Head of Channel Sales

Responsibilities

• Lead, coach, and develop a team of 3–5 Partner Managers, setting clear expectations, running regular pipeline reviews, and creating a culture of accountability and growth.
• Own and expand PDQ’s reseller network, personally recruiting and onboarding new partners in strategic markets while staying hands-on in high-priority accounts alongside your team.
• Architect the channel program, design partner tiers, incentive structures, and enablement frameworks that make PDQ the product resellers want to position.
• Drive partner enablement at scale, equipping reseller AEs, SEs, and marketing teams with the messaging, tools, and confidence to actively position and sell PDQ solutions.
• Partner cross-functionally with Sales, Marketing, Product, and Customer Success to align channel strategy with broader go-to-market motions and joint pipeline generation.
• Analyze channel performance data, refine strategy based on leading indicators, and report on pipeline, ARR contribution, and partner health to senior leadership.

Requirements

• 5+ years of B2B SaaS channel sales or partner management experience, with at least 2 years in a leadership or player-coach role managing a team of partner/channel sellers.
• An established network of reseller and channel partner relationships in the IT software space that you can activate to expand PDQ’s reach from day one.
• Proven track record of hitting and growing partner-sourced ARR targets, with strong CRM hygiene and pipeline forecasting skills.
• Comfortable being player-coach: lead and develop your team while staying hands-on in key partner relationships and field engagement where it matters most.
• Undergraduate or graduate degree, or equivalent experience with a demonstrated track record of results in channel sales leadership.

Nice-to-Haves

• Experience selling or leading channel sales of IT management, endpoint security, or device management software.
• Existing relationships with MSPs, VARs, or distributors in the SMB or mid-market IT space.
• Experience building a channel program from an early stage: creating partner tiers, incentive structures, or enablement frameworks.
• Familiarity with IT management tooling categories: endpoint management, patching, software deployment, MDM, enough to speak credibly with reseller sellers and their IT customers.