Director of Channel Partnerships

Who We AreAt Justworks, we cultivate a friendly and relaxed atmosphere where our employees thrive. Enjoy competitive benefits, wellness programs, company retreats, and the opportunity to engage with and learn from leaders in the startup ecosystem. Our greatest asset is our people, and we are dedicated to their success.We empower businesses by allowing them t…

Role Overview Tabs seeks a Partnership Manager to strengthen and manage channel partnerships in New York City. This role centers on building strategic relationships that support business growth and expand tabs’ reach in the market. What You Will Do Develop and maintain relationships with channel partners Identify new partnership opportunities that align with company goals Work closely with internal teams to ensure successful collaboration with partners Support initiatives that increase tabs’ market presence through channel partnerships What We Look For Experience managing channel partnerships or similar business relationships Strong communication and relationship-building skills Comfort working toward results and navigating changing priorities Interest in collaborative work and supporting business growth

Who We AreAt Justworks, we foster a warm and inclusive atmosphere complemented by excellent benefits, wellness programs, company retreats, and opportunities to engage with industry leaders in the startup ecosystem. We prioritize our team as our most valuable resource.We empower businesses to thrive by allowing them to concentrate on their core operations. Our mission is to resolve HR challenges through data-driven solutions and an unwavering commitment to innovation. If you’re eager to work in a nurturing, entrepreneurial setting, and you’re passionate about creating meaningful impact while enjoying the process, we encourage you to apply.At Justworks, our unified goals and motivations are encapsulated in our company values, which are evident in our products and our team dynamics.Our ValuesIf you resonate with our mission and values, you’ll find a perfect fit here.Justworks is in the process of establishing a dynamic and impactful Partnerships organization aimed at driving substantial business growth through reliable partner relationships. We are seeking a Manager, Channel Partnerships to lead and expand a team of Channel Partner Managers across four pivotal sectors: Venture Capital and Private Equity, HR Consultants, Pilot Programs, and Associations.Your objective will be to transform these emerging categories into a consistent, high-performing engine for the organization. This role is designed for a forward-thinking leader who excels in ambiguous environments, adept at developing programs from the ground up, and skilled in creating the necessary frameworks for scalability.At Justworks, our partnerships extend beyond superficial networking or sporadic referrals; they encompass the establishment of exceptional partner relationships that consistently produce high-quality leads and long-term value for the organization.Who You AreYou are a relationship-driven strategist with a commercial mindset and a knack for mentorship. You grasp the intricacies of the channel ecosystem and know how to equip your team to fortify relationships with their strategic partner portfolio. You are adept at steering teams towards revenue targets, collaborating across functions to develop innovative playbooks, and navigating the challenges of a rapidly growing environment.

Join Our Mission at LegoraLegora is revolutionizing the landscape of legal work, not just by creating solutions for legal professionals, but by collaborating with them to ensure our innovations are precisely aligned with their needs. Our AI-driven workspace empowers legal experts to enhance their efficiency, ask transformative questions, and unveil new insights. We are committed to pushing the boundaries of legal technology, making complex processes not only smarter and quicker but also more intuitive and human-centric.We proudly serve prestigious global firms such as Cleary Gottlieb, Goodwin, Bird & Bird, and Linklaters across over 40 countries. Our approach is characterized by rapid deployment, effective iteration, and strategic scaling, all designed for sustained growth and impact.At Legora, we believe in setting high standards and collaborating closely to empower legal professionals to excel in their work. If you are passionate about building from the ground up, thrive in dynamic environments, and are eager to drive change in a critical industry, this is your opportunity.Become a Part of Our Vision

About Nitra Nitra builds fintech and software solutions for healthcare practices. The company’s goal is to help doctors run their businesses more efficiently, so they can focus on patient care. Nitra’s platform brings together financial tools and technology designed specifically for medical professionals. Our Culture The team at Nitra values high standards, ownership, and curiosity. The company moves quickly and expects decisive action, but also emphasizes accountability and respect. Team members are encouraged to speak up and contribute ideas. Achievements are shared and celebrated together. Growth and Leadership Nitra is scaling rapidly, aiming for unicorn status. This growth is driven by a disciplined approach and a focused team. The company is led by founders with experience taking ventures public and scaling to thousands of customers. The team includes professionals from leading companies such as American Express, Citi, and PayPal. Investors include Andreessen Horowitz and NEA, and advisors feature co-founders of Square and Xendit, along with former government officials. Work Model Nitra operates on a hybrid schedule. Team members work in the New York office four days a week, with Wednesdays set aside for remote work.

