Director Channel Sales

SAI360 Inc.; United States; Remote; USD 160,000 - 180,000; Full time

Benefits offered by this job

PTO leave

Quarterly wellness days

EAP program

Performance-based bonus incentives

401(k) match (US) / Pension (UK)

Learning and development programs

Wellness and mental health support

Job summary

SAI360 is seeking a Director, Channel Sales for US & EMEA to lead and scale an indirect sales ecosystem across the US and Europe. The role focuses on identifying, onboarding, and accelerating partner-driven revenue while shaping go-to-market strategies for diverse geographies and time zones.

You will build a high-performing channel, manage executive relationships, and drive cross-functional collaboration with Product, Marketing, Finance, and Legal to ensure partner success.

Qualifications

• Extensive enterprise software sales experience with channel management.
• Track record of achieving revenue targets in US/EMEA markets.
• Experience managing geographically dispersed teams across time zones.
• Strong understanding of SaaS licensing and subscription economics.
• Proficiency with CRM platforms and partner management tools.

Responsibilities

• Develop and execute channel strategy for US and EMEA regions.
• Identify, recruit, onboard, and manage strategic channel partners.
• Set revenue targets and KPIs by geography and partner performance.
• Negotiate partner agreements, pricing, and territories.
• Collaborate with product, marketing, and legal to ensure partner success.
• Lead quarterly business reviews with key partners.
• Drive demand generation and partner enablement programs.
• Travel approximately 20–30% for meetings and events.

Skills

Enterprise software sales

Channel management

Executive relationship management

SaaS pricing & licensing

Executive communication

Education

Bachelor's degree in Business, Sales, Marketing, or related field

MBA or advanced degree (preferred)

Tools

CRM platforms

Channel management tools

Job description

We are looking for a Director, Channel Sales - US & EMEA to join our team!

Are you passionate about building and scaling strategic channel partnerships that drive revenue growth across global markets?

Do you thrive in executive-level partner relationships and enjoy developing go-to-market strategies that accelerate business expansion across the United States and EMEA regions?

Who we are:

SAI360 is giving companies a new perspective on risk management. By integrating Governance, Risk, Compliance (GRC) software and Ethics & Compliance Learning resources, SAI360 can broaden your risk horizon and increase your ability to identify, manage, and mitigate risk. See risk from every angle. Visit www.sai360.com.

Think you're a fit for SAI360?

As the Director, Channel Sales - US & EMEA, you will be responsible for developing, building, and managing a high-performing indirect sales channel ecosystem across the United States and EMEA regions. This strategic leadership role focuses on identifying, recruiting, onboarding, and scaling partners to drive revenue growth across both markets. The successful candidate will combine strong sales leadership skills with deep channel expertise, strategic relationship management, and the ability to develop and execute go-to-market strategies across diverse geographies and time zones.

What you'll do:

• Develop and execute comprehensive channel strategy for US and EMEA regions.
• Identify market opportunities and determine the optimal partner mix including resellers, integrators, VARs, and consultants.
• Create a 3-5 year channel roadmap aligned with company growth targets.
• Establish market-specific go-to-market strategies accounting for regional variations.
• Set revenue targets and performance metrics by geography and partner.
• Identify, evaluate, recruit, and onboard strategic channel partners.
• Negotiate partner agreements, pricing, territories, and performance commitments.
• Build partner business plans and establish clear performance expectations and KPIs.
• Provide ongoing coaching, training, and enablement to partner organizations.
• Conduct quarterly business reviews with key partners.
• Co-develop marketing and demand generation campaigns with strategic partners.
• Drive partner revenue growth through incentive programs, joint planning, and performance management.
• Establish and maintain partner pipeline visibility while forecasting and reporting channel revenue.
• Develop tiered partner programs with progressive benefits.
• Collaborate closely with Product, Marketing, Customer Success, Finance, and Legal teams to ensure partner success.
• Serve as the primary executive contact for strategic partners and maintain C-level relationships.
• Represent SAI360 at industry events, partner conferences, and trade shows.
• Develop thought leadership around channel strategy and market trends.

What you'll bring to the table:

• Extensive enterprise software sales experience, including several years in channel management or a similar function.
• Proven track record of building, scaling, and managing successful indirect sales channels.
• Demonstrated success achieving revenue targets within US and/or EMEA markets.
• Experience managing geographically dispersed teams and partners across multiple time zones.
• Strong understanding of SaaS business models, licensing, and subscription economics.
• Proficiency with CRM platforms and channel partner management tools.
• Excellent written and verbal communication skills with the ability to present to executive audiences.
• Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent work experience.
• Willingness to travel approximately 20-30% for partner meetings, training, and company events.

Preferred Qualifications:

• Experience with compliance and risk management software solutions.
• Experience working in fast-growth technology companies.
• Understanding of partner ecosystems across US and EMEA markets.
• Experience with channel analytics tools and predictive pipeline forecasting.
• MBA or other advanced business degree.
• Experience with partner portal development and channel enablement platforms.
• Demonstrated success launching new markets or geographic expansions.

In the interest of Pay Transparency, the base salary range for this position is $160,000 - $180,000 USD annually or £130,000 - £150,000 GBP annually, based on experience and location, plus the opportunity for performance-based bonus compensation tied to revenue and KPI achievement. Exact compensation may vary based on skills, experience, and location.

Why you should apply to SAI360:

Alongside a remote-first hiring strategy and competitive compensation package, we offer a wide variety of employee perks including:

• PTO leave;
• Quarterly wellness days;
• EAP program;
• Performance-based bonus incentives;
• 401(k) match (US) / Pension contributions (UK);
• Learning and development programs;
• Wellness programs and mental health support;