Director, Partnerships & Channel Revenue

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