Business Development Lead, Channel Sales

Formlabs • Somerville, MA

5d • Onsite

About The Position

Formlabs is building a centralized partner acquisition function from the ground up. The Business Development Lead, Channel Sales will own the full growth motion of Formlabs' global reseller network, from identifying high-potential partners to signing new channel agreements across the Americas, EMEA, and APAC. This is a high-activity hunter role, offering an opportunity to build a critical revenue lever from scratch.

Requirements

• 2–5 years of experience in business development, or reseller onboarding
• Proven track record in outbound, hunter-style prospecting
• Strong pipeline management discipline and CRM proficiency (Salesforce preferred)
• Ability to work across time zones and adapt outreach to regional market dynamics
• Self-starter who can operate with ambiguity and build process where none exists
• Experience working with or selling alongside resellers, distributors, or VARs

Nice To Haves

• Passion for 3D printing, manufacturing technology, or hardware sales
• Familiarity with channel program structures, partner agreements, or distribution models
• Prior experience at a high-growth startup or scale-up

Responsibilities

• Build and manage a global pipeline: Identify and target resellers across industrial, healthcare, education, and government verticals.
• Drive full-cycle recruitment: Own the entire process, from initial cold outreach and qualification to final agreement negotiation.
• Track performance: Manage pipeline activity in Salesforce and report progress against global coverage targets.
• Develop the function: Refine outreach playbooks, qualification frameworks, and onboarding handoffs as the function scales.
• Collaborate cross-functionally: Work with Sales, Marketing, Legal, and Ops to ensure a seamless transition from initial outreach to selling partner.

Benefits

• Robust equity program to build future wealth through RSUs
• Comprehensive healthcare coverage (Medical, Dental, Vision)
• 401K matching and access to financial advisors
• Generous paid Parental Leave (up to 16 weeks)
• Tenure-based paid Sabbatical Leave (up to 6 weeks)
• Flexible Out of Office Plan – Take time when you need it
• Ample on-site parking & pre-tax commuter benefits
• Healthy on-site lunches, snacks, beverages, & treats
• Regular sponsored professional development opportunities
• Many opt-in culture events across our diverse community
• Unlimited 3D prints

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed