# Head of Channel Sales

**Company:** [Square](https://hotfix.jobs/companies/square)
**Location:** Remote
**Role:** Partnerships
**Experience:** 10+ years
**Skills:** Channel Sales, Partnerships, Indirect Sales, Reseller Management, Sales Leadership, Pipeline Management, Consultative Selling, Channel Economics, Sales Forecasting, Partner Incentives, API Integrations, SaaS, Fintech, Point Of Sale, ROI Analysis
**Posted:** 2026-08-13

> Leads Square’s Australian indirect go-to-market strategy across reseller and independent consultant channels. The role manages multi-layered sales and partner teams, drives channel economics and commercial performance, and requires extensive channel leadership experience in fintech, payments, POS, or SaaS.

## Job Description

## Responsibilities

### Strategy & Leadership
- Define and execute the channel sales strategy for Australia across Reseller and Independent Contractor channels.
- Set targets aligned with broader commercial objectives.
- Build, develop, and retain Regional Sales Managers and Partner Managers.
- Establish accountability, coaching, and continuous improvement across the channel organization.

### Independent Consultant Program
- Oversee identification, onboarding, and performance management of self-employed field sales consultants across Australian regions.
- Guide regional planning, goal setting, performance monitoring, and consultant productivity improvements.
- Ensure consistent coaching, field support, and sales enablement.
- Join Regional Sales Managers in the field to model sales behaviors, support deal closure, and maintain quality standards.

### Reseller Channel
- Develop and execute the reseller strategy to drive new seller acquisition.
- Oversee partner execution, including business development, negotiation, launch, and ongoing management.
- Prioritize partner benefits, incentives, and co-marketing and sales opportunities.
- Advocate for resellers while balancing commercial goals and the product roadmap.

### Cross-Functional & Operational Excellence
- Lead initiatives with Product, Marketing, Sales, Finance, and Legal.
- Produce forecasts, pipeline updates, and performance reports for senior leadership.
- Synthesize field and reseller insights on SME needs, market trends, and competition to inform go-to-market strategy.
- Manage channel economics, including commissions, partner incentives, and ROI analysis.

## Requirements
- 10+ years of progressive experience in channel sales, partnerships, or indirect go-to-market roles.
- 3–5 years of people leadership experience managing multi-layered teams.
- Experience in fintech, payments, point of sale, or SaaS.
- Experience working with Australian SMEs and understanding the local market.
- Success building and scaling indirect sales channels, ideally including consultant networks and technology or reseller partnerships.
- Experience managing managers and developing employees, contractors, and consultants.
- Track record of delivering ambitious sales targets in fast-paced, high-growth environments.
- Understanding of consultative sales, pipeline management, channel economics, and performance metrics.
- Experience negotiating, launching, and managing complex partnerships end to end.
- Excellent interpersonal and communication skills.
- Entrepreneurial, proactive, and comfortable in a matrixed environment with ambiguity.
- Analytical ability to interpret performance data, model channel economics, and act strategically.

## Nice to Have
- Experience with API and technology integrations in channel partnerships.
- Experience with performance-based or commission-only sales models.

## Benefits
- Remote work.
- Medical insurance.
- Flexible time off.
- Retirement savings plans.
- Modern family planning benefits.

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