Director of Global Channel Sales

About the Role As the Director of Channel Sales at Fivetran, you will play a pivotal role in driving our growth strategy by developing and managing a robust channel partner ecosystem. You will be responsible for identifying and onboarding new reseller partners, fostering strong relationships with existing ones, and creating effective sales enablement programs that empower our reseller partners to succeed. Your strategic vision and leadership will guide the team in achieving sales targets and expanding our market reach, all while ensuring alignment with our company’s values and objectives. As our business scales, you will hire a global team. This is a full time, hybrid position based out of our Oakland, California office in the United States. Technologies You’ll Use Salesforce, Looker, Crossbeam, Zinfi or other PRMs, Coupa What You’ll Do

• Manage global resell initiative and hire a team of Channel Account Executives in the Americas and APAC
• Identify, recruit, and activate up to 20 resellers in AMER to drive reseller pipeline and incremental bookings
• Own and drive a Partner strategy that supports Fivetran’s growth aspirations, initially focusing on the Americas, but extending globally over time.
• Be responsible for building out a resell partner ecosystem with a clear focus on incremental revenue to Fivetran across a variety of national and regional partners (CDW, SHI, Perficient, regional resellers)
• Recruit, hire, and manage a global channel account executive team based on success criteria
• Player / coach initially - responsible for partner development and management in H1 FY26 before hiring a Channel AE
• Own channel sales number and drive pipeline alongside Fivetran AEs and resellers in Year 1
• Engage regularly with Fivetran field teams and leadership to align on territory based partner strategy, resources, and execution Skills We’re Looking For
• Extensive experience in developing and executing successful channel sales strategies, with a strong understanding of reseller dynamics and partner ecosystems within the SaaS industry.
• Exceptional interpersonal and communication skills to build and maintain strong relationships with channel partners, ensuring alignment and mutual growth.
• Demonstrated ability to lead and mentor a small sales team, fostering a collaborative environment that drives performance and motivates team members to achieve their goals.
• Strong analytical and problem-solving abilities to assess market trends, partner performance, and sales metrics, enabling data-driven decision-making to optimize channel strategies.
• Experience in creating and implementing sales training programs and tools that empower partners to position and sell the product effectively, driving revenue growth and partner success. #LI-DH1 #LI-HYBRID