Who you are

• You've led at scale. You have 10+ years of experience in channel partnerships, partner sales, or alliances, including leading teams from ICs to senior managers. You've turned market insights into strategies that delivered measurable business impact
• You're strategic and revenue-minded. You've owned partner-sourced and partner-influenced revenue targets, designed coverage and capacity models, and built the accountability frameworks that connect partner activity to ARR
• You embrace AI. You don't just use AI tools, you design workflows, build agents, and create playbooks with them. You leverage AI to synthesize partner insights, automate reporting, and shape go-to-market strategies that scale
• You're a channel program architect. You've built tiering structures, benefit frameworks, co-sell/co-market motions, and enablement programs that attract, retain, and activate high-performing services partners
• You're a partner ecosystem builder. Your foundation is in services and consulting partners, and you have a clear point of view on how to evolve into large SIs, alliances, and hyperscalers as the program matures
• You bring financial acumen. You can model partner economics, build business cases, and translate partner-sourced and partner-influenced activity into pipeline and ARR impact for executive audiences
• You're an exceptional communicator and cross-functional operator. You synthesize complex opportunities into clear narratives and drive planning and alignment across Sales, Solution Architects, Customer Success, Partner Operations, Partner Marketing, Finance, Legal, and Product
• You're can define and size new services opportunities. You know what a strong partner services practice looks like, and build the case for why Zapier is the right platform to build it on
• You lead from the front. You're comfortable directly managing high-potential partner relationships when the stakes call for it, using those relationships to model the standard and shape program strategy
• You're data-driven. You set goals, measure outcomes, and adapt based on insights. You build the reporting that gives leadership clear visibility into partner-sourced and partner-influenced business impact
• We encourage you to apply even if your skills and experiences don’t exactly match the job description

What the job involves

• We are seeking an experienced and visionary Director, Channel Partnerships to lead our channel partner strategy and team at Zapier
• Zapier's Ecosystems & Channels organization sits at the center of our go-to-market strategy. With 8,000+ partner integrations, our network of Solution Partners, and a rapidly expanding AI ecosystem, we drive impact by enabling partners and opening new growth pathways for Zapier, our partners, and our customers
• As Director of Channel Partnerships, you'll lead a team accountable for building and scaling channel motions that directly influence enterprise and upmarket ARR
• This is a highly strategic leadership role accountable for the end-to-end channel partnership function, including strategy and execution across Solution Partners, experimental partnership motions, and an expanding hyperscaler footprint that includes AWS Marketplace
• You'll own the revenue target for these partner routes to market, define how we recruit, enable, and grow our channel partner ecosystem, and drive the cross-functional execution that turns partner relationships into measurable business outcomes
• Set channel partnership strategy. Own the strategy and revenue targets across Solution Partners, experimental motions, and hyperscalers, including coverage models, partner prioritization, and program investment
• Lead, develop, and set a high bar for the organization. Hire, coach, and develop the Channel Partnerships team. Serve as a player-coach, personally owning select high-potential partner relationships to model the standard and surface insights that shape strategy
• Design and manage partner programs. Build and evolve program infrastructure including tiering, incentive structures, co-sell and co-market frameworks, recruitment, onboarding, enablement that activates and drives scalable partner performance
• Define and size the services opportunity. Build the business case and framework for partner-delivered services, including what strong services practices look like and how to enable partners to build profitable services revenue around the Zapier platform
• Own partner-sourced and partner-influenced ARR. Connect channel activity to ARR and pipeline through clear metrics and accountability frameworks. Provide accurate forecasting to senior leadership on performance, trends, wins/losses, and competitive dynamics
• Drive GTM, technical, and internal alignment. Work across Sales, Solution Architects, Customer Success, Technical Account Managers, Marketing, and other internal teams to embed channel motions into the enterprise sales process
• Drive partner demand generation. Collaborate with Partner Marketing to develop and execute joint demand-generation, promotional, and campaign initiatives through and with partners
• Expand the channel footprint. Lead expansion into international markets, AWS Marketplace and future hyperscaler programs. Test new channel models and GTM approaches that broaden Zapier's channel presence
• Ensure a strong customer experience through partners. Support escalations, resolve issues in partner-delivered engagements, and hold a high bar for consistent customer experience across the channel
• Measure impact and assess market dynamics. Evaluate the ROI of channel efforts and track emerging trends, partner opportunities, and competitive moves to keep Zapier's strategy ahead of the market
• Champion AI-first approaches. Model the use of AI in pipeline management, partner enablement, opportunity analysis, and team workflows, raising the bar for fluency and adoption across the team
• Invest in tools, processes, and enablement that lead to outsized impact for Zapier
• Challenge the status quo and effect positive organizational change outside of mandated work
• Provide support to other Zapiens, spread knowledge, and develop/mentor teammates outside formal reporting structures

Benefits

• Work from anywhere
• Bonus program
• Unlimited vacation policy
• Great healthcare + dental + vision coverage*
• Retirement plan with company match*
• Stock options for every Zapien**
• 2 annual company retreats to awesome places
• 14 weeks paid leave for new parents
• Home office setup stipend
• Professional development allowance