Note: The job is a remote job and is open to candidates in USA. Greeter transforms storefront windows into 24/7 marketing channels using commercial displays, AI-generated content, and analytics to drive visits to small businesses. The Director of Channel Sales will build and execute the company’s partner channel strategy, establish relationships with strategic partners, negotiate agreements, create the partner program, and drive partner-sourced installations.
Responsibilities
- Open doors. Use your existing network to get Greeter in front of decision-makers at target partners — typically director, VP, and head-of-partnerships level — without waiting for inbound or brand recognition to do the work
- Prioritize the channel map. Assess partner categories by reach, fit, and effort, and make a defensible call on where we invest first and what we deliberately skip
- Structure the deals. Design and negotiate referral, revenue-share, reseller, co-sell, and preferred-vendor arrangements — including pricing, margin, exclusivity, term, marketing commitments, and performance minimums — and drive them through legal to signature
- Build the program. Create the partner-facing materials, economics, onboarding, and enablement that make it easy for a partner rep to bring Greeter into their own customer conversation
- Drive activation, not just signatures. A signed agreement is the starting line. Own partner-sourced pipeline and installed locations as the real measure of channel performance
- Work the multi-location and franchise motion. Land master agreements with brand headquarters and franchisors that unlock rollouts across dozens or hundreds of locations at once
- Feed the roadmap. Bring partner and integration requirements back to product and leadership with a clear view of what is worth building
- Represent Greeter. Carry the story credibly at partner offsites, industry events, and in front of partner sales teams and their customers
Skills
- A real rolodex. Named, current, warm relationships with mid-level decision-makers at the kinds of organizations described above — people who will take your call this month, not contacts from five years ago
- Deal-structuring fluency. Hands-on experience designing partnership economics: referral fees, revenue share, wholesale and reseller margin, co-marketing and MDF commitments, exclusivity and territory terms, term and termination, and performance thresholds. You know which terms matter and which are theater
- Negotiation you've done yourself. You have personally negotiated partnership agreements to signature — not handed a term sheet to someone else — and you can walk us through a deal you shaped, including what you conceded and why
- 4+ years in partnerships, channel, business development, or a relationship-driven sales role, with a meaningful stretch selling to or through organizations that serve small businesses
- Comfort with early-stage ambiguity. We have the initial playbook and are working through it, but there is no partner marketing team or established brand pull to lean on. You will write the first version of a deck for a multitude of channels
- Willingness to travel. Roughly 20–40% — partner headquarters, brand offices, and industry events. These deals are still made in person
- Experience launching a channel program from zero at an early-stage company
- Relationships with multi-location restaurant, cafe, or retail brand headquarters and franchisors
- Familiarity with hardware-plus-software or device-as-a-service commercial models
- Experience with business improvement districts, downtown partnerships, chambers of commerce, or main street organizations
- Working knowledge of HubSpot, Salesforce, and comparable CRMs/partner portals/order management systems for managing partner pipeline
Benefits
- Travel and expenses covered
- A seat at the table. You will be the person defining how Greeter scales beyond direct sales.
- National health, dental, and vision coverage
- 401K Match
- Unlimited PTO
- 40% tied to signed partnerships OKRs and 60% tied to revenue from partner-sourced installed locations
- 4% uncapped commission for direct sourced deals and 2% uncapped commission for deals we hand you to close
Company Overview