Director, Commercial Partnerships & Channel Sales (CLEAR1 - B2B)

3M HEALTHCARE; San Francisco (CA); On-site; USD 240,000 - 340,000; Full time

Benefits offered by this job

Healthcare plans

Family-building benefits

Flexible time off

Wellness stipend

OneMedical memberships

401(k) with employer match

Job summary

CLEAR is building the secure identity company of the future. We are seeking a highly experienced Director of Commercial Partnerships & Channel Sales to lead and expand our CLEAR1 partner ecosystem across ISVs, VARs, Marketplaces, and System Integrators.

This role reports to the Head of Partnerships & Channel Sales and requires hands-on execution paired with strategic leadership. You’ll shape our partner go-to-market, drive channel-led revenue, and scale the business with deep expertise in B2B

Qualifications

• 8+ years of B2B channel sales experience with a record of driving significant revenue through partner ecosystems.
• Excellent negotiation skills and ability to manage complex commercial partnerships.
• Executive presence with the ability to influence C-level stakeholders.
• Data-driven forecasting of channel revenue and ROI.
• Ability to operate across strategy, deals, operations and execution.

Responsibilities

• Execute CLEAR1’s channel sales strategy to grow revenue through partners and indirect sales motions.
• Evaluate and structure new partnership opportunities that drive distribution and adoption.
• Own revenue targets for partner-sourced and partner-influenced pipelines.
• Manage day-to-day partner relationships with resources, support, and guidance for success.
• Collaborate with Product, Legal, Marketing, and Sales leadership to align channel initiatives with business goals.
• Develop and launch partner incentive programs, promotions, and performance levers.

Skills

B2B channel sales

Executive presence

Negotiation

Stakeholder management

Data-driven forecasting

Roi/Revenue mindset

Partner relationship management

Job description

CLEAR is building the secure identity company of the future. Our mission is to make experiences safer and easier—physically and digitally. With more than 38 million Members and a growing network of partners across the world, CLEAR's secure identity platform is transforming the way people live, work, and travel. Whether it’s at the airport, stadium, or throughout your everyday life, CLEAR unlocks the magic of frictionless experiences.

We are seeking a highly experienced and entrepreneurial Director of Commercial Partnerships & Channel Sales to lead and expand our CLEAR1 partner ecosystem across ISVs, VARs, Marketplaces, and System Integrators. As a senior member of the team reporting directly to the Head of Partnerships & Channel Sales, you will shape our partner go‑to‑market strategy, drive significant revenue through channel‑led motions, and help scale the business.

This role requires a self‑starter who thrives in fast‑paced environments, can shift seamlessly between high‑level strategy and hands‑on execution, and brings deep expertise in B2B channel sales and partnership models.

What you’ll do:

• Execute against CLEAR1’s channel sales strategy to grow revenue through partners and indirect sales motions.
• Evaluate and structure new partnership opportunities that drive distribution, adoption, and new revenue.
• Own revenue targets for partner-sourced and partner-influenced pipelines.
• Manage day‑to‑day partner relationships, ensuring partners have the resources, support, and guidance needed to drive successful outcomes.
• Collaborate with Product, Legal, Marketing, and Sales leadership to align channel initiatives with business goals and deliver seamless end‑user experiences.
• Develop and launch partner incentive programs, promotions, and performance levers that motivate and accelerate channel results.
• Monitor partner performance, providing insights and recommendations to optimize channel productivity.

How you’ll measure success:

• Growth in partner-sourced revenue and channel contribution to overall sales.
• High partner engagement with Sales, measurable through deal collaboration, forecasting accuracy, and co‑marketing performance.
• Achievement of targeted pipeline generation and conversion rates within the channel.
• Ability to shape roadmap, commercial strategy, and ecosystem investments based on data‑driven insights.

What you’re great at:

• 8+ years of applicable experience with a proven track record of driving material B2B revenue through channel and ecosystem‑based motions.
• Excellent negotiation skills and ability to manage complex commercial partnerships.
• Executive presence with the ability to influence internal and external stakeholders, including C‑level leaders.
• Highly adaptable operator with exceptional context‑switching abilities across strategy, deals, operations, and execution.
• Data‑driven mindset with experience forecasting channel revenue and ROI.
• Bonus: Experience in identity (IAM), security, authentication, or workforce/healthcare platforms (ATS, HCM/HRIS, EHR).

Benefits and Compensation:

At CLEAR, we help you move forward—because when you’re at your best, we’re at our best. You’ll work with talented team members motivated by our mission of making experiences safer and easier. Our offices are bright and energetic with an open concept and plenty of conference rooms and casual co‑working spaces. We also offer catered lunches every day and have fully stocked kitchens. Outside of the office, we invest in your well‑being and learning & development with stipends and reimbursement programs.

We offer holistic total rewards, including comprehensive healthcare plans, family‑building benefits (fertility and adoption/surrogacy support), flexible time off, annual wellness stipend, free OneMedical memberships for you and your dependents, a CLEAR Plus membership, and a 401(k) retirement plan with employer match. The on‑target compensation range for this role is $240,000 – $340,000, depending on levels of skills and experience. This range includes our base salary and variable compensation potential, subject to the terms of the applicable incentive plan at any given time. Salaries will vary depending on various factors which include, but are not limited to, location, education, skills, experience and performance. Additional rewards may include annual bonuses, commission, Restricted Stock Units.

CLEAR provides reasonable accommodation to qualified individuals with disabilities or protected needs. Please let us know if you require a reasonable accommodation to apply for a job or perform your job. Examples of reasonable accommodation include, but are not limited to, time off, extra breaks, making a change to the application process or work procedures, policy exceptions, providing documents in an alternative format, live captioning or using a sign language interpreter, or using specialized equipment.