Channel Sales Manager

Urban SDK•Jacksonville, FL

8d•Onsite

About The Position

Urban SDK is seeking a Channel Sales Manager to design, launch, and scale a high-impact channel sales program focused on partner-sourced pipeline and revenue growth across state, county, and municipal agencies. This role will own the end-to-end partner lifecycle—from strategy and recruitment through enablement, co-selling, pipeline management, and performance accountability. The ideal candidate has deep experience in GovTech, SaaS channel programs, public-sector procurement, and partner-led GTM strategies, with a proven ability to turn partnerships into predictable, repeatable revenue.

Requirements

5+ years of experience in B2B or B2G SaaS sales, with at least 3 years in channel or partnership sales.
Direct experience selling into state and local government or GovTech ecosystems.
Proven success building and scaling partner-led revenue programs.
Strong understanding of:
Public-sector procurement processes
Cooperative purchasing agreements
Multi-stakeholder decision-making environments
Experience working in a quota-carrying role with pipeline and forecast ownership.
High proficiency with CRM systems (HubSpot preferred).

Nice To Haves

Prior experience in transportation, public safety, infrastructure, or data analytics SaaS.
Existing relationships with GovTech resellers, integrators, or procurement networks.
Experience launching a channel program from zero to scale.
Comfort operating in a fast-growing, metrics-driven startup environment.

Responsibilities

Channel Strategy & Program Development
Design and execute Urban SDK’s channel sales strategy, aligned with annual ARR targets and territory plans.
Define partner segmentation and tiering (e.g., reseller, referral, system integrator, data partner).
Build the channel operating model, including:
Partner qualification criteria
Deal registration and rules of engagement
Revenue-share and referral structures
Co-selling and co-marketing motions
Establish clear success metrics for partner-sourced and partner-influenced revenue
Partner Recruitment & Enablement
Identify, recruit, and onboard high-leverage partners, including:
GovTech resellers and distributors
Systems integrators and consultants
Hardware, data, and infrastructure partners
State and local procurement aggregators
Lead partner onboarding, certification, and enablement programs.
Develop partner sales kits, pitch decks, demo narratives, and procurement guidance.
Ensure partners can articulate Urban SDK’s value across public safety, transportation, engineering, and planning use cases.
Pipeline & Revenue Ownership
Own a partner-sourced pipeline quota tied directly to ARR targets.
Drive partner-led deal origination, co-selling, and deal progression.
Enforce CRM hygiene and pipeline discipline for all channel-sourced opportunities.
Partner closely with AEs, AMs, and SDRs to:
Avoid channel conflict
Accelerate deal cycles
Improve win rates in complex procurement environments
Cross-Functional Leadership
Partner with Sales, Account Management, RevOps, Marketing, and Product to align channel execution.
Collaborate with Marketing on:
Joint webinars and events
Partner campaigns
Case studies and reference programs
Provide feedback to Product on partner-driven market needs and expansion opportunities.
Reporting, Forecasting & Optimization
Forecast channel pipeline and bookings with high accuracy.
Track and report on:
Partner-sourced ARR
Partner activation rates
Win rates and sales cycle length
Partner performance by tier
Continuously optimize partner performance through coaching, incentives, and program refinement.