Director, Channel and Vertical Sales

Marigold

1d • $155,000 - $175,000

About The Position

Marigold is seeking a strategic and hands-on Director, Channel & Vertical Sales to build and scale our partner revenue motion while leading vertical-focused Account Executives within high-potential industry segments. At approximately $115M in revenue, we are entering our next stage of disciplined growth. Our partner ecosystem is in the early stages of development, and our vertical install base represents a significant expansion opportunity. This leader will architect a repeatable and scalable partner program while driving new logo acquisition and expansion within targeted industries. This role reports to the VP of Sales.

Requirements

• 8 to 12 years of B2B SaaS or enterprise sales experience, with a strong focus on revenue growth
• Demonstrated experience building or scaling a partner or channel sales program
• Proven track record managing quota-carrying Account Executives and driving team performance
• Experience leading new logo acquisition and expansion strategies within defined industry verticals
• Strong analytical and process orientation with experience improving pipeline coverage and forecast accuracy
• You are both a builder and an operator. You are comfortable creating structure where little exists, while also rolling up your sleeves to drive execution. You bring a disciplined, analytical mindset and thrive in environments where growth requires both strategic design and hands-on leadership. You are energized by building repeatable revenue engines and developing high-performing sales talent.

Nice To Haves

• Experience operating in a $75M to $200M revenue SaaS organization
• Familiarity with partner ecosystem design including reseller and referral motions
• Experience collaborating closely with RevOps and Marketing to build scalable GTM programs

Responsibilities

• Build and launch a scalable partner program, including partner segmentation, tiering, onboarding, enablement, and compensation frameworks
• Recruit and develop strategic referral and reseller partners while driving predictable partner-sourced and partner-influenced pipeline
• Directly manage and coach two vertical-focused Account Executives, driving disciplined territory planning, quota attainment, and deal execution
• Increase expansion and cross-sell penetration within targeted vertical install bases while identifying whitespace opportunities
• Partner with Marketing and RevOps to develop vertical campaigns, co-marketing initiatives, pipeline visibility, and accurate forecasting
• Own blended revenue targets across partner and vertical segments, delivering measurable growth and performance insights to Sales leadership

Benefits

• Competitive benefits including: medical/dental/vision insurance, life/accident/disabilities insurance, supplemental health benefits, FSA, EAP and pet insurance
• Generous time off (we call it Open Time Away) as well as paid holidays and a birthday benefit day off.
• Paid Volunteer Time
• 401k plan with a company match on your contributions.
• Employee-centric and supportive remote work environment with flexibility.
• Support for life events including paid parental leave.

What This Job Offers

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