Director of Partnerships & Channel

Front•San Francisco, CA

8d•Hybrid

About The Position

Front is the leading AI-powered customer service platform built for collaboration. Front brings core support channels into a modern, intuitive workspace where teams can collaborate on requests, automate manual processes, and delight customers across their entire lifecycle. Front’s flexible workflows, AI features, and customer intelligence provide the efficiency and insights to keep entire organizations customer-first, every day. More than 9,000 of the most innovative companies worldwide including CultureAmp, HootSuite, and Y Combinator use Front to deliver five-star service at scale. Backed by Sequoia Capital and Salesforce Ventures, Front has raised $204M from leading venture capital firms and independent investors including top executives at Atlassian, Okta, Qualtrics, Zoom, and PagerDuty. Front has received numerous Great Place to Work accolades, including Built In's 100 Best Midsize Places to Work in SF 2025, Top Places to Work by USA Today 2025, Y Combinator's list of Top Companies in 2023, #4 on Fortune’s Best Workplaces in the Bay Area™ ,Inc. Magazine's 2022 Best Workplaces list, and Forbes Best Startup Employers 2022 List. As the Director of Partnerships & Channels at Front, you will spearhead the development and execution of our partnerships strategy, driving significant revenue growth and market expansion. You will be responsible for building and leading a high-performing program, cultivating strategic relationships in target partner ecosystems including Technology Services Distributor (TSD) channel partners in the CX & customer support industries. You will collaborate closely with Front’s executive leadership, Sales, Marketing, Product, Finance, and Legal teams to develop and manage pipeline and go-to-market (both co-selling and co-marketing) initiatives that generate substantial incremental revenue and establish Front as a leader in the CX ecosystem. You will be a key leader within Front, shaping and evolving our partner programs, processes, and overall strategy to drive long-term scalability and success. This position reports to our SVP, Global Partnerships.

Requirements

10+ years experience in channel sales, business development, or strategic partnerships, with at least 5 years in a management role.
Proven track record of developing and executing successful strategic partnership strategies in the SaaS industry, including with TSD channel partners.
Extensive experience cultivating and managing strategic relationships with key partners, including TSDs, other channel partners, and ISV/integration partners.
Excellent communication, negotiation, and presentation skills, with the ability to effectively engage and influence executive-level stakeholders within Front and partner organizations.
Goal oriented and the ability to thrive in a fast-paced technology-driven sales environment.
Deep understanding of the CX & customer support landscape, with a strong network of relationships within the TSD & master agent ecosystem.
Proven ability to drive partner-sourced pipeline and revenue growth, consistently exceeding sales targets.
Strategic thinker with the ability to identify and capitalize on market opportunities and trends.
Experience negotiating and executing complex partnership agreements.

Responsibilities

Expand and refine the long-term strategy for increasing Front’s pipeline and revenue in the CX ecosystem through strategic partnerships with TSDs and key channel partners.
Cultivate and manage strategic relationships with key partners, serving as the senior point of contact.
Become a subject matter expert on Front and all of our products, leveraging your expertise to educate and capture mindshare with our partners.
Collaborate with Front’s executive leadership, Sales, Marketing, Product, Finance, and Legal teams to align partnership strategies with overall business objectives and increase sales pipeline and revenue growth.
Identify, negotiate, and execute partnership agreements that maximize value for Front and its partners.
Drive joint marketing and sales initiatives with partners to generate awareness, pipeline, and revenue.
Travel as needed (up to 30%) to support key partner meetings, industry events, and strategic initiatives.
Establish and track key performance indicators (KPIs) for partner activity, enablement, and pipeline, providing regular reporting and analysis to executive leadership.
Stay at the forefront of industry trends and insights, proactively identifying new partnership opportunities and providing strategic recommendations to drive business growth.
Lead cross-functional initiatives to align internal teams at Front with strategic partners, ensuring seamless collaboration and execution of partnership programs.

Benefits

Competitive salary
Equity (we are post-series D & backed by some of the best VCs in the US)
Private health insurance, including plan options at no cost to employees
Paid parental leave
Flexible time off policy
Flexibility to work from home 3 days/week (unless posted as a full-remote role)
Mental health support with Workplace Options
Family planning support with Maven
$100 per month Lifestyle Stipend to spend on fitness, health and wellness, and other activities
Wellness Days - Fronteers get an additional day off on months with no holidays
Winter Break - Our offices are closed from Christmas to New Year's Day!