Director, Channel

About this role

Integration meets Innovation
At Celigo, we believe integration should empower — not exhaust — innovation. As a modern Integration and Automation Platform (iPaaS), we’re on a mission to simplify how companies integrate, automate, and optimize processes. Powered by game-changing technology like runtime AI and prebuilt, mission-critical integrations, Celigo is redefining how businesses connect their world.

We're hiring a Director of Channel Sales to lead the operational backbone of our North American ecosystem partner business. You'll manage a team of experienced Partner Account Managers (PAMs) who own the majority of Celigo's partner-sourced revenue.

This is a player-coach leadership role with two equally important dimensions. Internally, you'll run daily sales management — pipeline, forecast, coaching, attainment, and talent development — for a team of senior PAMs who know their ecosystems cold and need a leader who can sharpen their game without micromanaging it. Externally, you'll be the senior partner-facing leader for Celigo's top ecosystem partners, representing the company in QBRs, executive alignment meetings, on-site visits, and partner summits.

You'll report to the VP, Global Channel Partners, and operate as the trusted operational leader of the channel organization, enabling the VP to focus on net-new strategic partnerships (Big 4, GSIs, advisory firms), international growth, and AI initiatives.

What would you do if hired?

• Sales leadership: weekly forecast and pipeline reviews, monthly business reviews, quarterly attainment planning, deal coaching, and escalation management across the NA ecosystem book

• Team development: 1:1s with each PAM, ramp plans for new hires, performance management, career pathing, and evaluating opportunities to promote an internal team lead within run rate as the team scales

• External presence: senior Celigo face to our top ecosystem partners — including ownership transition (over time, and in partnership with the VP) of relationships with our highest-contribution NetSuite partners

• Number ownership: accountable, alongside the VP, for partner-sourced revenue, forecast accuracy, and growth across the NA ecosystem portfolio

• Cross-functional partnership: working with direct sales leadership, partner marketing, partner operations, and product to unblock partner motions and resolve escalations

• Program execution: translating channel strategy (partner program changes, AI tooling rollouts, GTM shifts) into team execution, and bringing field signal back to channel leadership

Who are we looking for?
Skills & Abilities

• Genuine evangelist energy — comfortable headlining a partner QBR, holding a room with a partner executive team, and inspiring a tenured team

• Coach-first leadership style with proven success as a strong operational #2 to a hands-on channel leader, without ego friction over visibility or strategic ownership

• Willingness and ability to travel 30–40%, primarily across North America

• US-based; comfortable working in PT/MT business hours with periodic cross-time-zone coordination

Education & Experience

• 8+ years in channel or partner sales, with 3+ years managing partner account managers or channel AEs

• Proven track record of meeting and exceeding partner-sourced revenue targets at scale

• SaaS or iPaaS background strongly preferred; deep familiarity with the big ERP and CRM partner ecosystems is a significant plus

• Strong sales management fundamentals: forecast discipline, pipeline rigor, deal coaching, and talent development

Why this role
You're stepping into a channel function in the middle of a successful turnaround. The team is talented, recently re-energized, and underserved by current management capacity. The infrastructure — partner programs, top accounts, ecosystem relationships — is real and growing. What's missing is the operational leader who can take a strong team and turn it into a great one.

The VP you'll report to brings deep institutional knowledge, has personally rebuilt many of these partner relationships over the past year, and is intentionally hiring for this role to scale the function beyond what one leader can carry. You won't be siloed — you'll be the partner who lets the channel organization reach its next level, with a clear runway to grow your scope as the team grows.

Celigo reasonably expects to…