Turn/River Capital
Overview
We are looking for a Director, Channel Sales to join the Operations team at Turn/River Capital. The role has two primary responsibilities:
Own and continuously contribute to the Turn/River Channel playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of Channel sales (new logo, expansion and renewals), from pipeline generation to a closed sale in a B2B/SaaS environment.
Partner with Channel leaders (Channel Chiefs to line managers) from Turn/River’s portfolio companies and support them to over-achieve their Channel sales targets. You will aim to do this with structural and process improvements on key growth levers categorized by Turn/River as either Volume (pipeline creation $), Conversion (by stage %) or Price (AOV and/or contract terms).
Responsibilities
Partner with the Channel leaders at Turn/River portfolio companies to drive revenue growth, provide guidance, and support implementation of best practices
Continuously test and contribute to Turn/River’s Channel best practices, and share internally for application across the Turn/River portfolio
Foster a Channel sales culture focused on repeatable and predictable processes
Work closely with Sales, Marketing and Customer Success functional counterparts at Turn/River to ensure a cohesive Channel revenue generation strategy and execution
Support analysis of companies during the due diligence process, developing a deep understanding of the existing Channel organization’s process, efficiency, and team performance
Qualifications
8+ years of B2B software/SaaS Go-To-Market experience (Channel, Sales and/or Rev Ops) with a minimum of 5 years leadership experience. Ideal candidate will have worked directly on scaling high performing Channel teams for at least 2 of those years.
Deeply data-oriented, with specific depth on analyzing Channel sales funnels and developing actionable insights from the data
Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and Channel sales cycles (High Velocity and Enterprise)
Deep understanding of the critical elements to grow a Channel sales organization as a company scales such as hiring, team composition, and org structure/design
Proven ability to create predictability in Channel sales orgs and/or RevOps orgs you’ve led, through a combination of org structure design and implementing process best practices
Familiarity with how to drive pipeline from multiple sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel
Strong project management, organizational skills, and process management
Nice to have: deep knowledge of AI applications for software sales
Location San Francisco, hybrid work model
Compensation The annual base salary range for this role is $270,000 - 280,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.
Benefits and Perks The below benefits are offered to full-time employees based out of our San Francisco office:
An opportunity to make an impact across multiple high-growth tech firms
Competitive salary and discretionary bonus
Medical, dental, and vision insurance
Flexible vacation policy
401K
Paid parental leave
Commuter benefits
Donation matching
Work from home Monday & Friday
Energetic work environment with snacks and weekly team lunches, centrally located near multiple public transit lines
A company that enjoys having fun: holiday parties, annual company offsite, annual summer "work from anywhere" month
Turn/River provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, religious creed (including religious dress and grooming practices), national origin, ancestry, citizenship, physical or mental disability, medical condition (including cancer and genetic characteristics), genetic information, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender, gender identity, gender expression, natural hair styles, age (40 years and over), sexual orientation, veteran and/or military status, protected medical leaves (requesting or approved for leave under any applicable state, or federal leave act), domestic violence victim status, political affiliation, and any other characteristic or status protected by state or federal law.
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Own and continuously contribute to the Turn/River Channel playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of Channel sales (new logo, expansion and renewals), from pipeline generation to a closed sale in a B2B/SaaS environment.
Partner with Channel leaders (Channel Chiefs to line managers) from Turn/River’s portfolio companies and support them to over-achieve their Channel sales targets. You will aim to do this with structural and process improvements on key growth levers categorized by Turn/River as either Volume (pipeline creation $), Conversion (by stage %) or Price (AOV and/or contract terms).
Responsibilities
Partner with the Channel leaders at Turn/River portfolio companies to drive revenue growth, provide guidance, and support implementation of best practices
Continuously test and contribute to Turn/River’s Channel best practices, and share internally for application across the Turn/River portfolio
Foster a Channel sales culture focused on repeatable and predictable processes
Work closely with Sales, Marketing and Customer Success functional counterparts at Turn/River to ensure a cohesive Channel revenue generation strategy and execution
Support analysis of companies during the due diligence process, developing a deep understanding of the existing Channel organization’s process, efficiency, and team performance
Qualifications
8+ years of B2B software/SaaS Go-To-Market experience (Channel, Sales and/or Rev Ops) with a minimum of 5 years leadership experience. Ideal candidate will have worked directly on scaling high performing Channel teams for at least 2 of those years.
Deeply data-oriented, with specific depth on analyzing Channel sales funnels and developing actionable insights from the data
Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and Channel sales cycles (High Velocity and Enterprise)
Deep understanding of the critical elements to grow a Channel sales organization as a company scales such as hiring, team composition, and org structure/design
Proven ability to create predictability in Channel sales orgs and/or RevOps orgs you’ve led, through a combination of org structure design and implementing process best practices
Familiarity with how to drive pipeline from multiple sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel
Strong project management, organizational skills, and process management
Nice to have: deep knowledge of AI applications for software sales
Location San Francisco, hybrid work model
Compensation The annual base salary range for this role is $270,000 - 280,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.
Benefits and Perks The below benefits are offered to full-time employees based out of our San Francisco office:
An opportunity to make an impact across multiple high-growth tech firms
Competitive salary and discretionary bonus
Medical, dental, and vision insurance
Flexible vacation policy
401K
Paid parental leave
Commuter benefits
Donation matching
Work from home Monday & Friday
Energetic work environment with snacks and weekly team lunches, centrally located near multiple public transit lines
A company that enjoys having fun: holiday parties, annual company offsite, annual summer "work from anywhere" month
Turn/River provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, religious creed (including religious dress and grooming practices), national origin, ancestry, citizenship, physical or mental disability, medical condition (including cancer and genetic characteristics), genetic information, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender, gender identity, gender expression, natural hair styles, age (40 years and over), sexual orientation, veteran and/or military status, protected medical leaves (requesting or approved for leave under any applicable state, or federal leave act), domestic violence victim status, political affiliation, and any other characteristic or status protected by state or federal law.
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