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 revenue.

Identify, recruit, onboard, and manage high-impact partners, including resellers, referral partners, accounting firms, agencies, and tech providers.

Build and lead a team of Channel Sales Managers, AEs, and SDRs; set performance targets and drive partner accountability.

Deliver substantial channel-driven revenue, with a focus on mid-double-digit contributions.

Launch partner programs, co-marketing initiatives, and scalable enablement frameworks.

Optimize CRM workflows, forecasting, and sales automation systems to support channel operations.

Conduct post-program ROI analysis and provide strategic input for budgeting and investment.

Operate as a player-coach, closing deals directly while building out team structure and long-term channel infrastructure.

What You Bring

5+ years in channel or partner sales with quota-carrying responsibility.

Experience 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 enablement.

Track record of driving $5M+ in annual indirect revenue.

Strong pipeline management, forecasting rigor, and CRM-first mindset.

Experience within distributor or supplier ecosystems (US Foods, Sysco) is a major plus.

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