Director, Channel Growth
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Key details
- Location
- United States
- Work style
- Remote
- Level
- Lead / Staff+
- Job type
- Full-time
- Experience
- 10–13 yrs
- Function
- Sales & Solutions
- Focus area
- other
- Posted
- 7h ago
Skills
About the role
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Channel Growth based in the United States.
As Director, Channel Growth, you will lead and scale a high-performing partner growth organization, transforming strategic partnerships into sustainable revenue streams. You will oversee a team of Partner Growth Managers, driving portfolio expansion, partner activation, retention, and commercial performance. Working across a dynamic technology-driven travel ecosystem, you will develop strategies to maximize partner engagement and revenue contribution. You will take a hands-on leadership approach, managing key strategic relationships while coaching your team to exceed ambitious targets. The role combines commercial strategy, operational excellence, and cross-functional collaboration. You will also leverage data, AI, and automation to improve performance and build scalable growth processes.
Accountabilities:
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Lead, coach, and develop a team of Partner Growth Managers, establishing clear performance expectations and accountability for revenue, pipeline, growth, and retention targets.
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Drive portfolio performance by developing partner-specific growth strategies, increasing gross booking value (GBV), expanding deal sizes, generating new business opportunities, and improving conversion rates.
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Personally manage strategic partner relationships, acting as an executive sponsor for high-value accounts, resolving challenges, conducting business reviews, and identifying new growth opportunities.
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Establish rigorous portfolio management practices, including partner segmentation, account coverage standards, health monitoring, forecasting accuracy, and Salesforce data management.
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Develop proactive strategies to prevent partner churn, reactivate dormant accounts, identify declining performance, and strengthen long-term partner engagement.
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Collaborate with Partner Acquisition leadership to ensure smooth partner onboarding, successful activation, and alignment between projected and actual commercial performance.
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Expand partner adoption across the full product ecosystem, encouraging existing referral partners to leverage additional travel and spend management solutions.
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Work closely with Partner Marketing, Sales, Finance, and Product teams to deliver effective co-marketing initiatives, partner enablement programs, strategic events, and operational support.
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Recruit, onboard, and develop high-performing talent while continuously improving team capabilities, productivity, and commercial results.
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10+ years of experience in partner management, channel sales, account management, or customer success leadership, including at least 5 years leading and scaling quota-carrying or portfolio-management teams.
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Proven experience in high-growth SaaS, fintech, marketplace, travel technology, or other technology-driven commercial environments.
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Demonstrated success in growing complex partner or customer portfolios, expanding strategic accounts, and consistently achieving revenue, retention, and business development targets.
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Strong understanding of portfolio management, partner segmentation, account coverage strategies, sales forecasting, pipeline conversion, churn prevention, and performance metrics such as GBV and first-time bookings (FTB).
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Proficiency in Salesforce and experience using data-driven insights to improve commercial performance and operational efficiency.
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Excellent commercial judgment, with the ability to prioritize strategic accounts, identify scalable growth opportunities, reactivate underperforming partners, and optimize resource allocation.
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Strong leadership, coaching, negotiation, and relationship-building skills, including the ability to manage executive-level partnerships.
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Excellent communication skills, with the confidence to provide constructive feedback, manage challenging conversations, and influence stakeholders across departments.
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Ability to thrive in<