Director, Channel Growth

Engine

22h•$170,000 - $200,000

About The Position

Engine is seeking a Director, Channel Growth to lead and develop a team of partner growth managers and own the performance of its partner portfolio. The role is accountable for GBV, pipeline, FTB, retention, partner growth, and team results. It combines hands-on leadership of strategic partner relationships with rigorous portfolio operations, forecasting, churn prevention, and cross-functional execution. The Director will help ensure partners are activated with momentum, expand their business across Engine Travel and Spend, and become durable revenue producers. The role will hire, develop, and raise the performance bar for the partner growth team while coordinating with Partner Acquisition, Partner Marketing, Sales, Finance, and Product. Engine describes its work environment as a hybrid-hub model, with roles performed in an office or fully remote depending on role needs.

Requirements

10+ years of experience in partner management, channel sales, account management, or customer success leadership.
5+ years leading and scaling quota-carrying or book-carrying teams.
Proven ability to personally expand large, complex partner or customer relationships and build teams that meet growth, retention, and expansion targets.
Strong operational expertise in book management, coverage models, partner segmentation, forecasting, and growth metrics, including GBV trends, FTB production, pipeline conversion, churn, and dormancy rates.
Salesforce proficiency.
Ability to allocate representative time across a portfolio, balancing strategic accounts, scaled plays, and decisions about partners unlikely to produce.
Strong commercial judgment and a focus on expanding engaged partners, reviving dormant partners, and protecting the existing base.
Direct, data-backed communication skills and willingness to give and receive candid feedback.
Ability to thrive in a fast-paced, high-standard, ambiguous environment and use AI and automation to scale individual and team output.

Nice To Haves

Experience in high-growth SaaS, fintech, marketplace, or travel technology.
Experience with two-sided marketplaces, embedded or API distribution, referral channel ecosystems such as GPOs, trade associations, or franchise networks, or corporate cards and spend management.

Responsibilities

Lead, manage, and develop partner growth managers against GBV, pipeline, FTB, and retention targets; establish operating cadence and accountability.
Own post-handoff partner portfolio performance, including GBV growth, new and confirmed pipeline, and deal-size expansion; ensure each partner has an actionable growth plan.
Personally executive-sponsor strategic partners, unblock stalled partners, and lead onsites and QBRs to grow partner volume.
Establish and enforce portfolio operating standards, including coverage, partner health segmentation, forecast accuracy, and Salesforce hygiene.
Build early-warning processes to identify declining or dormant partners, re-engage them, and manage partner churn as an accountable team metric.
Coordinate with the Director, Partner Acquisition on partner activation and handoff triggers, and hold acquisition accountable for production versus signing projections.
Grow partners across Engine Travel and Spend, expanding single-product referral partners into full-platform producers.
Align Partner Marketing, Sales, Finance, and Product on partner growth needs, including co-marketing, enablement, strategic events, and escalation paths.
Hire, ramp, and develop partner growth talent, building team capacity and output as portfolio volume grows.

Benefits

Equity for all employees.
Some roles may also be eligible for annual bonuses or commissions.
Competitive base pay tied to role and experience.
Benefits are available; details are provided at engine.com/culture.
The company provides resources for employees working in its offices or remotely.

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