Director of Channel Partnerships

Director of Channel Partnerships
Less complexity. More dentistry. More impact.
About Us:

Videa is a cutting-edge AI-powered solution for dentistry, developed by a team of seasoned leaders, engineers, AI scientists, and clinicians spun out of MIT. Our vision is to be the first company to diagnose a billion people globally. Our product is already used by thousands of dental clinicians to improve the quality of care through faster diagnoses, increased operating efficiencies, and improved patient understanding.

We're looking for a Director, Channel Partnerships to take ownership of our channel partner ecosystem and turn signed partnerships into activated, commercialized business. You'll own the full partner lifecycle, from sourcing and signing new partners, to commercializing the ones we already have. This role will also lead a small, high-leverage team while staying personally in the mix on both partner business development and partner management.

You'll work closely with Sales, Product, Rev Ops, and Marketing to build partner playbooks, bundled go-to-market packages, and the enablement partners need to sell and support Videa's AI with confidence.

• Commercialize our existing signed partners — turn agreements that have produced little activity into real lead flow, bundled go-to-market packages, and a forecast the business can budget against.

• Build a per-partner commercial plan with named deliverables for every signed partner, plus a repeatable monthly and annual forecast by partner.

• Source, sign, and onboard new referral, reseller, and integration partners — with a goal of building a steady, sustainable pace of new signings per year, each with a clear plan for value before they're counted as a win.

• Own partner-sourced qualified pipeline generation and conversion; partner with Sales, who own closing channel-sourced deals.

• Design bundled go-to-market packages with partners, in collaboration with Product, rather than running partner relationships in silos.

• Build partner playbooks, sales enablement materials, and onboarding paths that get partners activated and selling with confidence.

• Partner closely with Marketing on partner announcements, co-branded launches, and press/logo visibility.

• Lead partner performance reviews to evaluate results, surface opportunities, and refine activation strategy.

• Manage a lean team of direct reports, balancing your own individual execution with what you delegate.

• Bring field feedback from partners into product and GTM roadmap conversations.

• Create lead registration, deal attribution, and conflict-resolution frameworks so partner and direct motions don’t collide

• A track record of commercializing a channel, not just signing partners — you can point to a channel you took from one revenue figure to a materially larger one, and walk through the exact playbook you used to do it.

• Hands‑on individual contributor experience in both partner business development and partner management — you've personally sourced and signed partners AND run them afterward, not just overseen a team that did.

• Experience building per-partner commercial plans and forecasts — real numbers leadership planned and budgeted against, not activity tracking.

• A bias toward arriving with a point of view — you can lay out a tactical plan for a partner type without needing to be walked through the strategy first.

• Strong understanding of indirect/channel go-to-market models across referral, reseller, and integration partnerships.

• Comfort operating in a lean, resource-constrained environment — a small team, no dedicated budget beyond headcount, and a lot of personal execution.

• Excellent cross-functional collaborator, especially with Marketing, Product, Rev Ops, and…