Director, Partnerships & Channel Revenue

About The Position

The Director, Partnerships & Channel Revenue will drive partner-influenced pipeline and closed-won revenue, working cross-functionally with Sales Leadership, Account Executives, Marketing, Product, and Customer Success to build a scalable channel sales engine.

Requirements

7–12+ years of experience in partnerships, channel sales, alliances, or partner GTM
Proven track record driving partner-influenced revenue in a B2B SaaS environment
Strong understanding of enterprise sales motions and experience operating inside a sales-led organization
Ability to recruit, enable, and scale partners with measurable outcomes
Experience building repeatable partner programs from early stage through growth stage
Excellent executive communication skills and ability to influence without authority
Comfortable working in fast-paced environments with ambiguous inputs and high accountability

Nice To Haves

Experience in POS, payments, enterprise SaaS, hospitality/restaurant tech, or retail tech ecosystems
Existing relationships with relevant strategic partners, integrators, or consultants in the space
Familiarity with Salesforce and partner reporting metrics/attribution models

Responsibilities

Build and execute Qu’s partnerships strategy focused on partner-influenced ARR and pipeline creation
Define partner segmentation, target partner profiles, and partner engagement models (referral, resale, strategic alliance, ISV, etc.)
Create scalable partner motions that support the direct GTM org with qualified introductions and deal acceleration
Track partner performance and continually optimize based on measurable revenue impact
Identify and onboard new partners aligned to Qu’s ICP and growth priorities
Develop partner enablement programs including sales plays, positioning, pitch materials, and certification paths
Create a repeatable onboarding process that drives partner activation within the first 30–60 days
Collaborate directly with AEs, Sales Engineering, and Sales Ops to drive co-selling engagement and execution
Ensure partners are integrated into account planning and pipeline generation efforts
Support partner-led deal cycles with mutual action plans, executive alignment, and structured follow-ups
Train internal sellers on when/how to leverage partners
Partner with Marketing to build co-marketing programs (webinars, events, campaigns, partner content)
Drive partner-sourced and partner-influenced leads through targeted GTM activities
Represent Qu at partner events, industry conferences, and ecosystem gatherings
Own partner pipeline and revenue forecasting with reporting to CRO and GTM leadership
Define KPIs and dashboards (sourced pipeline, influenced pipeline, influenced ARR, partner activation metrics, etc.)
Establish cadence for partner business reviews and internal stakeholder updates