[Remote] Director of Channel Sales & Partnerships

Note: The job is a remote job and is open to candidates in USA. GRUBBRR is a leading provider of self-ordering kiosks and digital customer engagement solutions. They are seeking an experienced Director of Channel Sales & Partnerships to develop and lead their channel partner program, focusing on recruiting new partners and driving revenue growth.

Responsibilities

• Develop and execute GRUBBRR's channel strategy and long-term partner vision
• Build scalable partner programs, incentives, onboarding frameworks, and engagement models
• Establish partner tiers, certifications, performance metrics, and partner success criteria
• Develop repeatable processes for partner recruitment, enablement, co-selling, and ongoing growth
• Create partner business plans designed to drive long-term mutual success
• Identify, recruit, and onboard new channel partners throughout North America
• Develop relationships with Value Added Resellers (VARs), POS dealers, payment providers, systems integrators, consultants, referral partners, and strategic technology partners
• Build and maintain a robust pipeline of prospective partners
• Negotiate partnership agreements and business terms
• Represent GRUBBRR at industry events, trade shows, and partner conferences
• Lead onboarding and training efforts for new partners
• Ensure partners are equipped to effectively position, sell, deploy, and support GRUBBRR solutions
• Conduct regular business reviews and growth planning sessions with key partners
• Act as the primary point of contact and advocate for partner success
• Drive partner engagement and accountability through measurable performance goals
• Drive partner-generated pipeline, bookings, and recurring revenue growth
• Work jointly with partner sales teams to identify and close opportunities
• Collaborate with marketing on partner-focused demand generation and co-marketing initiatives
• Develop forecasting and reporting processes to measure channel performance and ROI
• Partner closely with Sales, Marketing, Product, Operations, and Customer Success teams
• Provide market intelligence and partner feedback to influence product direction and go-to-market strategy
• Serve as the internal champion for channel growth and partner success

Skills

• 7+ years of experience in channel sales, partner management, business development, or indirect sales
• 3+ years building, scaling, or leading channel programs within technology, SaaS, POS, payments, hospitality technology, retail technology, or related industries
• Demonstrated success recruiting and growing reseller, VAR, referral, or strategic partner networks
• Experience carrying, influencing, or managing revenue targets
• Strong negotiation, presentation, and executive relationship-building skills
• Ability to thrive in a fast-paced, high-growth, entrepreneurial environment
• Willingness to travel up to 40% including to our offices in Boca Raton, FL regularly if the candidate is remote
• Experience in restaurant technology, POS, self-service kiosk, digital ordering, payments, or hospitality technology
• Existing relationships with restaurant POS dealers, hospitality technology VARs, payment resellers, restaurant technology consultants, and related channel partners
• Experience building a partner ecosystem from the ground up, including partner recruitment, onboarding, enablement, and revenue generation
• Familiarity with Salesforce, HubSpot, or similar CRM platforms
• Location in South Florida with ability to be present in our offices in Boca Raton

Company Overview

Company H1B Sponsorship