Director of Channel Sales - 1024

Job Description

As a quota-carrying Channel Sales Director at Lightcast, you will play a key role in accelerating revenue growth through our network of HR technology partners. You’ll own the development and execution of channel sales strategies, cultivate high-impact partner relationships, and consistently deliver against ambitious revenue targets. This role calls for a strategic, proactive leader with a strong track record in channel sales and a deep understanding of how to activate partnerships to unlock new growth opportunities. We highly prefer candidates with experience selling to and supporting HR technology organizations, along with a strong understanding of the HR tech ecosystem and partner landscape. Expect approximately 30% travel.

Major Responsibilities

• Develop and maintain strong, long-term relationships with channel partners
• Serve as the primary point of contact, ensuring high partner satisfaction and engagement
• Develop and execute go-to-market and channel sales strategies
• Build and implement strategic sales plans to achieve revenue targets through partners
• Create and manage quarterly and annual business plans with clear revenue goals
• Partner with stakeholders to develop joint business plans aligned to company objectives
• Own and achieve assigned sales quotas by driving partner performance
• Monitor partner pipelines and sales activity; provide accurate forecasts and updates to leadership
• Deliver training and ongoing enablement to ensure partners can effectively position and sell Lightcast solutions
• Create and deliver presentations, product demos, and sales materials for partners
• Maintain a strong understanding of partner ecosystems, market trends, and buyer behavior
• Track partner and competitor activity; identify opportunities to strengthen Lightcast’s position
• Provide market insights to inform product, marketing, and sales strategies
• Collaborate cross-functionally with sales, marketing, product, engineering, account management, and legal teams
• Support and participate in joint marketing campaigns and partner events to drive pipeline and brand awareness
• Track and report on partner performance, sales activity, and key metrics
• Use data and insights to continuously improve channel sales effectiveness and partner engagement

Experience & Education

• Ability to travel up to 30% for partner meetings and industry events
• 5–7 years of experience in channel sales or business development, preferably in HR technology
• Experience working with HCM platforms such as Workday and/or SAP SuccessFactors required
• Demonstrated track record of meeting or exceeding sales quotas in a channel sales environment
• Experience managing and growing a portfolio of channel partners to drive revenue
• Strong strategic thinking and problem-solving skills
• Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels
• Proficiency with Salesforce and other sales tools to manage partner performance and pipeline
• Self-motivated and results-driven, with the ability to work both independently and cross-functionally