Director, Channel

Celigo

1d•$140,000 - $165,000•Remote

About The Position

Celigo is hiring a Director of Channel Sales to lead the operational backbone of their North American ecosystem partner business. This role will manage a team of experienced Partner Account Managers (PAMs) who are responsible for a significant portion of Celigo's partner-sourced revenue. It is a player-coach leadership role, involving both internal sales management (pipeline, forecast, coaching, attainment, talent development) for senior PAMs and external representation as a senior partner-facing leader for Celigo's top ecosystem partners. The Director will report to the VP, Global Channel Partners and act as the trusted operational leader for the channel organization, allowing the VP to focus on strategic partnerships, international growth, and AI initiatives.

Requirements

Genuine evangelist energy — comfortable headlining a partner QBR, holding a room with a partner executive team, and inspiring a tenured team.
Coach-first leadership style with proven success as a strong operational #2 to a hands-on channel leader, without ego friction over visibility or strategic ownership.
Willingness and ability to travel 30–40%, primarily across North America.
US-based; comfortable working in PT/MT business hours with periodic cross-time-zone coordination.
8+ years in channel or partner sales, with 3+ years managing partner account managers or channel AEs.
Proven track record of meeting and exceeding partner-sourced revenue targets at scale.
Strong sales management fundamentals: forecast discipline, pipeline rigor, deal coaching, and talent development.

Nice To Haves

SaaS or iPaaS background strongly preferred; deep familiarity with the big ERP and CRM partner ecosystems is a significant plus.

Responsibilities

Sales leadership: weekly forecast and pipeline reviews, monthly business reviews, quarterly attainment planning, deal coaching, and escalation management across the NA ecosystem book.
Team development: 1:1s with each PAM, ramp plans for new hires, performance management, career pathing, and evaluating opportunities to promote an internal team lead within run rate as the team scales.
External presence: senior Celigo face to our top ecosystem partners — including ownership transition (over time, and in partnership with the VP) of relationships with our highest-contribution NetSuite partners.
Number ownership: accountable, alongside the VP, for partner-sourced revenue, forecast accuracy, and growth across the NA ecosystem portfolio.
Cross-functional partnership: working with direct sales leadership, partner marketing, partner operations, and product to unblock partner motions and resolve escalations.
Program execution: translating channel strategy (partner program changes, AI tooling rollouts, GTM shifts) into team execution, and bringing field signal back to channel leadership.