[Hiring] Director, Channel Sales @SAI360

Role Description

As the Director, Channel Sales - US & EMEA, you will be responsible for developing, building, and managing a high-performing indirect sales channel ecosystem across the United States and EMEA regions. This strategic leadership role focuses on identifying, recruiting, onboarding, and scaling partners to drive revenue growth across both markets. The successful candidate will combine strong sales leadership skills with deep channel expertise, strategic relationship management, and the ability to develop and execute go-to-market strategies across diverse geographies and time zones.

• Develop and execute comprehensive channel strategy for US and EMEA regions.
• Identify market opportunities and determine the optimal partner mix including resellers, integrators, VARs, and consultants.
• Create a 3-5 year channel roadmap aligned with company growth targets.
• Establish market-specific go-to-market strategies accounting for regional variations.
• Set revenue targets and performance metrics by geography and partner.
• Identify, evaluate, recruit, and onboard strategic channel partners.
• Negotiate partner agreements, pricing, territories, and performance commitments.
• Build partner business plans and establish clear performance expectations and KPIs.
• Provide ongoing coaching, training, and enablement to partner organizations.
• Conduct quarterly business reviews with key partners.
• Co-develop marketing and demand generation campaigns with strategic partners.
• Drive partner revenue growth through incentive programs, joint planning, and performance management.
• Establish and maintain partner pipeline visibility while forecasting and reporting channel revenue.
• Develop tiered partner programs with progressive benefits.
• Collaborate closely with Product, Marketing, Customer Success, Finance, and Legal teams to ensure partner success.
• Serve as the primary executive contact for strategic partners and maintain C-level relationships.
• Represent SAI360 at industry events, partner conferences, and trade shows.
• Develop thought leadership around channel strategy and market trends.

Qualifications

• Extensive enterprise software sales experience, including several years in channel management or a similar function.
• Proven track record of building, scaling, and managing successful indirect sales channels.
• Demonstrated success achieving revenue targets within US and/or EMEA markets.
• Experience managing geographically dispersed teams and partners across multiple time zones.
• Strong understanding of SaaS business models, licensing, and subscription economics.
• Proficiency with CRM platforms and channel partner management tools.
• Excellent written and verbal communication skills with the ability to present to executive audiences.
• Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent work experience.
• Willingness to travel approximately 20-30% for partner meetings, training, and company events.

Preferred Qualifications

• Experience with compliance and risk management software solutions.
• Experience working in fast-growth technology companies.
• Understanding of partner ecosystems across US and EMEA markets.
• Experience with channel analytics tools and predictive pipeline forecasting.
• Multilingual capabilities.
• MBA or other advanced business degree.
• Experience with partner portal development and channel enablement platforms.
• Demonstrated success launching new markets or geographic expansions.

Compensation

In the interest of Pay Transparency, the base salary range for this position is $160,000 - $180,000 USD annually or £130,000 - £150,000 GBP annually, based on experience and location, plus the opportunity for performance-based bonus compensation tied to revenue and KPI achievement. Exact compensation may vary based on skills, experience, and location.

Benefits

• PTO leave;
• Quarterly wellness days;
• EAP program;
• Comprehensive healthcare benefits;
• Performance-based bonus incentives;
• 401(k) match (US) / Pension contributions (UK);
• Flexible work arrangements;
• Learning and development programs;
• Wellness programs and mental health support;