Senior Director of Channel Sales – accountants, marketing agencies, restaurants

$300-350K OTE with significant upside as you scale the channel to mid-single digits ramping to double digits. Our client, a fast-growing B2B marketplace, is seeking a Senior Director of Channel Sales to build and scale a world-class 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 partner-driven revenue across accounting firms, marketing agencies, technology platforms (e.g., OLO, NetSuite, Sage), and major food distributors (US Foods, Sysco).What You’ll Do Develop, own, and execute a comprehensive channel sales strategy that drives meaningful indirect revenueIdentify, recruit, onboard, and manage high-impact partners, including resellers, referral partners, accounting firms, agencies, and tech providersBuild and lead a team of Channel Sales Managers, AEs, and SDRs; set performance targets and drive partner accountabilityDeliver substantial channel-driven revenue, with a focus on mid-double-digit contributionsLaunch partner programs, co-marketing initiatives, and scalable enablement frameworksOptimize CRM workflows, forecasting, and sales automation systems to support channel operationsConduct post-program ROI analysis and provide strategic input for budgeting and investmentOperate as a player-coach, closing deals directly while building out team structure and long-term channel infrastructureWhat You Bring 5+ years in channel or partner sales with quota-carrying responsibilityExperience 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 enablementTrack record of driving $5M+ in annual indirect revenueStrong pipeline management, forecasting rigor, and CRM-first mindsetExperience within distributor or supplier ecosystems (US Foods, Sysco) is a major plus