Director, Channel Growth

Responsibilities

• - Lead the team and own the number. Manage and develop a team of partner growth managers against clear GBV, pipeline, FTB, and retention targets. Set the standard, run the cadence, and hold the line on accountability.
• - Grow the book, partner by partner. Own post-handoff performance across the portfolio: MoM/QoQ/YoY GBV growth, new and confirmed pipeline, and deal size expansion. Every partner should have a growth plan — and a rep executing it.
• - Operate as a player-coach on top accounts. Step into strategic partner relationships personally — executive-sponsor the largest books, unblock stalled partners, run onsites and QBRs that move volume, and model what great partner management looks like.
• - Run an operationally rigorous book. Install and enforce book discipline — coverage standards, partner health segmentation, forecast accuracy, and clean Salesforce hygiene. Make partner growth predictable, not anecdotal.
• - Attack churn and dormancy before they happen. Build the early-warning system: catch declining partners, re-engage dormant ones, and own partner churn as a number the team is accountable for — not a surprise at quarter-end.
• - Make the handoff seamless. Partner with the Director, Partner Acquisition on activation and the handoff trigger so partners arrive with momentum — and hold acquisition accountable to production vs. projection at signing. A partner that activates but never compounds is a miss.
• - Expand across the full ecosystem. Drive breadth, not just depth — grow partners across Engine Travel and Spend, turning single-product referral partners into full-platform producers.
• - Execute cross-functionally. Align Partner Marketing, Sales, Finance, and Product to deliver what partners need to grow — co-marketing programs, enablement, strategic events, and escalation paths that work.
• - Raise the bar on talent. Hire, ramp, and level up partner growth talent; build a team that compounds in output as its book compounds in volume.

Requirements

• - 10+ years in partner management, channel sales, account management, or customer success leadership, including 5+ years leading and scaling quota-carrying or book-carrying teams — ideally in high-growth SaaS, fintech, marketplace, or travel technology.
• - A grower and a coach: a proven record of personally expanding large, complex partner or customer relationships, and of building teams that consistently hit growth, retention, and expansion targets.
• - Deep operational rigor — fluency in book management, coverage models, partner segmentation, forecasting, and the metrics that make a growth motion predictable: GBV trends, FTB production, pipeline conversion, churn and dormancy rates. Salesforce proficiency expected.
• - Portfolio instincts: knows how to allocate rep time across a book — where to invest in strategic accounts, where to run scaled plays, and when to cut losses on partners that will never produce.
• - Strong commercial judgment with a bias toward partnerships that compound — expanding engaged partners, reviving dormant ones, and protecting the base.
• - A direct, data-backed communicator who gives and receives hard feedback without flinching.
• - Thrives on speed, high standards, and ambiguity; uses AI and automation to scale both personal and team output.

Preferred

• - Bonus: experience with two-sided marketplaces, embedded / API distribution, referral channel ecosystems (GPOs, trade associations, franchise networks), or corporate cards and spend management.

Benefits

• - Benefits: Check out our full list at engine.com/culture
• - Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed.
• - Perks and benefits may vary based on employment type, location, and more