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Role Description

Marigold is seeking a strategic and hands-on Director, Channel & Vertical Sales to build and scale our partner revenue motion while leading vertical-focused Account Executives within high-potential industry segments. At approximately $115M in revenue, we are entering our next stage of disciplined growth. Our partner ecosystem is in the early stages of development, and our vertical install base represents a significant expansion opportunity. This leader will architect a repeatable and scalable partner program while driving new logo acquisition and expansion within targeted industries. This role reports to the VP of Sales.

What You’ll Do:

• Build and launch a scalable partner program, including partner segmentation, tiering, onboarding, enablement, and compensation frameworks.
• Recruit and develop strategic referral and reseller partners while driving predictable partner-sourced and partner-influenced pipeline.
• Directly manage and coach two vertical-focused Account Executives, driving disciplined territory planning, quota attainment, and deal execution.
• Increase expansion and cross-sell penetration within targeted vertical install bases while identifying whitespace opportunities.
• Partner with Marketing and RevOps to develop vertical campaigns, co-marketing initiatives, pipeline visibility, and accurate forecasting.
• Own blended revenue targets across partner and vertical segments, delivering measurable growth and performance insights to Sales leadership.

Qualifications

• 8 to 12 years of B2B SaaS or enterprise sales experience, with a strong focus on revenue growth.
• Demonstrated experience building or scaling a partner or channel sales program.
• Proven track record managing quota-carrying Account Executives and driving team performance.
• Experience leading new logo acquisition and expansion strategies within defined industry verticals.
• Strong analytical and process orientation with experience improving pipeline coverage and forecast accuracy.

Requirements

• Experience operating in a $75M to $200M revenue SaaS organization.
• Familiarity with partner ecosystem design including reseller and referral motions.
• Experience collaborating closely with RevOps and Marketing to build scalable GTM programs.

Location Eligibility

This position is eligible for hire in the following US states: Arizona, California, Florida, Georgia, Michigan, New York, North Carolina, Tennessee, Texas, and Virginia.

Compensation & Benefits

Compensation:

• The base salary range for this role is $155,000 - $175,000 annually.
• This role is also eligible for commissions, based on performance, sales targets, and company results. The expected annual variable compensation is up to $125,000.
• The compensation range represents the pay the Company reasonably expects to offer for this position. Actual compensation will be determined based on factors such as skills, experience, qualifications, internal equity, geographic location, and applicable law.

Benefits:

• Competitive benefits including medical/dental/vision insurance, life/accident/disabilities insurance, supplemental health benefits, FSA, EAP, and pet insurance.
• Generous time off (we call it Open Time Away) as well as paid holidays and a birthday benefit day off.
• Paid Volunteer Time.
• 401k plan with a company match on your contributions.
• Employee-centric and supportive remote work environment with flexibility.
• Support for life events including paid parental leave.