Channel Sales Manager

Urban SDK is seeking a Channel Sales Manager to design, launch, and scale a high-impact channel sales program focused on partner-sourced pipeline and revenue growth across state, county, and municipal agencies. This role will own the end-to-end partner lifecycle—from strategy and recruitment through enablement, co-selling, pipeline management, and performance accountability.

The ideal candidate has deep experience in Gov Tech, SaaS channel programs, public-sector procurement, and partner-led GTM strategies, with a proven ability to turn partnerships into predictable, repeatable revenue.

• Design and execute Urban SDK’s channel sales strategy, aligned with annual ARR targets and territory plans.
• Define partner segmentation and tiering (e.g., reseller, referral, system integrator, data partner).
• Build the channel operating model, including:
• Deal registration and rules of engagement
• Revenue-share and referral structures
• Co-selling and co-marketing motions
• Establish clear success metrics for partner-sourced and partner-influenced revenue

• Identify, recruit, and onboard high-leverage partners, including:
• Gov Tech resellers and distributors
• Systems integrators and consultants
• Hardware, data, and infrastructure partners
• State and local procurement aggregators
• Lead partner onboarding, certification, and enablement programs.
• Develop partner sales kits, pitch decks, demo narratives, and procurement guidance.
• Ensure partners can articulate Urban SDK’s value across public safety, transportation, engineering, and planning use cases.
• Own a partner-sourced pipeline quota tied directly to ARR targets.
• Drive partner-led deal origination, co-selling, and deal progression.
• Enforce CRM hygiene and pipeline discipline for all channel-sourced opportunities.
• Partner closely with AEs, AMs, and SDRs to:
• Improve win rates in complex procurement environments

• Partner with Sales, Account Management, Rev Ops, Marketing, and Product to align channel execution.
• Collaborate with Marketing on:
• Joint webinars and events
• Partner campaigns
• Case studies and reference programs
• Provide feedback to Product on partner-driven market needs and expansion opportunities.

• Forecast channel pipeline and bookings with high accuracy.
• Track and report on:
• Partner-sourced ARR
• Partner activation rates
• Win rates and sales cycle length
• Partner performance by tier
• Continuously optimize partner performance through coaching, incentives, and program refinement.

• 5+ years of experience in B2B or B2G SaaS sales, with at least 3 years in channel or partnership sales.
• Direct experience selling into state and local government or Gov Tech ecosystems.
• Proven success building and scaling partner-led revenue programs.
• Strong understanding of:
• Cooperative purchasing agreements
• Experience working in a quota-carrying role with pipeline and forecast ownership.
• High proficiency with CRM systems (Hub Spot preferred).

• Prior experience in transportation, public safety, infrastructure, or data analytics SaaS.
• Existing relationships with Gov Tech resellers, integrators, or procurement networks.
• Experience launching a channel program from zero to scale.
• Comfort operating in a fast-growing, metrics-driven startup environment.

• Location:
  
  Jacksonville, FL (Town Center Area)
• Type:
  Full-time
• Reports to:
  
  VP of Revenue
• Salary Based on Experience
• Annual Bonus
• 21 Days Vacation
• Office Lunch provided Daily

Urban SDK is shaping the Future of Smart Cities. We are pioneers in geospatial AI technology, providing public leaders with insights and automation for mission-critical decisions. We equip critical public services with geospatial AI, enabling precise, data-driven decisions with efficiency and confidence.

We are committed to aligning business growth with professional outcomes for every employee. Our commitment has been recognized by Jacksonville Business Journal and Will Reed as a noted Best Places to Work.