Director of Channel Sales

About Celigo

Celigo is a leading Integration and Automation Platform (iPaaS) committed to empowering businesses to seamlessly integrate, automate, and optimize their processes. With cutting-edge technology such as runtime AI and prebuilt integrations for critical business functions, Celigo is transforming how companies connect their systems.

Role Overview

We are seeking a Director of Channel Sales to spearhead the operational management of our North American ecosystem partner business. This role entails overseeing a team of experienced Partner Account Managers (PAMs) who drive the bulk of Celigo's partner-generated revenue. This position is both strategic and hands-on, requiring daily leadership of sales management activities and serving as the senior external representative for key partners.

Key Responsibilities

• Lead weekly pipeline and forecast reviews, monthly business assessments, quarterly attainment planning, sales coaching, and manage escalations within the North American ecosystem partner portfolio.
• Conduct one-on-one sessions with each PAM, design ramp-up plans for new hires, oversee performance management, career development, and assess opportunities to promote an internal team lead as the team expands.
• Be the senior Celigo representative to top ecosystem partners, including managing transitions of relationships with high-value NetSuite partners in coordination with the VP.
• Share accountability with the VP for partner-sourced revenue growth, forecasting accuracy, and performance of the North American ecosystem.
• Collaborate cross-functionally with sales leadership, partner marketing, operations, and product teams to overcome obstacles in partner engagements and resolve escalations.
• Implement channel strategies such as partner program updates, AI tool rollouts, and go-to-market shifts, while providing feedback from field teams to channel leadership.

Candidate Profile

• Exemplary evangelist with the capability to lead partner quarterly business reviews, engage executive partners persuasively, and motivate a seasoned sales team.
• A coach-first leader with a track record of successful operational support as a deputy to a proactive channel leader, cooperating without ego conflicts over visibility or strategy.
• Ready and able to travel 30-40% within North America.
• Based in the US, comfortable operating primarily in PT/MT hours with occasional cross-time-zone coordination.
• Brings 8+ years of experience in channel or partner sales, with at least 3 years managing partner account managers or channel account executives.
• Demonstrates a history of consistently achieving and exceeding partner-sourced revenue goals at scale.
• Experience in SaaS or iPaaS environments is highly valued; familiarity with major ERP and CRM partner ecosystems is a strong plus.
• Possesses strong sales management skills including disciplined forecasting, pipeline management, deal coaching, and talent development.

Compensation and Benefits

The anticipated base salary for this position ranges from 140000 to 165000 USD annually, with actual compensation determined by skills, experience, geographic location, and other lawful factors. Total remuneration may include variable incentives and benefits detailed in the employment offer.

Work Environment and Culture

• Remote-first organizational culture emphasizing trust, collaboration, and transparency.
• A high-growth, inclusive workplace fostering innovation and rapid implementation of new ideas.
• Opportunities for accelerated learning and professional development to stay at the forefront of the industry.
• A team of motivated colleagues who provide inspiration and challenge to promote personal growth.
• Competitive benefits including three weeks of vacation from the first year, wellness days, paid holidays, parental leave, a monthly technology stipend, and career advancement opportunities.

Diversity and Inclusion

Celigo is dedicated to fostering a safe and inclusive workplace. Our Taking a Stand Initiative promotes representation and support of underrepresented voices within the company. We are an equal opportunity employer committed to non-discriminatory hiring practices across all protected characteristics and consider qualified candidates regardless of criminal history consistent with legal requirements.