VP, Channel Sales

Turn/River•San Francisco, CA

1d•$345,000 - $355,000•Hybrid

About The Position

Turn/River Capital is seeking a VP, Channel Sales to join their Operations team. This role involves two primary responsibilities: contributing to the Turn/River Channel playbook, which guides portfolio companies on accelerating channel sales, and partnering with Channel leaders in these companies to help them exceed their sales targets through structural and process improvements. The focus will be on key growth levers such as pipeline generation, conversion rates, and average deal value/contract terms within a B2B/SaaS environment.

Requirements

10+ years of B2B software/SaaS Go-To-Market experience (Channel, Sales and/or Rev Ops) with a minimum of 5 years leadership experience.
Ideal candidate will have worked directly on scaling high performing Channel teams for at least 2 of those years.
Deeply data-oriented, with specific depth on analyzing Channel sales funnels and developing actionable insights from the data
Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and Channel sales cycles (High Velocity and Enterprise)
Deep understanding of the critical elements to grow a Channel sales organization as a company scales such as hiring, team composition, and org structure/design
Proven ability to create predictability in Channel sales orgs and/or RevOps orgs you’ve led, through a combination of org structure design and implementing process best practices
Familiarity with how to drive pipeline from multiple sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel
Strong project management, organizational skills, and process management

Nice To Haves

deep knowledge of AI applications for software sales

Responsibilities

Partner with the Channel leaders at Turn/River portfolio companies to drive revenue growth, provide guidance, and support implementation of best practices
Continuously test and contribute to Turn/River’s Channel best practices, and share internally for application across the Turn/River portfolio
Foster a Channel sales culture focused on repeatable and predictable processes
Work closely with Sales, Marketing and Customer Success functional counterparts at Turn/River to ensure a cohesive Channel revenue generation strategy and execution
Support analysis of companies during the due diligence process, developing a deep understanding of the existing Channel organization’s process, efficiency, and team performance