Partnership Channel Manager (Sales)

Union exists to move hospitality forward so everyone wins: the operators who run the venues, the staff who bring them to life, the guests who fill them, and the brands that want to be part of it. We built the operating system that powers it all — a purpose-built POS platform for high-volume bars and restaurants, a consumer app that connects guests to the venues they love, and an advertising and data platform that puts brands in front of consumers at the exact moment they’re ready to spend.

About the role

The Partnership Channel Manager will own and grow Union’s ISO relationships and the agent networks behind them. This role focuses on activating a national network of ISOs and independent agents to drive Union’s growth. You’ll ensure partners have everything they need to close deals independently, acting as a force multiplier for Union’s go-to-market strategy.

Responsibilities

• Own your ISO partnerships: manage a portfolio of ISO relationships end-to-end, including business reviews, performance tracking, pipeline visibility, and communication cadences to keep Union top of mind.
• Activate agents at the ground level: work directly with agents to improve qualification, demo conversion, and positioning. Run onboarding sessions, certification programs, and training workshops to turn passive agents into active producers.
• Build the enablement infrastructure: collaborate across Union’s go-to-market team to create tools agents need to sell independently, such as demo scripts, qualification frameworks, competitive positioning, and install readiness checklists.
• Manage pipeline and forecast with precision: own CRM hygiene and forecasting for all partner-sourced opportunities, including weekly pipeline reviews, stage movement, deal aging, and stalled deal intervention.
• Drive partner independence: build incentive structures, accountability frameworks, and performance visibility to make self-sufficiency the default for ISO partners.

Requirements

• 3–5 years in channel sales, partner management, or ISO/agent network development. You understand how indirect sales motions work and what it takes to activate a distributed partner network.
• Experience in payments, fintech, POS, or hospitality technology is a strong plus. You don’t need to be a payments expert on day one, but you need to get up to speed fast and earn credibility with sophisticated ISO partners.
• A relationship builder who also runs on data: warm, organized, and genuinely good with people, while backing every partner conversation with pipeline data, performance metrics, and clear accountability.
• Comfortable owning outcomes you don’t directly control. Indirect channel roles require influence without authority; you know how to motivate partners who don’t work for you and hold them accountable without burning the relationship.
• Strong communicator across levels: capable of running a strategic QBR with an ISO principal and a hands-on training session with a frontline agent in the same week.
• Organized and self-directed: managing multiple partners, pipelines, and enablement workstreams simultaneously while building systems to keep everything moving.
• Comfortable at a growth-stage company where the playbook is still being written. You contribute to it rather than waiting for it.

Why Union

• The indirect channel is a core part of how Union grows in 2026 and beyond. This role sits at the center of a primary growth engine, not a side project.
• You’re selling into a genuinely underserved category. High-volume bars and restaurants are tired of legacy POS systems, and Union is purpose-built for this market.
• Real products, live venues, day one. No vaporware or pilot purgatory. You’ll bring partners into a platform already processing billions in transactions across thousands of venues.
• Direct access to leadership. Your insights on the partner landscape will shape how Union builds its channel strategy.
• A team in Austin that moves fast, takes the work seriously, and believes hospitality is worth getting right.

Posted by Layne Cox, Chief Marketing Officer on February 27, 2026.