About PlaygroundAt Playground, we are dedicated to making exceptional child care accessible to everyone. Our state-of-the-art software streamlines the management of child care businesses, allowing providers to concentrate on delivering outstanding care—the kind of work that only humans can perform. We are developing a comprehensive child care management platform designed to alleviate the administrative burdens associated with running a center.Playground is currently at a pivotal moment in our journey, ready to experience rapid growth. We have successfully secured millions in funding, established several statewide contracts, and are collaborating with thousands of schools nationwide. Notably, our founders have been recognized in Forbes 30 Under 30.We are a team of proactive owners, unafraid to tackle large and complex initiatives. If you are enthusiastic about the opportunity to shape Playground's account management organization and join a collaborative, fast-paced startup environment, we encourage you to apply!This is a full-cycle State and Federal Government Channel Sales role, where you will be responsible for driving sales and ensuring the success of government partnerships at Playground.

About Nitra Nitra builds fintech and software solutions for the healthcare industry. Our focus: help healthcare professionals manage their practices more efficiently so they can prioritize patient care. The team operates with urgency and high standards, aiming for excellence and accountability. We value trust and respect, and every team member’s input matters. Success is shared across the group. Our growth is driven by disciplined execution and a refusal to settle. As we scale quickly, we look for people ready to do the most meaningful work of their careers. Comfort isn’t guaranteed here, impact and ownership are. Nitra’s founders have built and exited businesses with thousands of customers and over $1B in public exits. Team members have joined us from organizations like American Express, Citi, PayPal, Capsule, Plaid, Bloomberg, Meta, Facebook, and Mastercard. We are backed by Andreessen Horowitz, NEA, and advised by leaders from Square, Xendit, Intuit, and others. Our hybrid work model includes four days in the Washington, DC office, with Wednesdays remote. Role Overview: Channel Partnerships Manager The Channel Partnerships Manager will build Nitra’s referral partner network from the ground up. This role centers on identifying, prospecting, and developing relationships with organizations in private practice, aesthetics, and medspa sectors. The goal: create a reliable pipeline of high-quality customers through these partnerships. This position suits someone energized by cold outreach, relationship building, and closing deals.

MinIO stands at the forefront of high-performance, hyper-scale object storage solutions. Our flagship offering, AIStor, is meticulously crafted to tackle the exascale data infrastructure challenges posed by contemporary AI workloads. With a reputation for excellence, MinIO is the backbone for 77% of the Fortune 100 companies and fuels some of the largest private cloud AI implementations globally. We are on the lookout for a dynamic Director of Channel Partnerships to join our expanding team and spearhead strategic alliances across the United States. In this pivotal role, you will be instrumental in cultivating and overseeing our channel partner ecosystem. The ideal candidate will be a results-driven professional with a robust background in partner management, a comprehensive understanding of the U.S. market, and a fervor for fostering collaborative success.

Join Zapier as the Director of Channel Partnerships, where you will be at the forefront of driving strategic alliances and fostering collaborative relationships with key partners. In this pivotal role, you will spearhead our channel strategy, working closely with internal teams and external partners to enhance our market presence and drive revenue growth.We are looking for a visionary leader who can navigate the dynamic landscape of channel partnerships, leveraging your expertise to optimize performance and deliver exceptional results. If you are passionate about building partnerships that create value and enhance customer satisfaction, we want to hear from you!

About UsAt UpGuard, we are dedicated to simplifying the lives of security teams. Our innovative solutions empower organizations to identify, evaluate, and mitigate cyber risks across their attack surfaces, vendor relationships, and workforce. Our advanced cyber risk posture management platform integrates security ratings, instant risk assessments, templated questionnaires, threat intelligence, and intelligent AI, providing our clients with a comprehensive and actionable understanding of their risk landscape. Why We’re HiringAs a rapidly growing cybersecurity platform with a recent $75M Series C funding round, UpGuard is on the verge of an exciting phase of expansion. With our top-tier direct sales strategy and outstanding performance metrics, we are seeking a Head of Channel to design and expand our global partner ecosystem.

