Director, Carrier Partnerships

Teal Communications, Inc.; Kirkland (WA); On-site; USD 120,000 - 160,000; Full time

Job summary

Teal Communications, Inc. in Kirkland, WA is seeking a Carrier Channel Partnerships Lead to scale our global carrier ecosystem into revenue and market expansion.

You will own strategic relationships with Mobile Network Operators and develop repeatable sell-with and sell-through motions that bring Teal’s eSIM, SGP.32, and Network Orchestration into enterprise, Physical AI, and IoT opportunities. The role requires 7+ years in wireless or telecom, strong negotiation skills, and comfort with

Qualifications

• 7+ years in wireless, telecom, Physical AI, IoT, strategic partnerships, business development or carrier channel roles.
• Existing relationships and credibility with Mobile Network Operators (MNOs) preferred.
• Strong understanding of cellular connectivity economics, IoT, eSIM/eUICC and carrier models.
• Proven ability to convert strategic relationships into pipeline and revenue.
• Experience structuring and negotiating complex commercial agreements.

Responsibilities

• Build and manage senior relationships with Tier 1 and regional Mobile Network Operators (MNOs) in the U.S. and internationally.
• Develop sell-with, sell-through and referral motions to bring Teal into enterprise, Physical AI, and IoT opportunities.
• Create joint account plans and source qualified enterprise opportunities through carrier partners.
• Negotiate commercial frameworks, including channel economics, pricing, commitments and GTM structures.
• Develop a focused carrier partner strategy based on revenue potential.
• Establish KPIs around partner-sourced pipeline, revenue and deployments.
• Lead regular business reviews with strategic carrier partners and ensure accountability.
• Collaborate with Sales to convert carrier relationships into active opportunities.
• Partner with Product/Engineering to translate carrier needs into priorities.

Skills

Strategic partnerships

Relationship management

Negotiation

Sales enablement

Market expansion

Job description

About Teal

Teal Communications, Inc. (“Teal”) is a high-growth technology company that builds cloud-native network software to connect Physical AI & IoT devices to data networks globally. Teal has been recognized by Inc. 5000 and Deloitte's Fast 500 as one of the fastest growing private companies in the United States (#1 in Seattle-Metro and #9 Software Company in the United States).

The Opportunity

We’re looking for a Carrier Channel Partnerships Lead to help turn our growing global carrier ecosystem into a meaningful source of revenue and market expansion. This is not a traditional carrier procurement or relationship management position. We’re looking for someone who can build commercial partnerships with Mobile Network Operators (MNOs) that creates measurable growth for both Teal and our carrier partners. You’ll own and develop strategic relationships across the carrier ecosystem, identify opportunities where carriers can bring Teal into enterprise, Physical AI, and IoT opportunities, and create repeatable sell-with and sell-through motions. You’ll work closely with Sales, Product, Engineering, Finance and our Executive team to move opportunities from relationship to commercial agreement to revenue.

What You’ll Do

• Build and manage senior relationships with Tier 1 and regional Mobile Network Operators (MNOs) in the U.S. and internationally.
• Develop sell-with, sell-through and referral motions that bring Teal into carrier enterprise, Physical AI, and IoT opportunities. Identify where Teal’s eSIM, SGP.32 and Network Orchestration capabilities can extend a carrier’s own enterprise connectivity offering.
• Create joint account plans and actively source qualified enterprise opportunities through carrier partners.
• Negotiate commercial frameworks, including channel economics, connectivity pricing, commitments and go to market structures.
• Develop a focused carrier partner strategy based on revenue potential rather than simply accumulating partnerships.
• Establish measurable KPIs around partner-sourced pipeline, revenue, active deployments and partner productivity.
• Lead regular business reviews with strategic carrier partners and hold both sides accountable to agreed actions.
• Work closely with Sales to bring carrier relationships into active enterprise opportunities.
• Partner with Product/Engineering to translate carrier requirements and market opportunities into actionable priorities.
• Help expand Teal’s presence internationally by identifying the carriers and markets where deeper partnerships can materially accelerate growth.

What We’re Looking For

• 7+ years in wireless, telecom, Physical AI, IoT, strategic partnerships, business development or carrier channel roles.
• Existing relationships and credibility within Mobile Network Operators (MNOs) strongly preferred.
• Strong understanding of cellular connectivity economics, IoT, eSIM/eUICC and carrier business models.
• Proven ability to turn strategic relationships into actual pipeline and revenue.
• Experience structuring and negotiating complex commercial agreements.
• Comfortable working directly with carrier executives as well as technical, product and commercial teams.
• Commercially minded and analytically strong. You understand pricing, margin, volume commitments and what makes a partnership economically worthwhile.
• Able to operate independently in a fast-moving environment without requiring a large organization around you.
• Strong listener, communicator and negotiator with an ability to influence without relying on organizational authority.
• Willingness to travel domestically and internationally as required.

What Success Looks Like

Within the first year, this person will have established a small number of high value carrier partnerships that consistently produce qualified pipeline, new customers and incremental revenue for Teal, while creating a repeatable model we can scale across additional operators and markets.

Compensation

TEAL offers competitive salaries, comprehensive health benefits and equity packages.

• Target incentive compensation: 25% of base salary
• Equity participation and comprehensive benefits
• Actual compensation will depend on experience, relevant carrier relationships, skills and other job-related factors.

Location:

Kirkland, Washington. We expect this role to work closely with the team from our Kirkland headquarters at least 2+ days in-person and travel as needed to develop carrier relationships.