Head of Channel Sales & Alliances

Job Title: Head of Channel Sales & Alliances

Location: United States, Remote

This is a fully remote opportunity and can be worked from any location in the United States.

ABOUT THE COMPANY:

Revenue is complex, and clarity is rare. Our mission at Salesloft is to transform revenue complexity into clear, decisive action for every team driving growth.

We’re building the industry’s first Predictive Revenue System, where humans and AI work together to make confident decisions based on real signals. Thousands of customers run on our platforms every day, which gives us Revenue Context: a view into what happens in a deal, when, and with what outcome.

Our vision is a future where revenue growth is predictable and the teams driving it are unstoppable. If you want to help build it, alongside people who Move as One and let Evidence over Ego guide the work, we’d love to meet you.

THE OPPORTUNITY

Own the partner channel that sources a meaningful share of Salesloft’s new closed-won revenue.

As our Head of Channel Sales & Alliances, you'll build and run a quota-carrying Channel Sales & Alliances organization focused on four motions: private equity partnerships, cloud marketplace and strategic platform alliances, ISV and MCP partnerships, and VAR, BPO, and services partnerships. The primary measure is closed-won revenue sourced through partners, supported by partner-influenced revenue and the retention and expansion of partner-sourced customers. Relationships, programs, and pipelines are critical in producing signed deals. You will be the executive face of Salesloft to our most strategic partners and the owner of the plan, the team, and the results.

On a day-to-day basis, you will:

Private Equity Partnerships

• Build relationships with private equity firms and their operating partners to position Salesloft as the revenue platform for their portfolio companies.

• Structure portfolio-wide agreements and programs that turn a firm-level relationship into sourced, closed-won deals across multiple portfolio companies.

• Work with Sales, Marketing, and Customer Success to run portfolio-specific plays, from the initial introduction through close.

Cloud Marketplace and Strategic Platform Alliances

• Own Salesloft's go-to-market with AWS, Microsoft Azure, and Google Cloud, including marketplace listings, private offers, and co-sell programs that let customers buy against their existing cloud commitments.

• Build strategic alliances with the CRM and productivity platforms our customers run on, such as Salesforce, Microsoft, and HubSpot, including their app and agent marketplaces.

• Turn platform relationships into sourced and co-sold pipeline by aligning with these partners' field sellers, not only their partner teams.

ISV and MCP Partnerships

• Identify, recruit, and sign independent software vendors and AI platforms that integrate with, embed, or distribute Salesloft, including through MCP (Model Context Protocol) integrations and agent ecosystems.

• Define co-sell and co-marketing motions with ISV partners so that integrations produce sourced pipeline and closed-won revenue, not only technical listings.

• Work with Product and Engineering to shape the partner integration roadmap and make sure partners can build, launch, and sell with confidence.

• Design partner economics for AI and agent partners, including revenue share on usage- and consumption-based pricing alongside seat-based models.

VAR, BPO, and Services Partnerships

• Recruit and onboard value-added resellers and business process outsourcing providers that resell, bundle, or deliver Salesloft as part of their sales services.

• Recruit systems integrators and RevOps consultancies that influence enterprise buying decisions and deliver implementations, and build a services partner motion that speeds time to value and improves retention.

• Negotiate reseller and partner agreements, pricing, margin structures, and business terms that support profitable, repeatable revenue.

• Equip partner sellers with value-selling playbooks, competitive positioning, and qualification criteria so deals are sourced and closed consistently.

HOW YOU’LL WORK HERE

• Move as One: You’ll partner with Sales, Marketing, Product, Customer Success, Legal, and RevOps on joint plays and partner attribution, and share credit for partner-sourced wins.

• Evidence over Ego: You’ll plan, forecast, and report on partner-sourced and partner-influenced revenue using real signals, and say so when the data changes your mind.

• Lead from the Front: You’ll be the executive face of Salesloft to strategic partners and set the quotas, coverage models, and standards your team is held to.

• Make Your Mark: You’ll shape how Salesloft shows up in private equity, cloud marketplaces, ISV and MCP ecosystems, and services channels, not just run the playbook.

WHAT WE’RE LOOKING FOR

You’re a senior partner and alliances leader who has sourced and closed partner-driven revenue in B2B SaaS and led…