately twelve, including senior regional sales managers, regional sales managers, and sales engineers.

Reporting to the Chief Executive Officer and serving on the go-to-market leadership team, this role sets channel strategy and builds the systems, metrics, and talent to execute it. The work is programmatic: designing repeatable motions, deepening partner relationships, and using data and AI to make the team more effective.

Because the role is new, the person in this seat will continue to define and refine how the company sells through partners, working closely with the CEO and with real influence over company strategy.

Duties and Responsibilities

• Own new business revenue delivered through the enterprise security channel, including pipeline generation, forecast accuracy, and quarterly attainment.

• Lead senior regional sales managers, regional sales managers, and sales engineers against a single channel strategy and set of priorities.

• Recruit, enable, and grow channel partners, building the partner base into a durable and predictable source of revenue.

• Design repeatable sales motions, including segmentation, territory design, playbooks, and stage definitions, that scale beyond individual performers.

• Establish the metrics, dashboards, and forecast discipline the go-to-market leadership team relies on to make decisions.

• Define how sales engineering supports the channel, from partner technical enablement through opportunity-level support.

• Apply AI tools to research, prospecting, partner planning, and forecasting, and set the standard for how the team uses them.

• Hire, develop, and retain sales talent; set performance expectations and coach managers and individual contributors against them.

• Partner with marketing, product, and customer success to align messaging, pricing, and roadmap input with what partners and end customers need.

• Represent the company with senior stakeholders at partner firms and end customers, including at industry events.

Qualifications

Experience — Required

• 8–10+ years in B2B sales or business development, including at least three years leading and developing sales teams.

• Channel or partner sales experience: recruiting, enabling, and managing external partners as a durable source of revenue.

• Demonstrated record of building repeatable, programmatic sales processes rather than relying on individual performance.

• Experience carrying and delivering against a revenue number, with accountability for forecast accuracy.

• Experience building or scaling a sales function, including hiring and developing employees.

Experience — Preferred

• Selling physical security or property technology through a partner channel.

• Leading or working alongside sales engineering in a technical, solution-based sales environment.

Technical Skills — Required

• Proficiency with CRM and reporting tools; able to build and interpret pipeline and forecast dashboards without support.

• Practical experience applying AI tools to go-to-market work, and judgment about where they help and where they do not.

• Strong quantitative skills; comfortable working directly with data to diagnose performance and set targets.

Additional Skills — Required

• Exceptional written and verbal communication skills, with the ability to present credibly to executive and partner audiences.

• Willing and able to travel for customer, partner, and industry events.

Compensation and Benefits

Compensation: $200,000 annual base salary / $275,000 OTE

On-target earnings reflect base salary plus variable sales compensation.

This range reflects what the company reasonably expects to pay for this role at the time of posting. Where an offer falls within the range depends on the candidate’s experience, qualifications, and skills, and on internal equity.

Benefits

Full-time employees are eligible to participate in a comprehensive benefits program that includes medical, dental, and vision insurance; flexible spending accounts (FSA); life insurance; accidental death and dismemberment (AD&D) insurance; long-term disability (LTD) coverage; paid time off (PTO); and a 401(k) retirement savings plan. Eligibility is subject to plan terms and conditions.

E-Verify

The company participates in E-Verify to confirm the employment eligibility of all new hires working in the United States. For more information about E-Verify, please visit the E-Verify website .