Head of Channel Sales & Alliances

Location: United States, Remote

This is a fully remote opportunity and can be worked from any location in the United States.

The Opportunity

Own the partner channel that sources a meaningful share of Salesloft's new closed-won revenue.

As our Head of Channel Sales & Alliances, you'll build and run a quota-carrying Channel Sales & Alliances organization focused on four motions: private equity partnerships, cloud marketplace and strategic platform alliances, ISV and MCP partnerships, and VAR, BPO, and services partnerships.

The primary measure is closed-won revenue sourced through partners, supported by partner-influenced revenue and the retention and expansion of partner-sourced customers. Relationships, programs, and pipelines are critical in producing signed deals. You will be the executive face of Salesloft to our most strategic partners and the owner of the plan, the team, and the results.

On a day-to-day basis, you will

Private Equity Partnerships

• Build relationships with private equity firms and their operating partners to position Salesloft as the revenue platform for their portfolio companies.
• Structure portfolio-wide agreements and programs that turn a firm-level relationship into sourced, closed-won deals across multiple portfolio companies.
• Work with Sales, Marketing, and Customer Success to run portfolio-specific plays, from the initial introduction through close.

Cloud Marketplace and Strategic Platform Alliances

• Own Salesloft's go-to-market with AWS, Microsoft Azure, and Google Cloud, including marketplace listings, private offers, and co-sell programs that let customers buy against their existing cloud commitments.
• Build strategic alliances with the CRM and productivity platforms our customers run on, such as Salesforce, Microsoft, and HubSpot, including their app and agent marketplaces.
• Turn platform relationships into sourced and co-sold pipeline by aligning with these partners' field sellers, not only their partner teams.

ISV and MCP Partnerships

• Identify, recruit, and sign independent software vendors and AI platforms that integrate with, embed, or distribute Salesloft, including through MCP (Model Context Protocol) integrations and agent ecosystems.
• Define co-sell and co-marketing motions with ISV partners so that integrations produce sourced pipeline and closed-won revenue, not only technical listings.
• Work with Product and Engineering to shape the partner integration roadmap and make sure partners can build, launch, and sell with confidence.
• Design partner economics for AI and agent partners, including revenue share on usage- and consumption-based pricing alongside seat-based models.

VAR, BPO, and Services Partnerships

• Recruit and onboard value-added resellers and business process outsourcing providers that resell, bundle, or deliver Salesloft as part of their sales services.
• Recruit systems integrators and RevOps consultancies that influence enterprise buying decisions and deliver implementations, and build a services partner motion that speeds time to value and improves retention.
• Negotiate reseller and partner agreements, pricing, margin structures, and business terms that support profitable, repeatable revenue.
• Equip partner sellers with value-selling playbooks, competitive positioning, and qualification criteria so deals are sourced and closed consistently.

How You'll Work Here

• Move as One: You'll partner with Sales, Marketing, Product, Customer Success, Legal, and RevOps on joint plays and partner attribution, and share credit for partner-sourced wins.
• Evidence over Ego: You'll plan, forecast, and report on partner-sourced and partner-influenced revenue using real signals, and say so when the data changes your mind.
• Lead from the Front: You'll be the executive face of Salesloft to strategic partners and set the quotas, coverage models, and standards your team is held to.
• Make Your Mark: You'll shape how Salesloft shows up in private equity, cloud marketplaces, ISV and MCP ecosystems, and services channels, not just run the playbook.

What We're Looking for

• You're a senior partner and alliances leader who has sourced and closed partner-driven revenue in B2B SaaS and led teams to quota.
• You build the relationships and programs that turn into signed deals, and you are credible with C-level partners and technical teams alike.
• If you want to learn more, do more, and become more, this is your next move.

You'll Bring

• 12+ years of experience in partner sales, channel sales, alliances, or business development in B2B SaaS, with senior leadership experience managing teams
• A track record of sourcing and closing partner-driven revenue and meeting or exceeding quota, with results you can describe in terms of closed-won revenue
• Experience building or working with private equity relationships, ISV or technology integration partnerships, cloud marketplace and co-sell programs with AWS, Microsoft, or Google Cloud, or VAR, BPO, and services channel programs. Experience in more than one of these is strongly preferred
• Experience building a partner program from the ground up, or rebuilding one after a merger or acquisition
• An established network of private equity operating partners and portfolio company leaders
• Familiarity with AI, API, and MCP-based integration ecosystems, and the ability to talk credibly with technical partners about how Salesloft fits
• Proven ability to negotiate complex partner, reseller, and revenue-sharing agreements
• Ability to coach and lead a team, including setting quotas and holding people accountable to them
• Strong sales acumen and fluency with CRM and partner tools such as Salesforce, partner relationship management platforms, and account-mapping tools, including building partner attribution models. SaaS experience is required
• Executive presence, including comfort presenting at conferences, events, and webinars and influencing C-suite stakeholders
• Excellent written and verbal communication, and the ability to lead cross-functional initiatives across Product, Marketing, and Revenue teams

The Team

You'll lead the Channel Sales & Alliances team of partner sales and alliance professionals and work closely with Sales, Marketing, Product, Customer Success, Legal, and RevOps. It's a place to grow as the executive owner of a channel plan, a team, and the results.

Benefits

Your well-being matters to us. We offer a competitive, holistic benefits program designed to support your physical, mental, and financial health at every stage of your life and career.

At Salesloft, we are committed to creating an inclusive and supportive workplace where everyone belongs and can thrive. We focus on culture add, not culture fit, and believe our teams are made stronger by the unique perspectives, experiences, and identities each person brings.

• If you're excited about this role even though your experience may not perfectly match every requirement, we encourage you to apply.
• We are actively hiring across multiple geographies and would love to welcome passionate, curious, and mission-driven individuals to our growing team.
• Explore our open roles and consider joining us!

#LI-Remote

• Please note that all official communication regarding job opportunities at Salesloft will come from @ salesloft.com email address.
• If you receive messages on LinkedIn or other job platforms claiming to be from Salesloft, they may not be legitimate.
• To verify the authenticity of any job-related communication, please visit our official Careers Page.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, notetaking, or summarizing responses. These tools assist our recruitment team but do not replace human judgment - all hiring decisions are made by people. If you would like more information about how your data is processed or prefer to opt out of any AI-assisted tools, please let your recruiter know. Opting out will not impact your experience or consideration.

It is Salesloft's intent to pay all Lofters competitive wages and salaries that are motivational, fair and equitable. The goal of Salesloft's compensation program is to be transparent, attract potential employees, meet the needs of all current employees and encourage employees to stay with our organization.

• Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.
• The total compensation package for this position may also include performance bonus, benefits and/or other applicable incentive compensation plans.
• Base Pay Range $195,000 - $262,000 USD