Director of Channel Sales

Tapcheck•Plano, TX

7d•Hybrid

About The Position

The Director of Channel Sales will be responsible for building, scaling, and executing Tapcheck’s channel strategy to drive net-new revenue. This role requires a builder mindset, strong executive presence, and a relentless focus on execution. The ideal candidate is highly organized, detail-oriented, and metrics-driven, with the ability to turn partner activity into measurable pipeline and closed business. This role offers both a remote and hybrid option. Employees located within 30 miles of Plano TX, are required to be in-office Tuesday through Thursday each week. Those residing beyond this radius may be considered for a fully remote arrangement, depending on experience and business needs. What You’ll Do: Channel & Revenue Growth Own and expand channel-driven net-new business through strategic partners and direct prospecting efforts. Prospect, qualify, and develop new business opportunities in partnership with channel organizations. Build and maintain long-term, high-impact relationships with partners, prospects, and clients. Track the full lifecycle of partner relationships, from activation through conversion and expansion. Manage pipeline and opportunity flow in Salesforce, ensuring accurate forecasting and activity-to-revenue conversion. Team Leadership & Execution Manage and coach a team of 5 individual contributors focused on relationships, account farming, sponsored events, and in-person partner enablement. Set clear expectations around activity, conversion metrics, and results. Drive a high-performance culture centered on accountability, motivation, and execution. Ensure the team is consistently generating pipeline—not just activity—through events, enablement, and partner engagement. Training & Development Establish a common sales strategy and repeatable approach for identifying, developing, and closing channel-driven opportunities. Work closely with Account Executives to uncover new opportunities, advance deals, and strengthen customer and partner relationships. Coach and mentor AEs and channel sellers in consultative selling and deal execution. Provide local and cross-functional support to align channel efforts with broader sales goals. Process Building & Optimization Build and refine scalable channel sales processes, playbooks, and reporting. Translate activity data into insights that improve conversion rates and pipeline quality. Collaborate with Marketing to create and deliver customized sales presentations, collateral, and enablement materials. Analyze market trends and internal performance metrics to adjust strategy and identify new customer segments. Lead disciplined follow-up, proposal execution, and deal management to close new business.

Requirements

7+ years of experience in channel sales, partnerships, or indirect sales, ideally in fintech, SaaS, or HR/payroll
Proven experience building channel programs from the ground up or scaling them in high-growth environments
Comfortable owning targets, forecasting partner pipeline, and being accountable to results
High proficiency in Salesforce, documentation tools (Confluence, Lucidchart), and Excel
Strong technical troubleshooting skills and comfort navigating multiple platforms
Detail-oriented, organized, and able to independently manage a pipeline of accounts
Exceptional verbal and written communication skills
Collaborative, solutions-oriented mindset with strong ownership

Nice To Haves

Experience working with workflow logic, if/then conditions, or platform configuration is a plus

Responsibilities

Own and expand channel-driven net-new business through strategic partners and direct prospecting efforts.
Prospect, qualify, and develop new business opportunities in partnership with channel organizations.
Build and maintain long-term, high-impact relationships with partners, prospects, and clients.
Track the full lifecycle of partner relationships, from activation through conversion and expansion.
Manage pipeline and opportunity flow in Salesforce, ensuring accurate forecasting and activity-to-revenue conversion.
Manage and coach a team of 5 individual contributors focused on relationships, account farming, sponsored events, and in-person partner enablement.
Set clear expectations around activity, conversion metrics, and results.
Drive a high-performance culture centered on accountability, motivation, and execution.
Ensure the team is consistently generating pipeline—not just activity—through events, enablement, and partner engagement.
Establish a common sales strategy and repeatable approach for identifying, developing, and closing channel-driven opportunities.
Work closely with Account Executives to uncover new opportunities, advance deals, and strengthen customer and partner relationships.
Coach and mentor AEs and channel sellers in consultative selling and deal execution.
Provide local and cross-functional support to align channel efforts with broader sales goals.
Build and refine scalable channel sales processes, playbooks, and reporting.
Translate activity data into insights that improve conversion rates and pipeline quality.
Collaborate with Marketing to create and deliver customized sales presentations, collateral, and enablement materials.
Analyze market trends and internal performance metrics to adjust strategy and identify new customer segments.
Lead disciplined follow-up, proposal execution, and deal management to close new business.