Director of Channel Sales

ABOUT THE JOB

The Director of Channel Sales will be responsible for building, scaling, and executing Tapcheck’s channel strategy to drive net-new revenue. This role requires a builder mindset, strong executive presence, and a relentless focus on execution. The ideal candidate is highly organized, detail-oriented, and metrics-driven, with the ability to turn partner activity into measurable pipeline and closed business.

WORK ARRANGEMENT:
Remote and hybrid options are available. Employees located within 30 miles of Plano TX are required to be in-office Tuesday through Thursday each week. Those residing beyond this radius may be considered for a fully remote arrangement, depending on experience and business needs.

• Own and expand channel-driven net-new business through strategic partners and direct prospecting efforts.
• Prospect, qualify, and develop new business opportunities in partnership with channel organizations.
• Build and maintain long-term, high-impact relationships with partners, prospects, and clients.
• Track the full lifecycle of partner relationships, from activation through conversion and expansion.
• Manage pipeline and opportunity flow in Salesforce, ensuring accurate forecasting and activity-to-revenue conversion.

• Manage and coach a team of 5 individual contributors focused on relationships, account farming, sponsored events, and in-person partner enablement.
• Set clear expectations around activity, conversion metrics, and results.
• Drive a high-performance culture centered on accountability, motivation, and execution.
• Ensure the team is consistently generating pipeline—not just activity—through events, enablement, and partner engagement.

• Establish a common sales strategy and repeatable approach for identifying, developing, and closing channel-driven opportunities.
• Work closely with Account Executives to uncover new opportunities, advance deals, and strengthen customer and partner relationships.
• Coach and mentor AEs and channel sellers in consultative selling and deal execution.
• Provide local and cross-functional support to align channel efforts with broader sales goals.

• Build and refine scalable channel sales processes, playbooks, and reporting.
• Translate activity data into insights that improve conversion rates and pipeline quality.
• Collaborate with Marketing to create and deliver customized sales presentations, collateral, and enablement materials.
• Analyze market trends and internal performance metrics to adjust strategy and identify new customer segments.
• Lead disciplined follow-up, proposal execution, and deal management to close new business.

• 7+ years of experience in channel sales, partnerships, or indirect sales, ideally in fintech, SaaS, or HR/payroll.
• Proven experience building channel programs from the ground up or scaling them in high-growth environments.
• Comfortable owning targets, forecasting partner pipeline, and being accountable to results.
• High proficiency in Salesforce, documentation tools (Confluence, Lucidchart), and Excel.
• Strong technical troubleshooting skills and comfort navigating multiple platforms.
• Detail-oriented, organized, and able to independently manage a pipeline of accounts.
• Exceptional verbal and written communication skills.
• Experience working with workflow logic, if/then conditions, or platform configuration is a plus.
• Collaborative, solutions-oriented mindset with strong ownership.

Tapcheck does not provide sponsorship for employment-based visas. Candidates must already possess the right to work in the United States without the need for visa sponsorship now or in the future. This is a remote-friendly role; ideally candidates will sit in states including: AL, AZ, CA, CO, DC, DE, FL, GA, , IL, LA, MI, MA, MO, NC, NH, NJ, NV, NY, PA, OR, OH, RI, SC, TX, UT, VA, WA, WI.

Tapcheck is a digital platform offering an easy and convenient way to access on-demand earnings early. Available at no cost to employers, our app-based on-demand pay solution helps relieve the financial stress that many employees experience on a daily basis.

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