Channel Sales Manager

We are hiring a Head of Channel Sales to build and scale a partner-led revenue engine for a growing UK B2B SaaS business.

This is not a relationship management role. It is a hands-on build role for someone who has designed, launched and scaled channel programmes before and knows how to turn partners into a consistent source of pipeline and revenue.

You will take full ownership of partner strategy, recruitment, enablement and performance, with a clear mandate to make the channel a primary growth lever for the business.

The role reports directly to the Managing Director and operates with high autonomy and visibility.

What Success Looks Like

Within the first 12–18 months, the successful candidate will have:

Designed and executed a clear partner strategy including segmentation, tiering, commercials and rules of engagement

Built a national partner footprint across priority verticals

Recruited, onboarded and activated partners that can source and progress deals independently

Established predictable partner-sourced and partner-influenced pipeline

Delivered growing partner-led revenue with strong margin discipline and low churn

Key Responsibilities

Design and launch the end-to-end channel programme from first principles

Recruit and sign new channel partners with a clear, compelling value proposition

Build partner onboarding, enablement and certification that actually gets used

Put in place deal registration, forecasting cadence and partner accountability

Structure commercial terms, incentives and rebates that drive growth without breaking unit economics

Track partner performance using data, not anecdotes

Present channel performance, risks and recommendations at MD and board level

Experience We Are Looking For

5–10 years in B2B SaaS

3–5 years in channel sales or partnerships

Proven track record of building and scaling a partner programme

Evidence of recruiting, activating and ramping partners

Strong commercial acumen with a clear understanding of SaaS metrics (ARR, NRR, CAC, GM, churn)

Experience working with CRM and partner technology stacks

The Right Person

This role suits a builder.

Someone who:

Enjoys creating structure where none exists

Is comfortable being accountable for outcomes, not activity

Can balance pace with commercial discipline

Has the credibility to influence partners and senior stakeholders alike

Is data-driven, direct and commercially minded

This is not a role for someone who wants to inherit a mature channel or simply manage relationships.

Why This Role Exists

The business has product-market fit and a proven direct sales motion. The next phase of growth is partner-led. This role exists to design and execute that transition properly, with discipline, clarity and pace.