Director, Channel Sales

Job description

At Instabase, we’re passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry.  With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.

Instabase offers a consumption-based pricing model where customers can pay only for what they use, aligning directly with the value our products deliver. It empowers our clients to explore our AI Hub platform features extensively, enabling them to uncover crucial business insights. This customer-centric model allows Instabase to glean insights from diverse use cases and behaviors, ensuring we deliver top-tier solutions that provide unmatched advantages for everyday business operations.

With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we’ve built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.

Instabase’s go-to-market (GTM) teams own the end-to-end customer experience solving problems with Instabase - discovering the right problems, demonstrating solutions, proving value, and launching to production.

We are seeking an experienced and dynamic Director of Channels to drive the strategy, growth, and execution of our global partner ecosystem. This role is responsible for developing and managing strategic partnerships with key channel partners worldwide to accelerate sales growth, expand market reach, and ensure the success of the company’s global distribution network. The ideal candidate will have a proven track record in channel sales leadership, a deep understanding of partner ecosystems, and a passion for driving high-impact results across diverse markets.

What you will do:

1. Channel Strategy & Development:

   • BuildingDevelop and execute a comprehensive global channel strategy that aligns with company growth objectives and market needs.
   • Identify, recruit, and onboard new channel partners across different regions and verticals.
   • Cultivate and manage relationships with key strategic partners, resellers, distributors, and system integrators.
   • Work closely with regional sales teams to adapt channel strategies to local market conditions while maintaining global alignment.

2. Partner Enablement & Support:

   • Partner with field teams on partner enablement initiatives to ensure strategic partners have the tools, training, and resources they need to succeed.
   • Collaborate with the marketing team to create effective go-to-market campaigns and partner promotions.
   • Provide ongoing support and guidance to partners, including regular business reviews, performance tracking, and issue resolution.

3. Sales Performance & Forecasting:

   • Own the global channel sales target, driving both revenue growth and pipeline generation through partners.
   • Monitor and analyze channel sales performance, working with partners to optimize sales strategies and ensure targets are met.
   • Forecast channel sales performance, providing regular reports to leadership on progress and opportunities.

4. Collaboration with Internal Teams:

   • Work cross-functionally with product, marketing, and operations teams to align partner offerings with product roadmaps, promotional activities, and customer success initiatives.
   • Collaborate with the regional sales teams to drive joint sales motions, co-selling opportunities, and partner-driven revenue.
   • Participate in the development and refinement of the company’s partner ecosystem policies, processes, and tools.

5. Market Intelligence & Competitor Analysis:

   • Stay current on market trends, customer needs, and competitive landscape to identify growth opportunities.
   • Share insights with leadership to inform product development, marketing strategies, and sales tactics.

6. Performance Metrics & Reporting:

   • Establish and track KPIs to measure the effectiveness of channel sales activities.
   • Prepare and present regular business reviews with senior leadership to discuss partner performance, opportunities, and challenges.

About You:

• Experience:

  • 8+ years of experience in channel sales, partner management, or business development, with at least 3-5 years in a leadership capacity.
  • Proven track record of success in driving channel revenue growth on a global scale, ideally in [industry/technology/software/SaaS].
  • Strong experience in managing partner relationships, building high-performing teams, and delivering measurable results.

• Skills & Competencies:

  • Strong understanding of global channel sales models, partner ecosystems, and indirect sales strategies.
  • Exceptional communication, negotiation, and relationship-building skills.
  • Strong analytical and problem-solving abilities, with experience in forecasting, pipeline management, and sales reporting.
  • Ability to manage complex, cross-functional projects in a fast-paced, global environment.
  • Strategic thinker with the ability to align business objectives with channel partner capabilities.

Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.