Director, Channel Sales

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.

We are looking for a Director, Channel Sales to join the Operations team. This person will have two primary responsibilities:

1. Alongside the other Turn/River operating team members, own and continuously contribute to the Turn/River Channel playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of Channel sales (new logo, expansion and renewals), from pipeline generation to a closed sale, in a B2B/SaaS environment. 

2. Partner with Channel leaders (Channel Chiefs to line managers) from a subset of Turn/River’s portfolio companies and support them to over-achieve their Channel sales targets. You will aim to do this with structural and process improvements on key growth levers categorized by Turn/River as either Volume (pipeline creation $), Conversion (by stage %) or Price (AOV and/or contract terms). 

• Partner with the Channel leaders at Turn/River portfolio companies to drive revenue growth, provide guidance, and support implementation of best practices

• Continuously test and contribute to Turn/River’s Channel best practices, and share internally for application across the Turn/River portfolio

• Foster a Channel sales culture focused on repeatable and predictable processes

• Work closely with Sales, Marketing and Customer Success functional counterparts at Turn/River to ensure a cohesive Channel revenue generation strategy and execution 

• Support analysis of companies during the due diligence process, developing a deep understanding of the existing Channel organization’s process, efficiency, and team performance

• 8-10 years of experience in a high-performing B2B software/ SaaS channel sales environment, with 3+ years in a leadership capacity

• Deeply data-oriented, with specific depth on analyzing Channel sales funnels and developing actionable insights from the data

• Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and Channel sales cycles (High Velocity and Enterprise)

• Deep understanding of the critical elements to grow a Channel sales organization as a company scales such as hiring, team composition, and org structure/design

• Proven ability to create predictability in Channel sales orgs you’ve led, through a combination of org structure design and implementing process best practices  

• Familiarity with how to drive pipeline from multiple sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel 

• Strong project management, organizational skills, and process management

• Nice to have: deep knowledge of AI applications for software sales

• San Francisco, hybrid work model

• The annual base salary range for this role is $280,000 - $290,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.

• This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.

The below benefits are offered to full-time employees based out of our San Francisco office:

• An opportunity to make an impact across multiple high-growth tech firms

• Competitive salary and discretionary bonus

• Medical, dental, and vision insurance covered 100% for employee & dependents

• Flexible vacation policy

• 401K matching

• Paid parental leave

• Commuter benefits

• Health and Wellness benefits

• Household Services benefits

• Home Office benefits

• Annual Home Office Equipment Reimbursement

• Donation matching

• Work from home Monday & Friday

• Energetic work environment with snacks and weekly team lunches 3x per week, centrally located near multiple public transit lines

• A company that enjoys having fun: holiday parties, annual company offsite and retreat, annual summer "work from anywhere" month

Turn/River provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, religious creed (including religious dress and grooming practices), national origin, ancestry, citizenship, physical or mental disability, medical condition (including cancer and genetic characteristics), genetic information, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender, gender identity, gender expression, natural hair styles, age (40 years and over), sexual orientation, veteran and/or military status, protected medical leaves (requesting or approved for leave under any applicable state, or federal leave act), domestic violence victim status, political affiliation, and any other characteristic or status protected by state or federal law.