Channel Partnerships Manager (Sales)

Union; Indiana; Remote; USD 90,000 - 130,000; Full time

Job summary

Union is seeking a Channel Partnerships Manager to activate a national ISO and agent network and turn partnerships into a scalable growth engine for hospitality tech.

You will enable partners to close deals with minimal direct involvement, using a data-driven approach to drive forecast accuracy and incremental revenue. This role is remote-friendly and centers on building a robust, partner-led growth engine across a large venue network.

Qualifications

• 3–5 years in channel sales, partner management, or ISO and agent network development.
• Experience with ISO partners and training leaders on Union platforms.
• Strong relationship builder with data-driven approach and accountability.

Responsibilities

• Own your ISO partnerships—manage relationships end to end with plans, scorecards, and reviews.
• Certify ISO leaders and enable training for agents (train the trainer).
• Drive partner independence with demos, closed deals, and minimized Union involvement.
• Build and run partner incentives, bonuses, and contests with ISO leadership.
• Forecast pipeline for partner-sourced deals with Sales Ops support.
• Grow the partner base by recruiting and evaluating partners for investment.

Skills

Channel sales

Partner management

ISO network development

Job description

Channel Partnerships Manager (Sales)

Austin Preferred, Remote

Full Time

Job Description

You build partnerships that scale. You know how to get people who don’t work for you to run hard for you. This role turns Union’s ISO and partner network into a growth engine.

About Union

Union exists to move hospitality forward so everyone wins: the operators who run the venues, the staff who bring them to life, the guests who fill them, and the brands that want to be part of it. We built the operating system that powers it all: a purpose‑built POS platform for high‑volume bars and restaurants, a consumer app that connects guests to the venues they love, and an advertising and data platform that puts brands in front of consumers at the exact moment they’re ready to spend. 1,500+ venues. $2B+ in annual transactions. Millions of consumers. And a network that gets more valuable the more it grows. We’re not just running hospitality operations. We’re redefining what the hospitality experience looks like for everyone in the room.

The Role

Union’s growth is powered by a national network of ISOs and independent agents who are already in the market, already talking to venue operators, and already closing deals. The network is there. The product is ready. What we need is someone who can activate it.

We’re hiring a Channel Partnerships Manager to own and grow Union’s ISO relationships and the agent networks behind them. This isn’t a traditional sales role. You’re not running demos or closing deals yourself. You’re making sure the right partners have everything they need to close them without you.

One great ISO relationship, fully activated, can drive more venues than a direct rep working alone. You’ll own that math.

What You’ll Do

• Own your ISO partnerships – You’ll manage a portfolio of ISO relationships end to end. Every partner gets an annual business plan with clear targets, a monthly scorecard, and a quarterly business review with their leadership. You know their business, their agents, and where the growth is.
• Manage the principal, not every agent – Big ISOs have their own sales managers. You’ll certify those leaders on Union and give them the tools to train their own agents. Train the trainer. That’s how you scale.
• Drive partner independence – The north star: partner‑led demos, partner‑closed deals, and minimal Union involvement. You’ll move agents up our certification ladder, from shadowing a Union demo to running the full deal on their own.
• Build incentives that move behavior – You’ll design and run partner incentives, activation bonuses, and contests through ISO leadership to drive the outcomes that matter.
• Forecast with precision – You’ll own pipeline and forecasting for every partner-sourced deal, with support from our Sales Operations team. Indirect revenue is only as predictable as the data behind it.
• Grow the partner base – You’ll work with our Agent Recruiter to bring on new ISO partners, and make the call on which partners deserve more investment and which need a reset.

What We’re Looking For

• 3–5 years in channel sales, partner management, or ISO and agent network development. You know how indirect sales works and what it takes to activate a distributed network.
• Payments, fintech, POS, or hospitality tech experience is a strong plus. You need to earn credibility with sophisticated ISO partners fast.
• A relationship builder who runs on data. Warm, organized, and great with people, with pipeline data and clear accountability behind every conversation.
• Influence without authority. You motivate partners who don’t work for you and hold them accountable without burning the relationship.
• Strong across levels. You can run a business review with an ISO principal and a training session with frontline agents in the same week.
• A builder. The playbook is still being written. You contribute to it, you don’t wait for it.

Why Union

• The channel is a primary growth engine. This isn’t a side project. This role sits at the center of how Union grows in 2027.
• A real market moment. Operators are rethinking their POS right now, and partners want a better product to sell.
• Real products, live venues, day one. A platform already processing billions across 1,500+ venues.
• A team built to support you. Account Executives, Sales Operations, and an Agent Recruiter, so you can focus on partners.
• A team in Austin that moves fast, takes the work seriously, and believes hospitality is worth getting right.

This is a sales role.

Your first pitch is to us. Tell us why you’re the right person for this team.