Director, Channel Growth
New
E
EngineTravel technology
Remote - USFull-TimeDirector
Salary$170,000 — $200,000 USD
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Job Details
- Experience
- 10+ years in partner management, channel sales, account management, or customer success leadership, including 5+ years leading and scaling quota-carrying or book-carrying teams.
- Required Skills
- SalesforceAccount Management
Requirements
- 10+ years of experience in partner management, channel sales, account management, or customer success leadership.
- 5+ years leading and scaling quota-carrying or book-carrying teams.
- Experience in high-growth SaaS, fintech, marketplaces, or travel technology is preferred.
- A proven record of expanding large, complex partner or customer relationships.
- Experience building teams that consistently meet growth, retention, and expansion targets.
- Fluency in book management, coverage models, partner segmentation, and forecasting.
- Familiarity with GBV trends, FTB production, pipeline conversion, and churn and dormancy rates.
- Salesforce proficiency.
- Ability to allocate representative time across strategic accounts, scaled plays, and underperforming partners.
- Strong commercial judgment in expanding engaged partners, reviving dormant partners, and protecting the base.
- Ability to communicate directly with data and give and receive hard feedback.
- Ability to work at speed amid high standards and ambiguity, using AI and automation to scale output.
- Experience with two-sided marketplaces, embedded or API distribution, referral channel ecosystems, or corporate cards and spend management is a bonus.
Responsibilities
- Lead and develop partner growth managers against GBV, pipeline, FTB, and retention targets.
- Own post-handoff performance across the partner portfolio, including growth, pipeline, and deal-size expansion.
- Personally manage strategic partner relationships, executive-sponsor large accounts, unblock stalled partners, and lead onsites and QBRs.
- Establish book discipline through coverage standards, partner health segmentation, forecast accuracy, and Salesforce hygiene.
- Build early-warning processes to identify declining partners, re-engage dormant partners, and manage churn.
- Coordinate activation and handoff triggers with the Director, Partner Acquisition, and track production against signing projections.
- Grow partner production across Engine Travel and Spend.
- Align Partner Marketing, Sales, Finance, and Product on co-marketing, enablement, strategic events, and escalation paths.
- Hire, ramp, and develop partner growth talent.
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