Job Description
The Director, Partnerships & Channel Revenue will drive partner-influenced pipeline and closed-won revenue, working cross-functionally with Sales Leadership, Account Executives, Marketing, Product, and Customer Success to build a scalable channel sales engine.
What You’ll Do
- Partner Strategy & Revenue Execution
- Build and execute Qu’s partnerships strategy focused on partner-influenced ARR and pipeline creation
- Define partner segmentation, target partner profiles, and partner engagement models (referral, resale, strategic alliance, ISV, etc.)
- Create scalable partner motions that support the direct GTM org with qualified introductions and deal acceleration
- Track partner performance and continually optimize based on measurable revenue impact
- Partner Recruitment & Ecosystem Growth
- Identify and onboard new partners aligned to Qu’s ICP and growth priorities
- Develop partner enablement programs including sales plays, positioning, pitch materials, and certification paths
- Create a repeatable onboarding process that drives partner activation within the first 30–60 days
- Sales Alignment & Co-Sell Motion
- Collaborate directly with AEs, Sales Engineering, and Sales Ops to drive co-selling engagement and execution
- Ensure partners are integrated into account planning and pipeline generation efforts
- Support partner-led deal cycles with mutual action plans, executive alignment, and structured follow-ups
- Train internal sellers on when/how to leverage partners
- Partner Marketing & GTM Programs
- Partner with Marketing to build co-marketing programs (webinars, events, campaigns, partner content)
- Drive partner-sourced and partner-influenced leads through targeted GTM activities
- Represent Qu at partner events, industry conferences, and ecosystem gatherings
- Operational Rigor & Reporting
- Own partner pipeline and revenue forecasting with reporting to CRO and GTM leadership
- Define KPIs and dashboards (sourced pipeline, influenced pipeline, influenced ARR, partner activation metrics, etc.)
- Establish cadence for partner business reviews and internal stakeholder updates
- What We’re Looking For
- 7–12+ years of experience in partnerships, channel sales, alliances, or partner GTM
- Proven track record driving partner-influenced revenue in a B2B SaaS environment
- Strong understanding of enterprise sales motions and experience operating inside a sales-led organization
- Ability to recruit, enable, and scale partners with measurable outcomes
- Experience building repeatable partner programs from early stage through growth stage
- Excellent executive communication skills and ability to influence without authority
- Comfortable working in fast-paced environments with ambiguous inputs and high accountability
- Preferred Qualifications
- Experience in POS, payments, enterprise SaaS, hospitality/restaurant tech, or retail tech ecosystems
- Existing relationships with relevant strategic partners, integrators, or consultants in the space
- Familiarity with Salesforce and partner reporting metrics/attribution models
Apply Now
Apply Now