Director Channel Sales

About the role

The Director of Channel Sales will lead the expansion of Greeter's partner channel strategy. This includes identifying key partner categories, structuring agreements, and driving partner activations.

Responsibilities

• Open doors. Use existing network to engage with decision-makers at target partners.
• Prioritize the channel map. Assess partner categories based on reach, fit, and effort.
• Structure deals. Design and negotiate referral, revenue-share, reseller, co-sell, and preferred-vendor arrangements.
• Create partner-facing materials, economics, onboarding, and enablement.
• Drive activation. Measure success by partner-sourced pipeline and installed locations.
• Represent Greeter. Present the story at partner offsites, industry events, and to customers.

Requirements

Backgrounds in restaurant or SMB technology partnerships, small-business lending or merchant services, commercial real estate brokerage or retail leasing, or a combination of these experiences are preferred.

Qualifications

• A real rolodex with named, current, warm relationships with mid-level decision-makers.
• Deal-structuring fluency with hands-on experience in partnership economics.
• Negotiation experience, having personally negotiated partnership agreements.
• 4+ years in partnerships, channel, business development, or a relationship-driven sales role.
• Comfort with early-stage ambiguity and willingness to travel (20-40%) for partner meetings and events.

Skills

• Relationship-building skills.
• Deal-structuring and negotiation abilities.
• Ability to represent the company effectively.

Benefits

• Compensation: Base DOE, variable 40% OKRs, 60% partner-sourced installed locations.
• Variable compensation: 40% of commissions from signed partnerships, 60% from partner-sourced installed locations.
• Comprehensive benefits package including national health, dental, and vision coverage, 401K match, and unlimited PTO.

Pay

Base salary DOE, with variable compensation tied to partner-sourced installations and signed partnerships.

Schedule

Roughly 20-40% travel for partner meetings, events, and offsites.