Director, Channel Partnerships

From the posting

Key Responsibilities
Define where we play and how we win
- Set the referral channel strategy across partner verticals, customer segments, and markets.
- Identify which partners have genuine access to our target customers and a compelling reason to recommend Remote.
- Prioritize investment based on commercial potential, customer fit, speed to activation, and economics.
- Develop differentiated propositions for different partner types. A bank, VC fund, accounting firm, and recruiter will not all respond to the same playbook.
Recruit and land high-potential partners
- Build a focused partner recruitment pipeline and lead the acquisition of high-potential referral partners.
- Develop relationships across VC funds and their portfolio support teams, banks, fintech platforms, accounting and advisory firms, HR consultants, fractional CFOs and CHROs, recruiters, and PEO and benefits brokers.
- Structure and negotiate agreements that create clear value and sustainable economics for both parties.
- Qualify for willingness and ability to generate business—not just willingness to sign an agreement.
Activate partners and make them productive
- Own the journey from partner signature through, prospecting, onboarding, enablement, support, first referral, first booking, commission payments, event sponsorships, and repeat production.
- Help partners recognize the customer situations that create an opportunity for Remote: international hiring, expansion into new markets, distributed teams, and payroll complexity.
- Build practical enablement, referral workflows, communications, and campaigns that make recommending Remote easy.
- Work with Partner Marketing on scalable activation and nurture programs, rather than relying on individual relationship management alone.
- Build trusted senior relationships with key partners and use structured business reviews to drive action.
- Reactivate partners with potential and stop investing in relationships that do not produce.
- Partner with Integrations, Solutions Consulting, and Sales teams to develop high-value integrations that strengthen referral channels and drive strategic co-selling.
- Collaborate with Field Marketing to boost demand generation attendance and execute joint GTM initiatives, including curated events and co-sponsored activities.
- Align with Corporate Marketing to amplify key partnerships, showcase customer success stories, and produce pipeline-generating content that elevates brand awareness and co-sell performance.
Own partner-sourced pipeline and bookings
- Own the team’s partner-sourced pipeline and bookings targets, forecast, and performance.
- Work closely with Sales to ensure referrals are qualified, routed, followed up, and converted effectively.
- Identify where performance is blocked—partner engagement, referral quality, sales follow-up, customer fit, or commercial terms—and fix it.
- Establish clear rules for attribution and channel engagement. Distinguish genuinely partner-sourced business from activity that merely touches an existing opportunity.
- Track acquisition and servicing costs alongside revenue share to ensure channel growth is commercially sustainable.
Build a scalable operating model
- Turn successful experiments into repeatable playbooks for recruitment, onboarding, enablement, activation, and partner management.
- Work with RevOps to improve partner tracking, lead routing, reporting, and revenue-share processes.
- Segment the portfolio so high-touch management is reserved for partners that justify it, with programmatic support for the broader ecosystem.
- Use automation to reduce manual work and increase the team’s capacity to recruit and activate productive partners.
Lead and develop a high-performing team
- Hire, coach, and manage a team of channel partnership managers.
- Set clear ownership, targets, priorities, and operating rhythms.
- Coach the team to connect relationship-building with commercial outcomes.
- Stay close enough to partners and deals to understand what works. Lead from the front without becoming the bottleneck.
What you bring
- Experience building scalable partnership motions. You have built and improved a referral or channel business—not just managed an established portfolio.
- Commercial accountability. You have owned pipeline and bookings targets and can explain how your actions changed the number.
- People leadership. You have hired, coached, and managed a high-performing commercial team.
- Trusted-advisor credibility. You know how to build lasting relationships with professional services firms, advisors, and other organizations whose recommendations carry weight with customers.
- Strong business judgement. You can distinguish a prestigious partner from a productive one, and know where to invest time and resources.
- Operating rigor. You turn ambiguity into clear priorities, repeatable processes, and measurable outcomes.
- A builder’s mindset. You build new systems; you do not just operate within them. You know when to standardize and when a vertical needs a different approach.
- Experience with fast-growing companies. You understand how they buy, who influences their decisions, and how their international hiring and payroll needs evolve.
- Strong cross-functional execution. You work effectively with Sales, Marketing, RevOps, Legal, and Finance to make partnerships work in practice.
- EOR or global payroll experience is highly preferred. An established network across relevant referral partner verticals is a strong advantage.
What success looks like
- Consistent delivery against partner-sourced pipeline and bookings targets.
- A growing base of productive partners that generate qualified opportunities repeatedly—not just signed agreements.
- Faster activation: less time from signing a partner to their first qualified referral and first booking.
- Improving referral quality, conversion, and productivity per partner and per team member.
- A scalable channel motion with sustainable economics, clear attribution, and a strong partner experience.
You won’t be a fit if
- You measure success primarily by signed partners, meetings, or relationship sentiment.
- You expect to apply the same familiar playbook across every vertical.
- You want to set strategy but stay removed from partner recruitment, activation, and deal execution.
- You have only operated within mature programs and have not built a motion yourself.
Practicals
- You’ll report to: GM & VP Partnerships
- Direct Reports: 5-6
- Location: AMER preferred
- Travel: Regular travel expected
Application process
- Interview with recruiter
- Team Interview 1
- Interview with future manager
- Team interview 2
- Exercise
- Bar Raiser Interview
- Prior employment verification check

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