Director, Channel Partnerships

Zapier•San Francisco, CA

1d•Remote

About The Position

Zapier is seeking an experienced and visionary Director, Channel Partnerships to lead its channel partner strategy and team. The Ecosystems & Channels organization is central to Zapier's go-to-market strategy, leveraging over 8,000 partner integrations, a network of Solution Partners, and a growing AI ecosystem to drive impact. This role is responsible for building and scaling channel motions that directly influence enterprise and upmarket ARR. It's a strategic leadership position overseeing the end-to-end channel partnership function, including strategy and execution across Solution Partners, experimental partnership motions, and hyperscaler integrations like AWS Marketplace. The Director will own revenue targets for these routes to market, define partner recruitment, enablement, and growth strategies, and drive cross-functional execution to achieve measurable business outcomes.

Requirements

10+ years of experience in channel partnerships, partner sales, or alliances.
Experience leading teams from individual contributors to senior managers.
Proven ability to turn market insights into strategies that delivered measurable business impact.
Experience owning partner-sourced and partner-influenced revenue targets, designing coverage and capacity models, and building accountability frameworks.
Experience designing workflows, building agents, and creating playbooks with AI tools.
Experience building tiering structures, benefit frameworks, co-sell/co-market motions, and enablement programs for services partners.
Foundation in services and consulting partners, with a clear point of view on evolving into large SIs, alliances, and hyperscalers.
Financial acumen, including modeling partner economics, building business cases, and translating partner activity into pipeline and ARR impact.
Exceptional communication and cross-functional operational skills.
Ability to define and size new services opportunities and understand what a strong partner services practice looks like.
Experience leading from the front, directly managing high-potential partner relationships.
Data-driven approach with the ability to set goals, measure outcomes, and adapt based on insights.
Ability to build reporting for clear visibility into partner-sourced and partner-influenced business impact.

Responsibilities

Set channel partnership strategy, including revenue targets, coverage models, partner prioritization, and program investment across Solution Partners, experimental motions, and hyperscalers.
Lead, develop, and set a high bar for the Channel Partnerships team, including hiring, coaching, and development. Serve as a player-coach, personally owning select high-potential partner relationships.
Design and manage partner programs, including tiering, incentive structures, co-sell and co-market frameworks, recruitment, onboarding, and enablement.
Define and size the services opportunity, building the business case and framework for partner-delivered services.
Own partner-sourced and partner-influenced ARR, connecting channel activity to ARR and pipeline through metrics and accountability frameworks, and providing accurate forecasting.
Drive GTM, technical, and internal alignment across Sales, Solution Architects, Customer Success, Technical Account Managers, Marketing, and other internal teams.
Drive partner demand generation through collaboration with Partner Marketing on joint initiatives.
Expand the channel footprint into international markets, AWS Marketplace, and future hyperscaler programs, testing new channel models.
Ensure a strong customer experience through partners by supporting escalations and resolving issues.
Measure the ROI of channel efforts and track emerging trends, partner opportunities, and competitive moves.
Champion AI-first approaches in pipeline management, partner enablement, opportunity analysis, and team workflows.
Invest in tools, processes, and enablement for outsized impact.
Challenge the status quo and effect positive organizational change.
Provide support to other Zapiens, spread knowledge, and develop/mentor teammates outside formal reporting structures.