Director of Channel Sales

Lightcast

Channel Sales Director at Lightcast managing channel sales strategies and partner relations for HR technology. A proactive role driving revenue growth with approximately 30% travel.

Posted 5/12/2026full-timeRemote • Idaho • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Own the development and execution of channel sales strategies
Cultivate high-impact partner relationships
Consistently deliver against ambitious revenue targets
Serve as the primary point of contact, ensuring high partner satisfaction and engagement
Build and implement strategic sales plans to achieve revenue targets through partners
Create and manage quarterly and annual business plans with clear revenue goals
Partner with stakeholders to develop joint business plans aligned to company objectives
Own and achieve assigned sales quotas by driving partner performance
Monitor partner pipelines and sales activity; provide accurate forecasts and updates to leadership
Deliver training and ongoing enablement to ensure partners can effectively position and sell Lightcast solutions
Create and deliver presentations, product demos, and sales materials for partners
Maintain a strong understanding of partner ecosystems, market trends, and buyer behavior
Track partner and competitor activity; identify opportunities to strengthen Lightcast’s position
Provide market insights to inform product, marketing, and sales strategies
Collaborate cross-functionally with sales, marketing, product, engineering, account management, and legal teams
Support and participate in joint marketing campaigns and partner events to drive pipeline and brand awareness
Track and report on partner performance, sales activity, and key metrics
Use data and insights to continuously improve channel sales effectiveness and partner engagement

Requirements

What you’ll need

5–7 years of experience in channel sales or business development, preferably in HR technology
Experience working with HCM platforms such as Workday and/or SAP SuccessFactors required
Demonstrated track record of meeting or exceeding sales quotas in a channel sales environment
Experience managing and growing a portfolio of channel partners to drive revenue
Strong strategic thinking and problem-solving skills
Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels
Proficiency with Salesforce and other sales tools to manage partner performance and pipeline
Self-motivated and results-driven, with the ability to work both independently and cross-functionally

Benefits

Comp & perks

Lightcast is proud to be an equal opportunity workplace and does not discriminate on the basis of federally protected statuses. Lightcast has always been, and always will be, committed to diversity of thought and unique perspectives. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.

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Hard Skills & Tools

channel salesbusiness developmentsales quotaspartner performance managementstrategic sales planningrevenue forecastingmarket insightsdata analysisportfolio managementsales effectiveness

Soft Skills

strategic thinkingproblem-solvingcommunicationinterpersonal skillsinfluencing stakeholdersself-motivatedresults-drivencross-functional collaborationpartner engagementtraining and enablement