About Parloa At Parloa, our mission is to revolutionize customer interactions, ensuring that every conversation feels seamless for both clients and the companies that serve them. With the rapid evolution of agentic AI, we are pioneering a new paradigm in customer experience—transforming customer support from mere transactions into meaningful dialogues. This is not just a vision; we have already facilitated over ONE BILLION interactions between renowned global brands and their customers, including industry leaders like Booking.com, Allianz, SAP, BarmeniaGothaer, and TUI, who have embraced Parloa at scale. About the Role As a Senior Channel Partnerships Manager at Parloa, you will play a pivotal role in reshaping customer experiences through our AI-driven solutions. Our enterprise clientele is re-evaluating service delivery across contact centers, digital platforms, and international operations, making partnerships essential to our growth strategy. In this position, you will be instrumental in establishing and expanding Parloa’s indirect channel across North America, collaborating with Technology Services Distributors (TSDs) and their advisor networks. This is a high-impact, development-focused role where you will craft strategies for partner engagement, pipeline generation, and revenue generation through indirect channels. Your work will bridge ecosystem development, pipeline generation, and go-to-market strategies, working closely with partners and internal teams to convert channel relationships into quantifiable business results. This is your chance to design a channel strategy from the ground up, influence how Parloa interacts with the wider partner ecosystem, and drive significant revenue growth through a scalable indirect model.

Who We Are LeagueApps serves as the vital operating system and community for youth and local sports leaders, providing them with the latest technology, tools, and a professional network essential for growth, scalability, and future success. Our platform supports thousands of clubs, tournaments, leagues, camps, and facilities, impacting over 10 million participants across the nation. With backing from professional leagues, teams, and athletes, we are committed to modernizing the youth sports landscape through our top-tier SaaS platform. Located at the nexus of sports, technology, and community, our platform simplifies every aspect of sports management for organizations nationwide—covering registration, payments, and communication. Beyond our software, we cultivate a community of leaders who share insights on pressing topics such as boosting girls’ involvement in sports, preventing youth injuries, and adapting to the evolving role of technology in play. At our core, we are driven by a mission to create extraordinary sports experiences for everyone. To further this mission, we established the FundPlay Foundation, a registered 501(c)(3) nonprofit dedicated to enhancing sports-based youth development organizations. FundPlay brings impactful sports opportunities to hundreds of thousands of underprivileged children and communities each year. Role Mission: As the Channel Manager for Partnerships & Alliances, you will spearhead the transformation of our strategic association and commercial partnerships into high-performance, predictable growth channels. This position necessitates a solid mix of relationship management, channel sales strategy, and operational discipline to drive pipeline growth, enhance market share, and maximize the mutual benefit of our strategic alliances within the youth sports sector. What You’ll Do I. Channel Strategy & Execution Partner Performance: Take ownership of the pipeline and ARR targets associated with the designated partner portfolio. Channel Program Management: Design, implement, and oversee structured referral and resale programs, including contracting, commission/incentive frameworks, and co-selling protocols. Sales Process Integration: Develop clear, repeatable, and scalable processes for partners to submit leads and opportunities, ensuring a seamless transition to the LeagueApps sales team (SDRs/AEs). Joint Business Planning: Conduct quarterly and annual evaluations with premier partners (JVA, ABCA, soccer.com) to set mutual revenue goals, enablement strategies, and go-to-market plans.

Director of Channel PartnershipsDepartment: SalesReports To: Head of SalesLocation: New York, NY or Washington, D.C. Metro AreaClassification: Full-Time, ExemptEstimated Compensation Range: $180k-225kFocus: Manage and enhance our channel ecosystem comprising cloud hyperscalers, government resellers, primes, and other federal solution partners to expedite FedRAMP adoption.About Knox SystemsKnox Systems operates the largest Federal managed cloud, delivering secure cloud and AI environments that support the U.S. government’s most critical missions, from national security to public safety and essential public services. Our clients depend on Knox to implement production systems that adhere to the highest standards for security, reliability, and compliance.At Knox, our work is impactful and mission-driven. We address high-stakes challenges with high expectations and visible results. Speed, rigor, and trust are paramount, as the environments we secure must never fail. Your contributions will be recognized, your expertise valued, and the impact of your work will be immediate and measurable. We operate at federal scale, securing some of the most sensitive government environments in the nation, ensuring that our systems perform flawlessly.The RoleKnox Systems is on the lookout for a strategic and innovative Director of Channel Partnerships to lead and grow our network of hyperscaler and government reseller partners. This pivotal role will drive our FedRAMP adoption strategy by empowering cloud hyperscalers (AWS, Azure, GCP) and government resellers/primes (e.g., Carahsoft, GDIC, SAIC) to facilitate customer transformation and compliance. You will design and implement strategic channel initiatives that enhance partner-influenced pipelines, expand joint go-to-market strategies, and increase Knox's visibility in public sector and enterprise markets.Key ResponsibilitiesCultivate strategic alliances with AWS, Google Cloud, and Microsoft Azure sales teams to promote the adoption of Knox's FedRAMP-aligned solutions across their customer bases.Establish and operationalize collaborative go-to-market strategies, co-selling models, and partner enablement programs.

