Director, Channel Marketing

About Turn/River

Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm’s team of equal parts investors and operators provides hands‑on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $5.6bn in committed capital and invests globally with a focus on North America and Europe.

About

The Role

We are seeking a Director of Channel Marketing to help drive measurable pipeline growth through world‑class channel marketing. In this role, you will partner with leaders across multiple portfolio companies, guiding their channel marketing strategy and execution to maximize partner‑led demand generation.

You Will

• Work with 3–4 portfolio companies at a time, diving deep into their unique channel dynamics.

• Help teams design structured, scalable programs that generate channel leads, increase partner pipeline, and accelerate revenue growth.

• Translate strategy into practical execution, ensuring campaigns and initiatives deliver measurable results.

• Serve as both a strategic advisor and hands‑on operator, embedding yourself with company leaders to build repeatable success models.

Ideal candidates are structured thinkers, lifelong learners, self‑starters, and results‑oriented team players who have a keen understanding of marketing funnels & their impact on revenues. The role is ideal for someone with a demand generation mindset who thrives on structuring ambiguous problems, building systems, and ensuring execution excellence across varied environments.

Key Responsibilities

• Develop and scale channel marketing programs that systematically grow pipeline, improve conversion, and increase partner‑driven revenue.

• Design repeatable campaign frameworks that can be tailored across different companies and partner ecosystems.

• Drive top‑of‑funnel demand generation using the full range of channel levers—events, campaigns, incentives, and co‑marketing with partners.

• Identify target partner segments and craft compelling messaging, positioning, and enablement content.

• Provide channel marketing support for product launches, partner onboarding, and key go‑to‑market initiatives.

• Establish and track channel‑specific KPIs to measure program effectiveness, and report impact clearly to executive and investment teams.

• Partner closely with sales, product, and leadership to ensure tight alignment on channel go‑to‑market strategies.

• Coach and mentor channel marketing leaders at portfolio companies, helping them build and scale high‑performing teams.

• Foster a culture of experimentation and continuous improvement, documenting learnings and sharing them across the portfolio.

Qualifications

• 7–10 years of experience in B2B software marketing, with at least 5 years focused on demand generation and channel marketing.

• Proven success driving partner pipeline and revenue impact through structured channel initiatives.

• At least 2 years of direct people management experience.

• Strong structured thinking and problem‑solving skills—able to create mental models and frameworks that scale across diverse contexts.

• Excellent communication and influencing skills, able to work with executives, sales leaders, and partner marketers.

• Comfortable with data‑driven decision‑making: able to self‑serve key analyses while also working with analytics teams.

• Deep understanding of B2B SaaS sales cycles, channel dynamics, and technical product marketing.

• Hands‑on, execution‑oriented, and accountable for results—this is not an advisory role.

• Strong project management skills with a bias for clarity, organization, and follow‑through.

• Resilient and adaptable, with a test–learn–iterate mindset.

Location

• San Francisco, hybrid work model

Compensation

• The annual base salary range for this role is $270,000 - $280,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience,…