Director Channel Sales

Sr. Director of Channel Sales (Restaurant Tech)Location: San Francisco, CA (or NY)Role Type: Full-Time • On-SiteAbout the OpportunityWe’re representing a rapidly scaling restaurant technology company that has built the first enterprise-grade co-pilot for restaurant operations. As digital ordering has exploded 10x over the last three years, restaurants now face significant operational, financial, and performance challenges.This company’s platform gives operators real-time visibility into profitability, automates financial workflows, improves order accuracy across delivery channels, and provides frontline teams with actionable insights that boost performance.They are now hiring a Director of Channel Sales to build and scale their indirect revenue engine from the ground up.This is a rare opportunity to own channel strategy at a high-growth company transforming one of the most complex, high-volume industries in the world.What You’ll Own:Channel Strategy & PlanningDevelop and execute the full channel sales strategy, including co-marketing initiatives and partner business plans.Set near-term and long-term revenue objectives for channel growth.Partner & Reseller ManagementIdentify, recruit, onboard, and manage top-tier channel partners: resellers, system integrators, distributors, and referral partners.Strengthen partner relationships and ensure alignment with company objectives.Sales & Revenue PerformanceDrive indirect revenue through a growing partner ecosystem.Establish sales targets and create scalable programs to support partner success.Evaluate and optimize partner performance, programs, and incentives.Cross-Functional CollaborationWork closely with direct sales, marketing, product, and operations to ensure a unified go-to-market motion.Champion partnership needs internally to drive adoption and partner-fueled growth.Process, Systems & AnalyticsImplement scalable CRM workflows and sales automation for channel operations.Conduct ROI analyses of partner programs and provide budget recommendations.Maintain a high-quality pipeline and accurate channel forecasting.What We’re Looking For:Experience4+ years in channel sales, partnerships, or indirect sales leadership.Track record of building channel, reseller, or referral programs from the ground up.Experience selling technology solutions with multi-stakeholder involvement.Strong operational discipline managing programs, pipeline, and performance.Who You AreExceptional communicator and relationship builder.Skilled negotiator with the ability to influence both internal teams and external partners.Strategic thinker with strong project management capabilities.Analytical, data-driven, and comfortable evaluating market and partner performance.Creative problem-solver with the ability to execute and iterate quickly.Motivated by building something 0→1 and scaling it efficiently.Why This Role Is CompellingOwn the entire channel strategy at a company redefining an industry with massive transformation underway.High visibility with the executive team and the chance to architect long-term partner infrastructure.Work in a category experiencing explosive demand, driven by the shift toward digital ordering and delivery operations.Career-making role for someone who wants to build a partner ecosystem from scratch at a fast-moving tech company.