Director, Partner Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Partner Sales based in Canada.

As Director, Partner Sales, you will lead and scale a strategic partner sales channel, driving both new business acquisition and the growth of existing partner relationships across Canada. You will oversee a team of Account Executives and Account Managers, focusing on developing talent, strengthening sales execution, and consistently exceeding revenue targets. This is a hands-on leadership position where coaching, deal strategy, pipeline management, and field engagement are central to success. You will translate broader commercial objectives into actionable sales strategies, scalable processes, and effective territory management models. Working closely with senior sales leadership and cross-functional teams, you will help strengthen partner engagement and accelerate channel performance. This remote-first opportunity combines strategic ownership, people leadership, and regular travel to build relationships and drive results across the Canadian market.

Accountabilities:

You will take full ownership of partner channel performance, leading the teams and initiatives responsible for acquiring new partners and expanding existing relationships. Through hands-on coaching, structured performance management, and cross-functional collaboration, you will build a high-performing sales organization capable of delivering sustainable growth.

• Own partner channel results across new partner acquisition and existing account expansion, ensuring achievement of monthly, quarterly, and annual sales targets.

• Lead, coach, and develop a team of Account Executives and Account Managers, helping individuals strengthen their capabilities and consistently achieve or exceed performance goals.

• Conduct regular deal reviews, sales call coaching, one-on-one meetings, field visits, and joint partner meetings to improve selling skills and sales effectiveness.

• Coach team members to independently manage and close opportunities rather than relying on direct managerial intervention.

• Drive pipeline generation through inbound and outbound sales activities, ensuring adequate opportunity coverage across the team.

• Establish clear performance expectations and accountability standards for sales activity, pipeline generation, CRM accuracy, conversion rates, and forecasting.

• Monitor team performance regularly, identify gaps, and implement corrective actions to maintain consistent execution.

• Own monthly and quarterly forecasting processes, including committed and potential revenue assessments, risk identification, and performance improvement plans.

• Represent the partner channel in the field through joint sales meetings, strategic business reviews, and participation in key accounting industry conferences and association events.

• Translate annual partner channel objectives into actionable quarterly sales strategies, campaigns, offers, incentives, and performance targets.

• Collaborate with Revenue Operations to design territories, allocate account portfolios, establish coverage models, and define responsibilities between acquisition and account management teams.

• Recruit, onboard, and develop high-performing sales professionals, including contributing to hiring strategies, interview processes, and structured 30-, 60-, and 90-day onboarding plans.

• Partner with Sales Enablement to identify development needs, improve onboarding programs, and implement repeatable sales methodologies across the team.

• Work closely with Marketing to shape partner campaigns, events, messaging, and lead-generation initiatives that support a healthy pipeline of qualified opportunities.

• Share partner feedback and market intelligence with internal stakeholders to identify product improvement opportunities and remove barriers to partner growth.

• Ensure smooth transitions from new partner acquisition through onboarding and ongoing relationship management.

Requirements:

The ideal candidate is an experienced B2B sales leader with a proven ability to build high-performing teams, develop strategic partnerships, and deliver measurable commercial results. You should combine strong coaching capabilities with a data-driven approach to sales management and the ability to operate effectively across multiple business functions.

• At least 7 years of experience in B2B sales, including a minimum of 3 years directly managing quota-carrying sales professionals.

• Proven track record of achieving team sales targets through effective leadership, coaching, and performance management rather than relying primarily on individual sales production.

• Experience leading both new business acquisition teams and account management or customer expansion teams.

• Demonstrated ability to recruit, onboard, develop, and manage sales professionals, including handling challenging performance discussions.…