Channel Sales Manager

Purpose of the Role

We are seeking a motivated and strategic Channel Sales Manager to join our Sales Team. In this pivotal role, you will be responsible for driving revenue growth and expanding our partner ecosystem through effective management and enablement of channel relationships. You will serve as a key liaison and trusted advisor to partners, ensuring they are empowered with the tools, training, and strategic guidance needed for mutual success.

About DOOR

DOOR (formerly Latch) is unlocking the next era of Building Intelligence. We combine premium hardware, intuitive software, and automated operations into one seamless platform—helping multifamily properties run more efficiently, grow revenue, and deliver smarter, more connected living experiences. From smart access and in-unit automation to building-wide controls, DOOR empowers owners, operators, and property teams to reduce overhead, protect asset value, and stand out in a competitive market. We believe smarter buildings make life simpler.

What Will You Do?

• Build and maintain strong, trust-based relationships with channel partners to drive alignment, engagement, and performance.
• Identify, recruit, and onboard new partners while ensuring they are properly enabled with the tools and resources necessary to succeed.
• Collaborate with partners to develop go-to-market strategies, joint business plans, and sales targets.
• Deliver ongoing partner enablement initiatives, including training programs and sales support, to accelerate growth and enhance productivity.
• Monitor and analyze partner performance metrics; implement actionable plans to achieve key performance indicators and revenue objectives.
• Act as the primary point of contact for channel partners, proactively resolving issues and ensuring a smooth and effective partnership experience.
• Cross-functionally coordinate with internal teams—sales, marketing, product, and support—to deliver cohesive and value-driven partner solutions.
• Stay current with market trends, competitor activity, and partner needs to identify growth opportunities and refine channel strategy.

What Do You Bring to DOOR?

• 5+ years of experience in channel sales, partner management, access control, or a related field.
• A background in SaaS, technology, or telecommunications is a strong plus.
• A Bachelor’s degree in Business, Marketing, or a related discipline—or equivalent practical experience.
• A proven ability to build, manage, and grow strategic partner relationships with measurable success.
• Skilled in negotiation and influence, with a commitment to achieving mutually beneficial outcomes.
• Excellent interpersonal, communication, and presentation abilities.
• Strong strategic thinking and analytical problem-solving capabilities, with a data-informed approach.
• A self-starter with a results-driven mindset and the ability to thrive in a fast-paced, evolving environment.
• Proficiency in CRM systems (e.g., Salesforce), partner portals, and sales enablement platforms.

Requirements

Periodic travel within the East Coast is required to support customer meetings, industry events, and team collaboration, averaging 30-40%. This is a remote home-based position (when not traveling) seeking candidates located in the East Coast.

Compensation

Compensation Expected OTE: $150,000 - $200,000, including a competitive base salary and incentive compensation plan. Actual compensation will be determined based on experience, location, and qualifications.

What Does DOOR Bring to the Table?

• Comprehensive health coverage, including medical, dental, and vision plans with multiple coverage tiers, and employer contributions to help offset costs.
• Flexible time off policy, allowing employees to rest, recharge, and maintain well-being.
• Retirement planning, with employees eligible to enroll in a 401(k) Retirement Plan through Vanguard, with flexible contribution options.
• Additional benefits such as parental leave, life & AD&D insurance, and disability benefits.

Attention Job Seekers

Beware of job scams! Job scams are on the rise, and you should take steps to protect yourself in your job search. Here are some guidelines to help you stay safe if you are applying for a job with Latch or DOOR:

• Communications from Latch or DOOR will always come from @latch.com or @door.com.
• In all of our job interviews, you will always speak, by video or in person, with the hiring manager for the position.
• If you believe you were a victim of a job scam, you may report it to the FBI: https://www.ic3.gov/.