VP, Channel Sales & Partnerships

OpenKrill; United States; On-site; USD 383,000 - 473,000; Full time

Benefits offered by this job

Medical/Dental/Vision insurance

401(k) with company match

Flexible PTO

Parental leave

Stock options

Job summary

Bevi seeks a VP of Channel Sales & Partnerships to lead our indirect growth and national/territory partner teams. You will own strategy for facilities management, OCS partners, and distributors, and you’ll shape playbooks for scaling with existing partners and entering new accounts.

Expect leadership of a growing, high‑impact team and close collaboration with Finance and Product. You’ll drive negotiations, forecast accuracy, and the annual plan while expanding Bevi’s footprint internationally,

Qualifications

• 12+ years of experience in channel, foodservice, or OCS sales.
• 5+ years leading teams that grew channel or partner business at scale.
• Experience leading and scaling partnership and field/territory teams.
• International partnership experience with growth into new markets.

Responsibilities

• Set strategy for indirect growth and manage partner portfolio.
• Lead negotiations on pricing, rebates, and contracts.
• Oversee National and Territory Managers and drive revenue growth.
• Forecast and operating plan for indirect sales with cross‑functional alignment.

Skills

Channel sales

Foodservice

OCS partnerships

Forecasting

Negotiation

Leadership

Education

Bachelor's degree in business or related field

Tools

CRM (Salesforce)

Forecasting software

Job description

Bevi is on a mission to transform how beverages are delivered and consumed. Our connected beverage platform eliminates the need for single-use bottles and cans, making it easy, fun, and sustainable to stay hydrated. As the category leader in IoT-enabled beverage technology, we're building a future where Bevi machines are everywhere people live, work, and connect. We've raised over $160M in venture capital, serve thousands of customers across the US, Canada, UK and Ireland, and we've been rapidly growing year over year, saving over 1 billion bottles from waste. In addition to driving hypergrowth with our current product line, Bevi is heavily investing in new product development.

We're seeking a VP, Channel Sales & Partnerships to join our team. You'll report to our Chief Revenue Officer, lead our National Partnerships and Territory Sales teams, and own the strategy behind our indirect business, which is a major growth opportunity for Bevi. That business includes our national partnerships with leading foodservice, facilities management, and office coffee service (OCS) providers, our independent distribution partners, and our office supply partners. It also includes a Territory Sales team that grows those partnerships branch by branch across the country. This is a chance to shape the strategy, structure, and team behind that growth, and turn it into consistent, predictable results.

Your Day to Day

Set the strategy for indirect growth

• Own Bevi's indirect sales and partner portfolio (facilities management, and OCS partners, independent distributors, and office supply partners), driving consistent, predictable growth in revenue and machine bookings
• Set direction and priorities across partner types and regions, and build the frameworks and repeatable playbooks for growing with existing partners and expanding into new accounts, partner types, and markets
• Lead the expansion of our partner business internationally, starting with the UK and Ireland
• Serve as Bevi leadership's strategic advisor on indirect sales and partnerships, helping shape our broader go-to-market strategy

Grow and manage our most important partners

• Serve as executive sponsor for our most strategic partners, alongside the National Partnership Managers who own them day to day, with a focus on partner satisfaction and long‑term retention
• Lead negotiations on pricing, rebates, and contract terms, and hold the team and partners to commitments, service levels, and KPIs through regular business reviews

Build and lead the team

• Lead the National Partnership Managers (partner strategy, joint business plans, agreements) and the Territory Managers (turning national plans into branch‑level pipeline, bookings, and placements)
• Hire, coach, and develop a high‑performing team and leadership bench, keeping top performers engaged, addressing underperformance quickly and directly, and leading the team through a period of significant growth and change

Run the business

• Own the forecast and annual operating plan for indirect sales, including revenue, headcount, and budget, in partnership with Finance, and deliver forecasts leadership can count on
• Build the operating rhythm (pipeline management, CRM discipline, performance reporting) so the team knows what's working and course‑corrects early, and partner with Sales Ops, Finance, and People on territory design, quotas, and incentive plans

Connect partners to the rest of Bevi

• Set clear rules of engagement with Bevi's other sales teams so shared accounts get one consistent experience
• Bring partner and field insights to Product, Operations, and Marketing to shape the roadmap, service, and go‑to‑market programs

What You Bring

• A proven track record of defining a growth strategy and leading teams to deliver consistent, predictable partner revenue growth at both the national and branch level
• 12+ years of experience in channel, foodservice, or OCS sales, with 5+ years leading teams that grew a channel or partner business at scale
• Experience leading and scaling both partnership teams and field or territory sales teams in a high‑growth environment
• Deep experience working with global foodservice, facilities management, and OCS leaders
• Strong commercial acumen, with hands‑on experience in contract negotiation and pricing strategy
• International partnership experience, ideally expanding a channel business into new markets

How You Work

• You're a first‑principles thinker who doesn't just apply frameworks, but builds them to solve problems, define strategy, and move Bevi's go‑to‑market forward
• You're data‑driven and analytically minded, with a strong track record of forecast accuracy and pipeline management, and the discipline to course‑correct early
• You move fast and bring clarity to ambiguity, building structure where it doesn't exist yet
• You run the business like a GM, working across sales teams and functions so partners and customers get one consistent experience
• You hire and develop strong leaders, coach instead of taking the problem back, and build high‑performing, accountable, collaborative teams
• You're direct and candid, with strong executive presence and the confidence to say the hard thing respectfully, including to partner executives and our leadership team

At Bevi, we believe compensation is a powerful tool to attract, retain, and grow talent. Our Compensation Philosophy centers on 5 principles:

• Market‑driven - We anchor pay decisions in real‑time market data
• Performance‑based - We reward individual impact, not just tenure
• Equitable - We ensure fairness across teams, roles, and demographics
• Growth‑focused - We invest in talent that scales with Bevi
• Total Rewards approach - We strategically balance base pay, bonuses, benefits, and equity

A note on AI in our hiring process: We use AI to help synthesize interview notes and surface themes from feedback, keeping our process consistent as we grow. Every application is reviewed by a member of our team, and interviews may be recorded to support note‑taking, just let us know if you'd prefer we don't. We'll also ask how you're learning and experimenting with AI in your work. Growing our AI fluency is something every Bevi team member is committed to and invested in.

Our commitment to responsible innovation is reflected in our partnership with the Mass AI Coalition, a collaboration that aligns with our dedication to community‑driven progress and the future of technology.

Benefits

• Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer
• 401(k) with company match
• Flexible PTO plus 12 company holidays, and additional paid days for sick leave, etc
• Generous fully paid parental leave for both birth parents and non‑birth parents
• Fully employer paid disability and life insurances
• Wellness and fitness reimbursements
• Monthly stipends for cell phone use and commuting costs
• Onsite snacks, weekly catered lunch, and (of course) unlimited Bevi ... plus composting and terra‑cycling, too
• Happy hours, team‑building events, bagel breakfasts, Values awards - and more.

Pay Range$382,500-$472,500 USD

The posted compensation range reflects the salary* for this position. Some roles may be eligible for a commission plan or a bonus incentive. All Bevi employees receive equity in the form of stock options. All full‑time employees are invited to participate in our Total Rewards plan, which includes health & medical benefits, flexible spending accounts, flexible PTO, and more. Offers to join Bevi are based on a few criteria, including the scope of the role, the candidate's work experience, targeted skills, internal equity of the team, and external market data.

*For Sales roles: The posted range reflects base salary plus commission which is the total potential on target earnings (OTE) for the position.