Partnership Channel Manager (Sales)

Union; Indiana (PA); On-site; USD 90,000 - 130,000; Full time

Job summary

Union is seeking a Partnership Channel Manager to own and grow ISO relationships and the agent networks behind them. This isn’t a traditional sales role; you enable partners to close deals without direct involvement, becoming a force multiplier for Union’s go-to-market.

You’ll build the systems, relationships, and enablement infrastructure to scale an indirect channel across a national network of ISOs and agents, driving partner-led growth and forecasting accuracy.

Qualifications

• 3–5 years in channel sales, partner management, or ISO/agent network development.
• Experience in payments, fintech, POS, or hospitality technology is a strong plus.
• A relationship builder who also runs on data with pipeline metrics and accountability.
• Comfortable influencing partners who don’t work for you and maintaining relationships.
• Strong communication across levels from strategic QBRs to hands-on training.

Responsibilities

• Own your ISO partnerships with end-to-end relationship management, reviews, and pipeline visibility.
• Activate agents through qualification, demos, onboarding, certification, and training programs.
• Build and maintain enablement tools, scripts, frameworks, and competitive positioning for agents.
• Manage pipeline and forecast with CRM hygiene, weekly reviews, and stage movement.
• Drive partner independence by creating incentive structures and governance to reduce AE involvement.

Job description

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 one of the most effective distribution channels in payments and hospitality technology: a national network of ISOs and independent agents who are already in the market, already talking to venue operators, and already closing deals. The opportunity in front of us is significant. The agent network is there. The product is ready. What we need is someone who can activate it.

We’re hiring a Partnership Channel 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 closing deals yourself. You’re making sure the right partners have everything they need to close them without you. That’s a different skill set and a bigger leverage point.

Done well, this role is a force multiplier for Union’s entire go-to-market. One great ISO relationship, fully activated, can drive more venue additions than a direct sales rep working alone. You’ll own that math, and you’ll build the systems, relationships, and enablement infrastructure to make it real.

What You’ll Do

Own your ISO partnerships
You’ll manage a portfolio of ISO relationships end to end: regular business reviews, performance tracking, pipeline visibility, and a communication cadence that keeps Union top of mind. You know your partners’ businesses, their agent networks, and where the growth opportunities are.

Activate agents at the ground level
ISOs are only as effective as the agents who carry the product. You’ll work directly with agents to sharpen their qualification, improve demo conversion, and make sure they’re positioning Union accurately and confidently. You’ll run onboarding sessions, certification programs, and training workshops that turn passive agents into active producers.

Build the enablement infrastructure
You’ll collaborate across Union’s go-to-market team to build and maintain the tools agents need to sell independently: demo scripts, qualification frameworks, competitive positioning, install readiness checklists. The goal is an agent network that doesn’t need to call Union to get a deal across the line.

Manage pipeline and forecast with precision
You’ll own CRM hygiene and forecasting for all partner-sourced opportunities. Weekly pipeline reviews, stage movement, deal aging, stalled deal intervention. Indirect revenue is only as predictable as the data behind it, and you’ll hold that standard.

Drive partner independence
The north star for this role is an ISO channel that generates partner-led demos, partner-contracted deals, and partner-managed installs with minimal AE involvement. You’ll build the incentive structures, accountability frameworks, and performance visibility that make self-sufficiency the default, not the exception.

What We’re Looking For

• 3–5 years in channel sales, partner management, or ISO/agent network development. You understand how indirect sales motions work and what it takes to activate a distributed partner network.
• Experience in payments, fintech, POS, or hospitality technology is a strong plus. You don’t need to be a payments expert on day one, but you need to get up to speed fast and earn credibility with sophisticated ISO partners.
• A relationship builder who also runs on data. You’re warm, organized, and genuinely good with people, and you back every partner conversation with pipeline data, performance metrics, and clear accountability.
• Comfortable owning outcomes you don’t directly control. Indirect channel roles require influence without authority. You know how to motivate partners who don’t work for you and hold them accountable without burning the relationship.
• Strong communicator across levels: you can run a strategic QBR with an ISO principal and a hands-on training session with a frontline agent in the same week.
• Organized and self-directed. You’re managing multiple partners, multiple pipelines, and multiple enablement workstreams simultaneously. You build systems that keep everything moving.
• Comfortable at a growth-stage company where the playbook is still being written. You contribute to it, you don’t wait for it.

Why Union

• The indirect channel is a core part of how Union grows in 2026 and beyond. This isn’t a side project. It’s a primary growth engine, and this role sits at the center of it.
• You’re selling into a category that’s genuinely underserved. High-volume bars and restaurants are tired of legacy POS systems that don’t serve them. Union is purpose-built for this market and operators feel the difference immediately.
• Real products, live venues, day one. No vaporware. No pilot purgatory. You’ll bring partners into a platform that’s already processing billions in transactions across thousands of venues.
• Direct access to leadership. Your read on the partner landscape shapes how Union builds its channel strategy.
• A team in Austin that moves fast, takes the work seriously, and believes hospitality is worth getting right.

INTERESTED?

Think you could crush this role? Fill out the form below to send us a message with your resume attached or a link to your social media profile, and we will get back to you as soon as possible to set up a meeting with our team.

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Posted By

Layne cox

Chief Marketing Officer

February 27, 2026

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