[Hiring] Director of Channel @Rev.io

Role Description

We’re hiring a Director of Channel to build and lead a channel program that generates recurring revenue for a growing B2B software company. You will establish the program structure, recruit partners, define commercial terms, and create the processes and resources partners need to sell successfully. The role requires someone who has built a channel program and can explain what they launched, how they attracted and activated partners, and the revenue it produced.

This is a hands-on role. You will lead program design while personally recruiting partners, supporting sales opportunities, and addressing barriers to growth. You will work closely with our Manager of Partnerships and leaders across Sales, Marketing, Product, Finance, and Client Success.

Key Responsibilities

• Build the Channel Program
  • Assess existing relationships, products, target customers, and internal capabilities to identify channel growth opportunities.
  • Develop a channel strategy with clear partner profiles, recruitment priorities, revenue goals, and launch milestones.
  • Define the business case for joining the program, including how partners earn revenue and create value for their customers.
  • Establish partner types, participation requirements, tiers, benefits, and performance expectations.
  • Work with Finance and leadership to develop referral fees, reseller margins, commissions, and other commercial terms.
  • Define responsibilities across Channel, Partnerships, Sales, and supporting teams.
• Recruit and Activate Partners
  • Identify and recruit referral partners, resellers, distributors, and technology partners based on the channel strategy.
  • Build a recruitment pipeline through existing relationships, direct outreach, industry events, and referrals.
  • Evaluate prospective partners based on customer fit, sales capabilities, revenue potential, and willingness to commit resources.
  • Lead discussions from initial outreach through negotiation, agreement, and launch.
  • Build relationships with partner executives, business owners, sales leaders, and sellers.
  • Establish onboarding and activation plans with clear commitments, deadlines, and sales activities.
• Establish Program Processes and Resources
  • Build repeatable processes for partner recruitment, onboarding, training, deal registration, and ongoing support.
  • Develop sales playbooks, product training, qualification guides, and other resources partners need to identify and win business.
  • Establish rules for opportunity ownership, lead routing, revenue attribution, and channel conflict resolution.
  • Define partner portal and reporting requirements, prioritizing what is needed for launch and early growth.
  • Coordinate partner payment and commission processes with Finance.
  • Work with the Manager of Partnerships to coordinate partner communication, relationship management, and follow-through.
• Own Channel Pipeline and Revenue
  • Own agreed targets for partner activation, qualified pipeline, and channel revenue.
  • Develop joint business plans with priority partners, including target accounts, sales activities, and revenue goals.
  • Participate in discovery calls, demonstrations, proposals, and deal strategy to help partners close business.
  • Coordinate selling activities between partners and internal sales teams.
  • Review pipeline regularly, address stalled opportunities, and maintain accurate forecasts.
  • Expand productive relationships across additional sellers, customer accounts, and product offerings.
• Lead Channel Marketing and Enablement
  • Work with Marketing to develop partner recruitment campaigns, co-branded materials, webinars, and joint campaigns.
  • Deliver training that helps partners explain product value, qualify opportunities, and handle common objections.
  • Represent the company at conferences, partner meetings, and industry events.
  • Gather partner feedback and work with internal teams to address product, process, and support needs.
  • Evaluate marketing and training activities based on participation, opportunities generated, and sales results.
• Measure and Improve Performance
  • Establish reporting that distinguishes recruited partners, active partners, and revenue-producing partners.
  • Track onboarding completion, time to first opportunity, time to first sale, win rates, and partner revenue.
  • Review program costs, partner payouts, and revenue contribution with Finance.
  • Lead regular business reviews with priority partners.
  • Adjust program requirements, support, and investment based on results.
  • Recommend staffing and systems needed to support growth.

Qualifications

• Experience building, launching, or substantially rebuilding a channel program in B2B software or a related technology business.
• Demonstrated success recruiting partners and generating measurable partner-sourced pipeline and recurring revenue.
• Established relationships within the MSP, reseller, distribution, telecommunications, or technology services markets.
• Experience developing partner commercial terms, incentive structures, participation requirements, and joint business plans.
• Working knowledge of partner onboarding, sales enablement, deal registration, revenue attribution, and channel conflict management.
• Experience owning revenue targets, managing pipeline, and delivering reliable forecasts.
• Strong negotiation and presentation skills, with the ability to work directly with executives and sales teams.
• Ability to build processes and launch programs with a small team and limited resources.
• Experience leading work across Sales, Marketing, Product, Finance, and customer-facing teams.
• Strong organization and follow-through, including the ability to manage program priorities alongside active sales opportunities.
• Proficiency with CRM platforms, spreadsheets, and sales reporting tools.
• Willingness to travel for partner meetings, recruitment, conferences, and company events.

Preferred Experience

• Experience with professional services automation, billing, payments, IT management, or software serving MSPs and technology service providers.
• Experience launching reseller or distribution programs.
• Familiarity with partner relationship management platforms, partner portals, and software marketplaces.
• Experience establishing partner training, certification, advisory groups, or community programs.

Measures of Success

• A launched channel program with clear commercial terms, operating processes, and internal ownership.
• Recruitment of partners that fit the target market and commit to joint selling activities.
• Consistent progression from onboarding to qualified opportunities and first sales.
• Achievement of agreed channel pipeline and revenue goals.
• Growth in the number of partners producing recurring revenue.
• Accurate forecasts and clear reporting on program costs and results.
• Effective coordination with the Manager of Partnerships and other internal teams.

First 90 Days

• Days 1–30: Review products, customers, current relationships, and channel activity. Meet internal stakeholders and prospective partners. Recommend the initial program structure, target partner profiles, and recruitment priorities.
• Days 31–60: Secure agreement on commercial terms, launch requirements, and performance goals. Build essential onboarding, training, and opportunity management processes. Begin recruiting the initial partner group.
• Days 61–90: Launch the initial partner group, deliver training, and begin joint selling activities. Establish reporting and business reviews. Present early progress, outstanding issues, and priorities for the next quarter.

Benefits

• Generous HSA employer contribution
• 401k with generous company match and immediate vesting
• Unlimited PTO
• Paid Parental Leave
• Company paid for life and disability insurance
• Monthly tech reimbursement
• Monthly fitness reimbursement
• Education and development stipend
• Time off to volunteer at the organization of your choice, as well as company-level volunteer opportunities
• Clear and documented career path for your position
• True open-door policy with opportunities to give feedback to leadership on a continual basis through 1:1 sessions multiple times per year