Director, Channel Growth

Accountabilities:

Lead, coach, and develop a team of Partner Growth Managers, establishing clear performance expectations and accountability for revenue, pipeline, growth, and retention targets.

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.

Personally manage strategic partner relationships, acting as an executive sponsor for high-value accounts, resolving challenges, conducting business reviews, and identifying new growth opportunities.

Establish rigorous portfolio management practices, including partner segmentation, account coverage standards, health monitoring, forecasting accuracy, and Salesforce data management.

Develop proactive strategies to prevent partner churn, reactivate dormant accounts, identify declining performance, and strengthen long-term partner engagement.

Collaborate with Partner Acquisition leadership to ensure smooth partner onboarding, successful activation, and alignment between projected and actual commercial performance.

Expand partner adoption across the full product ecosystem, encouraging existing referral partners to leverage additional travel and spend management solutions.

Work closely with Partner Marketing, Sales, Finance, and Product teams to deliver effective co-marketing initiatives, partner enablement programs, strategic events, and operational support.

Recruit, onboard, and develop high-performing talent while continuously improving team capabilities, productivity, and commercial results.

Requirements:

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.

Proven experience in high-growth SaaS, fintech, marketplace, travel technology, or other technology-driven commercial environments.

Demonstrated success in growing complex partner or customer portfolios, expanding strategic accounts, and consistently achieving revenue, retention, and business development targets.

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).

Proficiency in Salesforce and experience using data-driven insights to improve commercial performance and operational efficiency.

Excellent commercial judgment, with the ability to prioritize strategic accounts, identify scalable growth opportunities, reactivate underperforming partners, and optimize resource allocation.

Strong leadership, coaching, negotiation, and relationship-building skills, including the ability to manage executive-level partnerships.

Excellent communication skills, with the confidence to provide constructive feedback, manage challenging conversations, and influence stakeholders across departments.

Ability to thrive in fast-paced, high-growth environments, navigate ambiguity, and maintain high performance standards while managing competing priorities.

Experience leveraging AI and automation tools to improve individual productivity, team effectiveness, and business processes.

Nice to have: Experience with two-sided marketplaces, embedded or API-based distribution, referral ecosystems such as trade associations or franchise networks, corporate cards, or spend management solutions.

Benefits:

Competitive annual base salary ranging from $170,000 to $200,000, depending on experience, expertise, and location.

Equity opportunities available to all employees.

Potential eligibility for annual performance bonuses or commissions, depending on the role.

Comprehensive employee benefits package, with details available through the employer.

Flexible working arrangements through a hybrid-hub model, including fully remote opportunities.

Access to the tools, resources, and environments needed to support professional success.

Opportunity to build and lead a growing partner organization within an innovative, AI-driven travel technology business.

Exposure to strategic partnerships, enterprise customers, and influential industry stakeholders.

High-ownership environment offering significant opportunities for leadership, professional development, and career growth.