Director of Channel Sales

Atera•Remote, OR

6d•Hybrid

About The Position

As our first Director of Channel Sales in North America, you will define how Atera scales through partners in the region. You will own the full partner motion - from identifying and recruiting the right strategic partners, to activating joint go-to-market programs, to driving partner-led revenue across mid-market and enterprise. You are not inheriting a playbook. You are writing it.

Requirements

10+ years of experience in channel sales, partner management - with at least several years at a B2B SaaS company.
Proven quota-carrying track record in co-selling and indirect sales models.
Deep experience working with VARs, distributors, and ISVs in enterprise and mid-market segments.
An established network of partners that you can activate
Strong command of partner enablement, joint GTM development, and pipeline generation best practices.
Highly independent, self-motivated, and capable of managing competing priorities without losing momentum.
Experience in a global organization; exposure to working with a headquarters outside the US is a strong advantage.
Ability and willingness to travel 25%-50% across the US.

Responsibilities

Define and execute Atera's channel strategy for North America, in alignment with global partnership goals.
Identify, recruit, and onboard strategic partners - VARs, distributors, and ISVs - that accelerate Atera's upmarket expansion.
Build and leverage your existing network to fast-track relationships with high-value partners from day one.
Develop joint business plans with partners covering revenue targets, enablement frameworks, and co-marketing activities.
Own a quota and drive partner-sourced and partner-influenced pipeline to achieve regional revenue targets.
Lead co-selling motions alongside partner sales teams, supporting enterprise sales cycles end-to-end.
Manage deal tracking, pipeline reviews, and forecasting for all partner-related activities.
Identify and convert new partnership opportunities that can materially accelerate growth.
Enable partners on Atera's platform through training, demos, sales plays, and ongoing field support.
Serve as a trusted advisor and executive-level point of contact for key partner stakeholders across sales, marketing, technical, and leadership teams.
Represent Atera at partner events, industry conferences, and field activities across the US.
Work closely with product, sales, marketing, and operations to align the partnership strategy with Atera's broader go-to-market.
Provide market intelligence and partner feedback to inform product positioning and competitive strategy.
Help build the infrastructure, processes, and playbooks that will scale the channel function as the team grows.