Vultr is seeking a strategic and results-driven Director of Channel Partnerships to lead our channel sales initiatives. In this role, you will be responsible for developing and executing strategies to expand our partner ecosystem, driving revenue growth through effective collaboration and relationship management.Your expertise in channel partnerships and sales will be crucial as you identify and onboard new partners, nurture existing relationships, and ensure alignment with our business objectives. You will have the opportunity to work in a fully remote environment, collaborating with a talented team across the United States.

Join the dynamic Business Development & Partnerships team at Chainalysis, where we play a pivotal role in shaping our go-to-market strategy. Our focus is on cultivating and expanding the ecosystem surrounding Chainalysis, which includes technology alliances, service partners, system integrators, and resellers. We are dedicated to identifying and harnessing inorganic growth opportunities, opening new market avenues, and fostering a diverse partner network that enhances our reach and simplifies the purchasing and deployment process for our customers.As the Senior Manager of Global Channel Partnerships, you will spearhead the design and execution of our global channel partner strategy and team. We are establishing a structured global channel program that aims to empower resellers, VARs, distributors, MSPs, and systems integrators to broaden our presence in key customer segments. Your leadership will be fundamental in scaling our indirect revenue across various regions.Key Responsibilities:Develop and implement a comprehensive global channel strategy and program focused on resellers, VARs, distributors, MSPs, and SIs to extend our reach in the crypto, financial services, and public sector markets.Create and launch a scalable channel partner program that includes tier levels, requirements, and benefits, incentivizing partners to source, influence, and close new business.Recruit, lead, and cultivate a small team of regional channel managers across the Americas, EMEA, and APAC, who will manage day-to-day operations with local partners.Define and monitor partner-sourced and partner-influenced pipeline and revenue in collaboration with RevOps, utilizing data to inform investment decisions, prioritization, and quarterly business reviews.Design and deliver partner enablement programs on Chainalysis products, including ideal customer profiles, use cases, sales strategies, opportunity qualification and registration processes, co-selling workflows, and objection handling techniques.Work closely with Sales, RevOps, Marketing, and Product teams to integrate channel partners into our core growth strategies.Establish governance structures with strategic partners, including joint business planning, quarterly business reviews, and performance assessments.Collaborate with Legal and Finance teams to create scalable commercial frameworks and standardized terms that can be applied across regions.

Redpanda is at the forefront of creating the Agentic Data Plane (ADP) - a revolutionary category in AI infrastructure that facilitates seamless and secure connections between AI agents and enterprise data systems. Powered by a multi-modal data streaming engine, Redpanda enables agentic applications to operate intelligently and autonomously in real-time, achieving unparalleled speed and precision.Prominent organizations like Activision Blizzard, Cisco, Moody's, Texas Instruments, Vodafone, and two of the top five banks in the U.S. trust Redpanda to manage hundreds of terabytes of data daily.Supported by leading venture capital firms such as Lightspeed, GV, and Haystack VC, Redpanda fosters a diverse and people-centric culture with teams distributed globally. About the Role:Redpanda is on the lookout for a Director of Channel Partnerships to architect, lead, and expand a world-class global partner ecosystem. This executive will be responsible for the comprehensive channel strategy—from hyperscalers and GSIs to ISVs, MSPs, and emerging AI/agentic partners—transforming partnerships into a key growth driver for the organization.This position is both strategic and hands-on: crafting the partner approach, facilitating technical and market success, and closely collaborating with Sales, Product, Marketing, and Engineering to ensure partners confidently deliver Redpanda and the Agentic Data Plane to end-users.Your Responsibilities: Partner Strategy & Ecosystem DevelopmentFormulate and execute Redpanda’s global channel strategy, aligning it with corporate growth objectives and the product roadmap.Develop a multi-tier partner ecosystem encompassing cloud providers, GSIs/SIs, ISVs, MSPs, and AI/agentic technology partners.Spot and nurture new partner categories stemming from real-time AI, autonomous systems, and agent-based architectures.Agentic Data Plane EnablementEnsure partners gain a profound understanding of Redpanda’s Agentic Data Plane and its significance in empowering real-time, intelligent systems.Create partner use cases, solution blueprints, and reference architectures for agentic and event-driven workloads.Collaborate closely with Product and Engineering to convert platform capabilities into partner-ready offerings.

