Director, Channel Growth

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Manage the partner pipeline and revenue objectives for the designated region.

• Develop comprehensive pipeline strategies to meet regional targets and total addressable market (TAM) goals.

• Provide monthly forecasts and adjust pipeline and revenue coverage as needed.

• Create and oversee a portfolio of integration partners, resellers, consultants, hotel management firms, and referral partners.

• Identify reseller and consultant contacts and implement partner engagement playbooks.

• Request partner intelligence summaries prior to initial outreach to partners.

• Ensure all necessary HubSpot fields are filled out before progressing deals beyond the signed stage.

• Register qualified leads in Introw on the day they are received.

• Take ownership of one or two assigned global partner accounts.

• Develop regional pipeline strategies for global accounts.

• Collaborate with the Global Partner Marketing Manager prior to significant interactions with senior global partners.

• Maintain multi-tiered relationships with partners and provide valuable account insights.

• Assist with co-marketing initiatives and quarterly business review (QBR) activities.

• Manage and reactivate a regional group of inactive signed partners.

• Report weekly on the progress of dormant partner activations.

• Gather market intelligence and competitive insights.

• Ensure high-quality records for contacts and deals in HubSpot.

• Participate in monthly full-team Key Performance Review (KPR) meetings and present regional pipeline updates.

⛳️ Requirements

• Minimum of 2 years of experience in B2B business development, partnerships, or commercial account management, preferably in SaaS, hospitality technology, or a related sector.

• Proven success in building relationships and generating outbound pipeline from the ground up within a defined territory.

• Comfortable engaging with various partner types and adapting communication styles.

• Proficient in HubSpot or similar CRM systems; this is a mandatory requirement.

• Must be based in the specified territory.

• A network within the hotel technology ecosystem is an advantage.

• Experience in managing global or multi-territory accounts is a plus.

• Familiarity with platforms such as Introw, PartnerStack, Reditus, or similar tools is beneficial.

• Background in revenue management or hospitality operations is a plus.

• Must be eligible to work in the required location/timezone; sponsorship is not available.

🏝️ Benefits

• Remote-first work model; enjoy the flexibility to work from nearly anywhere.

• Optional co-working spaces available in Mannheim, Berlin, or Sydney.

• Annual global team gatherings and regular social events.

• Opportunities for personal and professional development.

• Up to three additional days off each year for personal and professional growth.

• Five weeks of bonus vacation time after five years of service.

• A day off to celebrate your birthday.

• Flexible working hours to suit your lifestyle.

• Access to Headspace for mental wellness.

• BetterHelp offering professional online therapy and counseling support.