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.

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

• 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

• 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

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

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.