Director, Channel

About the role

This is a player-coach leadership role with two equally important dimensions. Internally, you'll run daily sales management — pipeline, forecast, coaching, attainment, and talent development — for a team of senior PAMs who know their ecosystems cold and need a leader who can sharpen their game without micromanaging it. Externally, you'll be the senior partner-facing leader for Celigo's top ecosystem partners, representing the company in QBRs, executive alignment meetings, on-site visits, and partner summits.

You'll report to the VP, Global Channel Partners, and operate as the trusted operational leader of the channel organization, enabling the VP to focus on net-new strategic partnerships (Big 4, GSIs, advisory firms), international growth, and AI initiatives.

Responsibilities

• Sales leadership: weekly forecast and pipeline reviews, monthly business reviews, quarterly attainment planning, deal coaching, and escalation management across the NA ecosystem book
• Team development: 1:1s with each PAM, ramp plans for new hires, performance management, career pathing, and evaluating opportunities to promote an internal team lead within run rate as the team scales
• External presence: senior Celigo face to our top ecosystem partners — including ownership transition (over time, and in partnership with the VP) of relationships with our highest-contribution NetSuite partners
• Number ownership: accountable, alongside the VP, for partner-sourced revenue, forecast accuracy, and growth across the NA ecosystem portfolio
• Cross-functional partnership: working with direct sales leadership, partner marketing, partner operations, and product to unblock partner motions and resolve escalations
• Program execution: translating channel strategy (partner program changes, AI tooling rollouts, GTM shifts) into team execution, and bringing field signal back to channel leadership

Qualifications

• 8+ years in channel or partner sales, with 3+ years managing partner account managers or channel AEs
• Proven track record of meeting and exceeding partner-sourced revenue targets at scale
• SaaS or iPaaS background strongly preferred; deep familiarity with the big ERP and CRM partner ecosystems is a significant plus
• Strong sales management fundamentals: forecast discipline, pipeline rigor, deal coaching, and talent development

Skills

• Genuine evangelist energy — comfortable headlining a partner QBR, holding a room with a partner executive team, and inspiring a tenured team
• Coach-first leadership style with proven success as a strong operational #2 to a hands-on channel leader, without ego friction over visibility or strategic ownership
• Willingness and ability to travel 30–40%, primarily across North America
• US-based; comfortable working in PT/MT business hours with periodic cross-time-zone coordination

Why this role

You're stepping into a channel function in the middle of a successful turnaround. The team is talented, recently re-energized, and underserved by current management capacity. The infrastructure — partner programs, top accounts, ecosystem relationships — is real and growing. What's missing is the operational leader who can take a strong team and turn it into a great one.

The VP you'll report to brings deep institutional knowledge, has personally rebuilt many of these partner relationships over the past year, and is intentionally hiring for this role to scale the function beyond what one leader can carry. You won't be siloed — you'll be the partner who lets the channel organization reach its next level, with a clear runway to grow your scope as the team grows.

Pay

Celigo reasonably expects to pay a base salary between $140,000 and $165,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as outlined in any formal employment offer made.

Benefits

• Remote-first culture, built on trust, collaboration, and transparency
• A high-growth, inclusive work environment where innovation thrives and ideas are implemented
• Lightspeed learning opportunities to keep you at the leading edge of your field
• Exceptional coworkers who challenge and inspire you daily
• Three weeks of vacation (starting year one)
• Wellness days and holidays to recharge
• Parental leave and a generous benefits package
• Monthly tech stipend
• Recognition and career development opportunities