Head of Channel Sales

This is a fully remote position, open to applicants in Arizona, +20 more states.

📋 Description

• Lead, mentor, and nurture a team of 3–5 Partner Managers, establishing clear expectations, conducting regular pipeline reviews, and fostering a culture of accountability and growth.

• Take ownership of and expand PDQ’s reseller network by actively recruiting and onboarding new partners in key markets while remaining engaged in high-priority accounts with your team.

• Design the channel program, develop partner tiers, incentive structures, and enablement frameworks that position PDQ as the preferred choice for resellers.

• Drive partner enablement at scale, providing reseller AEs, SEs, and marketing teams with the messaging, tools, and confidence to effectively position and sell PDQ solutions.

• Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to ensure alignment of channel strategy with overarching go-to-market initiatives and joint pipeline generation.

• Analyze channel performance metrics, adjust strategy based on key indicators, and report on pipeline, ARR contributions, and partner health to senior leadership.

⛳️ Requirements

• 5+ years of experience in B2B SaaS channel sales or partner management, including at least 2 years in a leadership or player-coach role overseeing a team of partner/channel sellers.

• A well-established network of reseller and channel partner relationships within the IT software sector that you can leverage to enhance PDQ’s reach from day one.

• A proven history of achieving and increasing partner-sourced ARR targets, along with strong CRM management and pipeline forecasting abilities.

• Comfortable serving as a player-coach: you will lead and develop your team while being actively involved in critical partner relationships and field engagement where it matters most.

• An undergraduate or graduate degree, or equivalent experience with a demonstrated history of success in channel sales leadership.

• Experience in selling or leading channel sales for IT management, endpoint security, or device management software (Nice to Have).

• Existing relationships with MSPs, VARs, or distributors in the SMB or mid-market IT sector (Nice to Have).

• Experience in building a channel program from the ground up: developing partner tiers, incentive structures, or enablement frameworks (Nice to Have).

• Familiarity with IT management tooling categories such as endpoint management, patching, software deployment, and MDM, sufficient to engage credibly with reseller sellers and their IT customers (Nice to Have).

🏝️ Benefits

• 4-Day Work Week

• Equity Participation

• Managers who support professional development

• 100% Premium Coverage for medical, dental, and vision for you and your dependents

• 100% Premium Coverage for Short Term Disability, Long Term Disability, Life, and AD&D Insurance

• Company Match of the first 6% of your employee deferrals

• Flexible Paid Time Off Policy that respects your autonomy

• Health Savings Account (HSA) and wellness incentives

• Quarterly Company Values Award (team member nominated)