Manager, Channel Sales

The company helps multi-unit restaurants operate every location like their best one. Trusted by 850+ brands across 150,000+ locations worldwide, the company connects the full operations management lifecycle across inventory management, labor and scheduling, kitchen management, and operations execution, in the industry’s only complete, AI-powered suite. Top operators, including Jersey Mike’s, Five Guys, Smoothie King, Wingstop, and Chili’s, rely on the company to achieve profitability and deliver great guest experiences every day in every store. To learn more, visit the company .

The company helps multi-unit restaurants operate every location like their best one. Trusted by 850+ brands across 150,000+ locations worldwide, the company connects the full operations management lifecycle across inventory management, labor and scheduling, kitchen management, and operations execution, in the industry’s only complete, AI-powered suite. Top operators, including Jersey Mike’s, Five Guys, Smoothie King, Wingstop, and Chili’s, rely on the company to achieve profitability and deliver great guest experiences every day in every store. To learn more, visit  the company .

About the Role

The  Manager, Channel Sales is a strategic leadership role responsible for managing and expanding our channel partner ecosystem across both the United States (US) and Europe, the Middle East, and Africa (EMEA). This position is critical to driving a cultural and operational shift within our Channel Sales team—transitioning partners from a reactive "order taking" model to a highly proactive, predictable sales engine.

The successful candidate will be tasked with increasing overall sales across the Channel Sales team by securing, tracking, and enforcing Committed Annual Recurring Revenue (CARR) targets. By developing joint go-to-market strategies, implementing rigorous pipeline management, and fostering deep relationships with top-tier partners, the Manager will ensure our channel network becomes a primary driver of sustained, scalable revenue growth.

Key Responsibilities

Partner Management & Revenue Growth

• Global Channel Leadership: Oversee and optimize the performance of channel partners across both US and EMEA regions, tailoring strategies to regional market dynamics, regulatory environments, and cultural nuances.

• CARR Accountability: Establish baseline metrics, negotiate CARR commitments with existing and new partners, and consistently drive accountability to meet or exceed these financial targets.

• Proactive Sales Cultivation: Lead the cultural shift away from passive order processing. Coach partners and internal team members on aggressive pipeline generation and cross-selling methodologies.

• Business Planning: Develop, implement, and monitor joint business plans and go-to-market (GTM) strategies with key partners to ensure absolute alignment with our corporate revenue objectives.

Channel Enablement & Operations

• Sales Enablement: Collaborate with the Marketing and Product teams to equip US and EMEA partners with robust sales enablement resources, competitive battlecards, and continuous product training.

• Pipeline Management: Implement rigorous forecasting and pipeline management processes for the channel. Monitor and analyze channel performance, presenting regular reports to executive leadership.

• Partner Recruitment: Identify, recruit, and onboard high-value channel partners in strategic territories within the US and EMEA who align with the new proactive, CARR-focused model.

• Contract Negotiation: Manage partner agreements, ensuring terms accurately reflect CARR commitments, proactive sales expectations, and appropriate tiering or margin structures.

Cross-Functional Collaboration

• Strategic Alignment: Lead cross-functional initiatives to align channel strategies with overarching business objectives alongside Direct Sales, Marketing, and Customer Success.

• Market Feedback Loop: Serve as the voice of the channel partner internally, providing structured feedback to product and engineering teams to influence product roadmaps based on regional market demands.

Required Skills and Experience

• Education: Bachelor’s degree preferred.

• Experience: Minimum of 5-7 years of progressive experience in channel sales, business development, or direct sales management within the B2B SaaS or technology sector.

• International Scope: Demonstrated experience managing partner ecosystems in both the US and EMEA regions, with a strong understanding of how to navigate diverse markets.

• Revenue Leadership: Proven track record of transitioning teams or partners from reactive models to proactive, quota-carrying, and CARR-committed structures.

• Analytical Acumen: Strong analytical skills to evaluate channel opportunities, measure ROI, manage complex revenue forecasts, and conduct data-driven business reviews.

• Communication & Influence: Excellent negotiation, presentation, and relationship management skills, capable of influencing C-level executives at partner organizations and internally.

Preferred Skills and Experience

• Prior experience managing a team of internal Channel Sales Manager’s

• Deep knowledge of SaaS revenue metrics (CARR, ARR, NRR, Churn)

• Expertise with modern CRM tools (e.g., Salesforce) and an team operating both direct / channel sales motions under one organization.

Essential Physical & Mental Requirements

• Travel: Ability to travel frequently (up to 40%) to meet with partners across the US and EMEA, and attend international industry events.

• Cognitive Load: High capacity for strategic analysis, complex problem-solving, and conflict resolution in high-stakes partnership scenarios.

• Adaptability: Resilience to manage multiple cross-functional priorities, bridge varying time zones, and operate effectively in a fast-paced, high-growth environment.

Compensation

The annual base compensation range for this position is $100,000 - $120,000. The reasonably estimated total cash compensation (base + variable) range for this full-time position will be $130,000 - $170,000.

Actual compensation is based on factors unique to each candidate, including, but not limited to: job-related skills, qualifications, education, experience, and location. The company has a location-based compensation system, so someone doing the same job in a different city might have a different pay range.

Accessibility Accommodation Statement

The company complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact [link for members]

Equal Employment Opportunity Statement

At the company, we are an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other characteristic.

We have an inclusive and diverse workplace where every team member is respected and valued. As a global software development company, we believe that our diverse employee population enriches our work environment.

Join us in our mission to provide the best software solutions to the food industry. We encourage you to apply regardless of your background or experience; even if you don’t meet all the qualifications, because we believe unique experiences and perspectives make us a stronger team.