Director, Global MSP Sales

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Develop and implement the global MSP go-to-market (GTM) strategy to achieve ambitious targets for new partner acquisition and net revenue retention (NRR).

• Provide direct leadership, coaching, and performance management to a worldwide team of PAEs, BDRs, and Account Managers.

• Take ownership of global forecasting, pipeline management, and revenue reporting for the entire MSP business unit.

• Supervise the global MSP Account Management function to ensure high partner satisfaction, platform adoption, and operational retention.

• Standardize account health metrics, Quarterly Business Reviews (QBRs), and growth blueprints to enhance adoption and expansion within the existing partner portfolio.

• Focus on Partner Success as a growth engine by establishing frameworks that empower existing MSPs to bundle, upsell, and resell our solutions to their end-customers for optimal mutual MRR growth.

• Lead the team of Partner Account Executives (PAEs), ensuring rapid execution in qualifying and converting inbound MSP leads into active, revenue-generating partners.

• Oversee and enhance outbound pipeline generation strategies executed by both the BDR team and PAEs who share outbound responsibilities.

• Actively engage in significant industry events, conferences, and roadshows to represent the company, foster executive relationships, and generate valuable pipelines.

• Work collaboratively to enhance structured partner success and velocity by expanding our specialized MSP courses and certification tracks.

• Partner with stakeholders to continuously refine, iterate, and optimize our overarching MSP Partner Program, including tiers, incentives, and requirements, to maintain our status as a premier choice in the channel ecosystem.

• Serve as the "voice of the MSP," synthesizing field feedback to influence the product roadmap and refine pricing, packaging, and positioning.

⛳️ Requirements

• Over 8 years of B2B SaaS sales leadership experience.

• At least 4 years specifically dedicated to managing MSP / Channel Partner sales and account management teams on a global scale or across major regions.

• Demonstrated success in managing and scaling a multi-tiered sales organization that includes both hunting functions (direct management of BDRs and quota-carrying PAEs) and farming functions (Account Managers).

• In-depth understanding of MSP operations, their business models (MRR, packaging, margin expectations), and their technical ecosystems.

• Experience in aligning sales execution with formalized partner certification pathways and global channel partner programs.

• Proficient in CRM architecture (e.g., Salesforce, HubSpot) and PRM (Partner Relationship Management) tools to create reliable dashboards, forecasts, and attribution models.

• Willingness to travel globally for partner visits, executive QBRs, and major channel events (approximately 25–30%).

🏝️ Benefits

• A variety of medical plans available, including a high deductible HSA plan with employer contributions.

• Two dental plan options.

• Vision insurance coverage.

• Flexible spending account (FSA).

• Employee assistance program (EAP).

• Short- and long-term disability coverage.

• Life insurance options.

• 401k savings plan with matching contributions.

• Flexible paid time off policy.