VP, Channel Sales & Partnerships

The company is on a mission to transform how beverages are delivered and consumed. Our connected beverage platform eliminates the need for single-use bottles and cans, making it easy, fun, and sustainable to stay hydrated. As the category leader in IoT-enabled beverage technology, we're building a future where the company machines are everywhere people live, work, and connect. We've raised over $160M in venture capital, serve thousands of customers across the US, Canada, UK and Ireland, and we've been rapidly growing year over year, saving over 1 billion bottles from waste. In addition to driving hypergrowth with our current product line, the company is heavily investing in new product development.

We're seeking a VP, Channel Sales & Partnerships to join our team. You'll report to our Chief Revenue Officer, lead our National Partnerships and Territory Sales teams, and own the strategy behind our indirect business, which is a major growth opportunity for the company. That business includes our national partnerships with leading foodservice, facilities management, and office coffee service (OCS) providers, our independent distribution partners, and our office supply partners. It also includes a Territory Sales team that grows those partnerships branch by branch across the country. This is a chance to shape the strategy, structure, and team behind that growth, and turn it into consistent, predictable results.

Your Day to Day

Set the strategy for indirect growth

• Own the company's indirect sales and partner portfolio (facilities management, and OCS partners, independent distributors, and office supply partners), driving consistent, predictable growth in revenue and machine bookings

• Set direction and priorities across partner types and regions, and build the frameworks and repeatable playbooks for growing with existing partners and expanding into new accounts, partner types, and markets

• Lead the expansion of our partner business internationally, starting with the UK and Ireland

• Serve as the company leadership's strategic advisor on indirect sales and partnerships, helping shape our broader go-to-market strategy

Grow and manage our most important partners

• Serve as executive sponsor for our most strategic partners, alongside the National Partnership Managers who own them day to day, with a focus on partner satisfaction and long-term retention

• Lead negotiations on pricing, rebates, and contract terms, and hold the team and partners to commitments, service levels, and KPIs through regular business reviews

Build and lead the team

• Lead the National Partnership Managers (partner strategy, joint business plans, agreements) and the Territory Managers (turning national plans into branch-level pipeline, bookings, and placements)

• Hire, coach, and develop a high-performing team and leadership bench, keeping top performers engaged, addressing underperformance quickly and directly, and leading the team through a period of significant growth and change

Run the business

• Own the forecast and annual operating plan for indirect sales, including revenue, headcount, and budget, in partnership with Finance, and deliver forecasts leadership can count on

• Build the operating rhythm (pipeline management, CRM discipline, performance reporting) so the team knows what's working and course-corrects early, and partner with Sales Ops, Finance, and People on territory design, quotas, and incentive plans

Connect partners to the rest of the company

• Set clear rules of engagement with the company's other sales teams so shared accounts get one consistent experience

• Bring partner and field insights to Product, Operations, and Marketing to shape the roadmap, service, and go-to-market programs

What You Bring

• A proven track record of defining a growth strategy and leading teams to deliver consistent, predictable partner revenue growth at both the national and branch level

• 12+ years of experience in channel, foodservice, or OCS sales, with 5+ years leading teams that grew a channel or partner business at scale

• Experience leading and scaling both partnership teams and field or territory sales teams in a high-growth environment

• Deep experience working with global foodservice, facilities management, and OCS leaders

• Strong commercial acumen, with hands-on experience in contract negotiation and pricing strategy

• International partnership experience, ideally expanding a channel business into new markets

How You Work

• You're a first-principles thinker who doesn't just apply frameworks, but builds them to solve problems, define strategy, and move the company's go-to-market forward

• You're data-driven and analytically minded, with a strong track record of forecast accuracy and pipeline management, and the discipline to course-correct early

• You move fast and bring clarity to ambiguity, building structure where it doesn't exist yet

• You run the business like a GM, working across sales teams and functions so partners and customers get one consistent experience

• You hire and develop strong leaders, coach instead of taking the problem back, and build high-performing, accountable, collaborative teams

• You're direct and candid, with strong executive presence and the confidence to say the hard thing respectfully, including to partner executives and our leadership team

#LI-NP1

#LI-REMOTE

At the company, we believe compensation is a powerful tool to attract, retain, and grow talent. Our Compensation Philosophy centers on 5 principles:

• Market-driven - We anchor pay decisions in real-time market data

• Performance-based - We reward individual impact, not just tenure

• Equitable - We ensure fairness across teams, roles, and demographics

• Growth-focused - We invest in talent that scales with the company

• Total Rewards approach - We strategically balance base pay, bonuses, benefits, and equity

The posted compensation range reflects the salary* for this position. Some roles may be eligible for a commission plan or a bonus incentive. All the company employees receive equity in the form of stock options. All full-time employees are invited to participate in our Total Rewards plan, which includes health & medical benefits, flexible spending accounts, flexible PTO, and more. Offers to join the company are based on a few criteria, including the scope of the role, the candidate's work experience, targeted skills, internal equity of the team, and external market data.

*For Sales roles: The posted range reflects base salary plus commission which is the total potential on target earnings (OTE) for the position.

Pay Range

$382,500 — $472,500 USD

Benefits

• Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer

• 401(k) with company match

• Flexible PTO plus 12 company holidays, and additional paid days for sick leave, etc

• Generous fully paid parental leave for both birth parents and non-birth parents

• Fully employer paid disability and life insurances

• Wellness and fitness reimbursements

• Monthly stipends for cell phone use and commuting costs

• Onsite snacks, weekly catered lunch, and (of course) unlimited the company ... plus composting and terra-cycling, too

• Happy hours, team-building events, bagel breakfasts, Values awards - and more.

A note on AI in our hiring process : We use AI to help synthesize interview notes and surface themes from feedback, keeping our process consistent as we grow. Every application is reviewed by a member of our team, and interviews may be recorded to support note-taking, just let us know if you'd prefer we don't. We'll also ask how you're learning and experimenting with AI in your work. Growing our AI fluency is something every the company team member is committed to and invested in.

Our commitment to responsible innovation is reflected in our partnership with the  Mass AI Coalition , a collaboration that aligns with our dedication to community-driven progress and the future of technology.

We're passionate about supporting career growth and would love to be part of your professional journey. We also know that talent comes in many forms. We value individual accomplishments, specialized knowledge, and genuine passion over simply checking boxes on a requirements list. Whether you're a seasoned expert or an emerging talent, we're looking for people who are ready to build what's next. If any of our open positions interest you, we'd encourage you to apply!  A member of the company Talent team ' [link for members] ' will be reaching out about next steps if we would like to move forward.

Accommodations

The company is committed to an inclusive hiring process and we aim to provide accommodations for persons with disabilities. If you need any accommodations for the application or throughout the interview process please contact [link for members] .