About Us LeagueApps serves as the essential operating system and community for youth and local sports leaders, providing them with the cutting-edge technology, tools, and professional network necessary for growth and advancement. Our platform supports thousands of clubs, tournaments, leagues, camps, and facilities, impacting over 10 million participants across the nation. With backing from professional leagues, teams, and athletes, we are committed to modernizing the youth sports industry through our premier SaaS platform. Positioned at the crossroads of sports, technology, and community, our platform simplifies all aspects of sports management—from registration and payments to communications—ensuring a seamless experience for organizations throughout the country. Beyond our software solutions, we cultivate a community of leaders dedicated to addressing vital issues such as increasing female participation in sports, preventing youth injuries, and leveraging technology to shape the future of play. Driven by a mission to create exceptional sports experiences for everyone, we established the FundPlay Foundation, a registered 501(c)(3) nonprofit that strengthens sports-based youth development organizations. FundPlay facilitates meaningful sports opportunities for hundreds of thousands of underserved children and communities each year. Role Overview: As the Channel Manager for Partnerships & Alliances, you will be instrumental in transforming our strategic partnerships into robust growth channels. This role demands a unique combination of relationship management, channel sales strategy, and operational discipline to drive pipeline growth, enhance market share, and optimize the value of our alliances in the youth sports sector. Responsibilities: I. Development and Execution of Channel Strategy Manage Partner Performance: Take ownership of the pipeline and annual recurring revenue (ARR) targets from your assigned partner portfolio. Channel Program Management: Create, implement, and oversee structured referral and resale programs, including contracts, commission structures, and co-selling guidelines. Sales Process Integration: Develop clear, repeatable, and scalable processes for partners to submit leads and opportunities, facilitating a smooth transition to the LeagueApps sales team. Joint Business Planning: Conduct regular reviews with key partners (e.g., JVA, ABCA, soccer.com) to set joint revenue targets, enablement plans, and go-to-market strategies. II. Relationship Management

Join Kaseya as a Senior Account Manager specializing in Channel Partnerships, where you will play a pivotal role in driving growth and enhancing relationships with our channel partners. You will leverage your expertise in account management to develop strategic initiatives that align with our business objectives. Your contributions will directly impact our market presence and partner satisfaction.

Remote Eligible in the following states: (WI, MI, OH, PA*, NC, SC, GA)*(If 50 miles beyond State College HQs)No visa sponsorship availableMinitab stands out as a leading software company that excels in standardizing data collection and analysis across global manufacturing operations, empowering customers from the factory floor to the quality lab and beyond. This role transcends merely selling a tool; it revolves around facilitating customers in establishing a cohesive foundation through best-in-class analytics that foster continual improvement and informed decision-making throughout their operations. We are on the lookout for a proactive Channel Sales Leader to spearhead the growth and development of our indirect partner ecosystem across the Americas.The RoleAs the Manager of Channel Sales & Partnerships, you will:Lead and mentor a team of Partner Account Managers.Develop and execute a comprehensive indirect channel strategy for the Americas.Recruit, train, and manage impactful partners.Drive both recurring and new revenue through partner-led and co-selling initiatives.Support complex enterprise opportunities, including those exceeding $1B global manufacturers outside the U.S.Align partner capabilities with digital transformation, quality, SPC, and operational excellence initiatives.This position merges strategic leadership with hands-on execution, allowing you to engage directly in partner development, cultivate executive relationships, and support enterprise-level deals.