Director, Channel Growth

As Director, Channel Growth, you will lead and scale a high-performing partner growth organization, transforming strategic partnerships into sustainable revenue streams. You will oversee a team of Partner Growth Managers, driving portfolio expansion, partner activation, retention, and commercial performance. Working across a dynamic technology-driven travel ecosystem, you will develop strategies to maximize partner engagement and revenue contribution. You will take a hands-on leadership approach, managing key strategic relationships while coaching your team to exceed ambitious targets. The role combines commercial strategy, operational excellence, and cross-functional collaboration. You will also leverage data, AI, and automation to improve performance and build scalable growth processes.

• 10+ years of experience in partner management, channel sales, account management, or customer success leadership, including at least 5 years leading and scaling quota-carrying or portfolio-management teams.

• Proven experience in high-growth SaaS, fintech, marketplace, travel technology, or other technology-driven commercial environments.

• Demonstrated success in growing complex partner or customer portfolios, expanding strategic accounts, and consistently achieving revenue, retention, and business development targets.

• Strong understanding of portfolio management, partner segmentation, account coverage strategies, sales forecasting, pipeline conversion, churn prevention, and performance metrics such as GBV and first-time bookings (FTB).

• Proficiency in Salesforce and experience using data-driven insights to improve commercial performance and operational efficiency.

• Excellent commercial judgment, with the ability to prioritize strategic accounts, identify scalable growth opportunities, reactivate underperforming partners, and optimize resource allocation.

• Strong leadership, coaching, negotiation, and relationship-building skills, including the ability to manage executive-level partnerships.

• Excellent communication skills, with the confidence to provide constructive feedback, manage challenging conversations, and influence stakeholders across departments.

• Ability to thrive in fast-paced, high-growth environments, navigate ambiguity, and maintain high performance standards while managing competing priorities.

• Experience leveraging AI and automation tools to improve individual productivity, team effectiveness, and business processes.

• Nice to have: Experience with two-sided marketplaces, embedded or API-based distribution, referral ecosystems such as trade associations or franchise networks, corporate cards, or spend management solutions.