Director - Channel Sales - B2B SaaS

About the Company:

A growing B2B SaaS company is building technology that helps enterprises automate and streamline complex finance and business operations.

The company serves mid-market and large enterprises, selling through a combination of direct sales and strategic partnerships with consulting firms, system integrators, and other enterprise technology partners.

The Role:

We are hiring a Director of Channel Sales to build and scale India-s partner-led revenue engine across global SIs, consulting firms, and CFO-ecosystem partners.

You will own partner relationships end to end - from partner recruitment and enablement to co-selling, pipeline generation, and revenue accountability.

What You-ll Own:

- Own a channel revenue number, including partner-sourced and partner-influenced pipeline and closed revenue, with quarterly targets.

- Build and manage the India partner portfolio by deepening existing GSI/consulting relationships and recruiting new partners aligned to the CFO technology ecosystem.

- Develop partner enablement programs covering joint value propositions, co-sell motions, deal registration, and operating cadence.

- Drive joint GTM with partners into GCCs and large enterprises, coordinating internal sales teams and partner teams across shared accounts.

- Structure and negotiate revenue-share, referral, and resell models that work commercially for both parties.

- Establish pipeline reviews, QBRs, forecasting discipline, and measurable partner performance.

Must-Have Qualifications:

- 8+ years of experience in B2B SaaS / enterprise software sales, with meaningful experience in channel, partnerships, or alliances and ownership of a revenue number.

- Experience with the CFO technology stack, including areas such as: ERP, EPM / CPM, FP&A or Finance Data Platforms.

- Established relationships across India-s GSI, Big-4, consulting, and finance-technology partner ecosystem, or a strong track record of building such relationships.

- Experience selling into or through GCCs and large enterprises.

- Strong commercial and negotiation skills, with the ability to design partner economics and commercial models.

- Strong operating rigor around pipeline management, forecasting, partner performance, and revenue tracking.

Success in the First 12 Months:

- A defined partner-tiering model with prioritized and enabled partners.

- A measurable partner-sourced and partner-influenced pipeline engine tracking against targets.

- Multiple co-sell wins demonstrating the partner-led GTM motion end to end.

- A repeatable partner-enablement and deal-registration process.

- A predictable operating cadence across partner pipeline reviews, QBRs, and revenue planning.