Director of Channel Sales

Tapcheck

full-time

Posted on: 1/23/2026

Location Type: Hybrid

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About the role

Own and expand channel-driven net-new business through strategic partners and direct prospecting efforts.
Prospect, qualify, and develop new business opportunities in partnership with channel organizations.
Build and maintain long-term, high-impact relationships with partners, prospects, and clients.
Track the full lifecycle of partner relationships, from activation through conversion and expansion.
Manage pipeline and opportunity flow in Salesforce, ensuring accurate forecasting and activity-to-revenue conversion.
Manage and coach a team of 5 individual contributors focused on relationships, account farming, sponsored events, and in-person partner enablement.
Set clear expectations around activity, conversion metrics, and results.
Drive a high-performance culture centered on accountability, motivation, and execution.
Ensure the team is consistently generating pipeline—not just activity—through events, enablement, and partner engagement.
Establish a common sales strategy and repeatable approach for identifying, developing, and closing channel-driven opportunities.
Work closely with Account Executives to uncover new opportunities, advance deals, and strengthen customer and partner relationships.
Coach and mentor AEs and channel sellers in consultative selling and deal execution.
Provide local and cross-functional support to align channel efforts with broader sales goals.

7+ years of experience in channel sales, partnerships, or indirect sales, ideally in fintech, SaaS, or HR/payroll
Proven experience building channel programs from the ground up or scaling them in high-growth environments
Comfortable owning targets, forecasting partner pipeline, and being accountable to results
High proficiency in Salesforce, documentation tools (Confluence, Lucidchart), and Excel
Strong technical troubleshooting skills and comfort navigating multiple platforms
Detail-oriented, organized, and able to independently manage a pipeline of accounts
Exceptional verbal and written communication skills
Experience working with workflow logic, if/then conditions, or platform configuration is a plus
Collaborative, solutions-oriented mindset with strong ownership

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel salespartnershipsindirect saleschannel programsforecastingtechnical troubleshootingworkflow logicplatform configuration

Soft Skills

relationship buildingcoachingmentoringcommunicationdetail-orientedorganizedcollaborativesolutions-orientedaccountabilitymotivation