Channel Sales Manager

Position Overview

The Channel Sales Manager is responsible for driving partner-generated revenue by building strong relationships within our partner ecosystem. This role creates alignment between partners and internal sales teams, develops tailored referral and lead-generation strategies, and supports co-marketing initiatives that deepen partner engagement. You will actively source new channel opportunities, strengthen existing partnerships, and maintain regular communication with sales, product, and partner teams to ensure smooth collaboration and consistent referral flow. Success in this role is measured by performance against monthly referral targets, including new partner activations, partner-driven customer referrals, and closed/activated deals.

Ideal candidates bring channel sales experience in the payments industry, a proven track record exceeding revenue targets, strong CRM proficiency, and the ability to thrive in a fast-paced, evolving environment.

Duties and Responsibilities

• Develop sales strategies with existing partners to achieve referral and revenue targets
• Serve as a bridge between the partner and sales teams, creating alignment between the two
• Work with both the partner marketing and partner management teams, along with the general marketing team on co-marketing tactics
• Source and build channel relationships with new partners within the existing partners ecosystem (integrators, dealers, and other co-selling resources)
• Build partner lead and referral plans for each partner and drive against monthly execution of partner referral targets
• Conduct regular calls with sales teams, product teams, and the existing partner sales team to build and maintain relationships
• Generate referrals from existing partners to send to the direct sales team

Qualifications

• 3+ years of channel sales experience, specifically with a background in payments
• A proven track record exceeding targets and managing complex deal processes
• Experience with owning an annual quota and successfully meeting or exceeding annual sales objectives
• Experience working with sales automation and CRM; Salesforce, HubSpot, Outreach, Gong and others
• Ability to thrive in a fast-paced, changing environment
• Ability and willingness to travel as required
• Bachelor’s degree or equivalent experience required

Variable Comp Goals

This role will have a variable commission based on referral generation numbers and % achievement against a target monthly referral plan. Referrals will be measured based on three categories.

• New Partners signed/activated
• New/Exiting Partner Customer direct referral
• Closed and activated referrals

Working Conditions

• Flexibility to work in an office, remotely or in a hybrid environment.
• Frequent collaboration with internal teams, external vendors, and strategic partners
• Ergonomic workstation support and technology tools provided.

Travel Component

• < 10%

Job Classification

• Exempt

At Payroc we are committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements and individuals’ qualifications without regard to race, color, religion, national social or ethnic origin, sex, age, physical, mental, or sensory disability, sexual orientation or any other status protected by the laws regulation in the location we operate. Payroc does not tolerate discrimination or harassment based on any of these characteristics.

Payroc is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation, contact Human Resources Department at HR@payroc.com

Compensation and Benefits

Our compensation reflects the cost of labor across several U.S. geographic markets. Actual compensation may vary based on a number of factors, including location, job-related knowledge, skills, and experience. Depending on the position offered, additional forms of compensation – such as bonuses, incentives, or equity – may also be included as part of the total compensation package. We offer a comprehensive range of benefits to support your overall well-being, both personally and professionally. These may include medical coverage, financial benefits, and wellness support tailored to your needs.

Note to Agencies

Payroc does not accept resume submissions from agencies outside of existing agreements. Please do not send unsolicited resumes to Payroc HR or to Payroc employees. Payroc is not responsible for any fees associated with unsolicited resume submissions.