Director of Sales

Position Responsibilities

The Director of Sales (External) leads Channel’s outward-facing revenue engine, overseeing the experienced Business Development team responsible for partner acquisition, growth, and retention. This role is accountable for driving funded volume, expanding Channel’s partner ecosystem, and maximizing partner productivity in a high‑growth environment. This individual translates strategic growth objectives into disciplined execution across the external sales organization and plays a critical role in scaling partner‑driven revenue.

This individual will collaborate across all departments to drive these objectives forward and ensure alignment of sales goals with organizational objectives.

Full‑time

• Drive new business development and funded volume through equipment finance and working capital partners
• Lead partner acquisition strategy, targeting high‑value equipment finance company relationships
• Expand and diversify partner mix to support sustainable growth and mitigate concentration risk
• Maintain ownership of pipeline health, conversion rates, and revenue outcomes

• Ensure strong execution across partner onboarding, ramp, retention, and expansion
• Deepen relationships with key strategic partners to increase share of wallet and long‑term value
• Elevate partner experience through consistent service, communication, and delivery
• Participate and delegate involvement in industry associations and committees
• Keep abreast of industry and market trends, including competition, technology and product advancements, and overall economic trends

• Lead, coach, and develop a high‑performing external sales team
• Set clear expectations, quotas, and KPIs tied to revenue, productivity, and partner success
• Monitor individual and team performance; using performance metrics to track and improve performance
• Maintain the integrity of the Channel brand through fostering a culture of accountability, urgency, and continuous improvement
• Manage territory assignments and capacity; realign as needed to meet goals
• Track efficiencies for partners and regions and make adjustments as needed
• Make changes to KPIs as needed to align with business goals

• Translate company growth strategy into actionable go‑to‑market plans
• Provide field insights on competitive dynamics, pricing, and product opportunities
• Partner with Head of Sales to refine sales strategy and market focus
• Support development of partner programs, incentives, and marketing strategies
• Develop and implement strategies to ensure diversification of partner base and manage source risk
• Own the budgeting process and goal setting to include KPIs for Channel sales and each respective territory, in collaboration with the Finance department

• Collaborate closely with Underwriting, Operations, Marketing, Risk, and Product teams to optimize partner outcomes
• Remove friction in the partner experience to improve speed, efficiency, and funding outcomes
• Align external sales efforts with internal processes and capabilities

• Ensure the delivery of a unified product to our partners and customers through internal, cross‑functional collaboration
• Assist with the identification, development, and assessment of Channel products and partner programs
• Provide pricing guidance and rate overrides when needed

• Funded volume and revenue growth
• Partner acquisition and activation rates
• Partner retention and share of wallet
• Regional Portfolio performance
• Sales team productivity and quota attainment
• Pipeline health and forecast accuracy

• Strong understanding of equipment finance and working capital financial products, market dynamics, and regulatory environment; experience with a third‑party lending source strongly preferred
• Demonstrated ability to drive sustained revenue growth and exceed targets
• Strong understanding of sales metrics, pipeline management, and partner economics
• Ability to think strategically and execute effectively
• Strong leadership skills with the ability to…