Technical Channel Partner Manager | ISV

Who We AreAt Justworks, we cultivate a friendly and relaxed atmosphere where our employees thrive. Enjoy competitive benefits, wellness programs, company retreats, and the opportunity to engage with and learn from leaders in the startup ecosystem. Our greatest asset is our people, and we are dedicated to their success.We empower businesses by allowing them to concentrate on their core operations while we tackle HR challenges. Our approach is data-driven, and we are committed to continuous improvement. If you are looking to work in a nurturing, entrepreneurial setting and are passionate about creating meaningful impact while having fun, we want to hear from you.At Justworks, we are aligned by common goals and motivations, evident in our company values, which are reflected in both our products and our team.Our ValuesIf this resonates with you, we would love to welcome you to our team.Justworks is assembling a dynamic, high-impact Partnerships division aimed at driving substantial business growth through trusted partner relationships. We are in search of a Manager of Channel Partnerships to spearhead and expand a team of Channel Partner Managers across four key sectors: Venture Capital and Private Equity, HR Consultants, Pilot Programs, and Associations.Your goal is to transform these emerging sectors into a reliable, high-performance engine for business success. This is a builder's role, perfect for a people-focused leader who thrives in uncertainty, has the ability to develop programs from scratch, and knows how to establish the necessary structure for scaling.Partnerships at Justworks go beyond superficial networking or occasional referrals. They involve cultivating exemplary partner relationships that consistently yield high-quality top-of-funnel opportunities and long-term value for our organization.

Role Overview Tabs seeks a Partnership Manager to strengthen and manage channel partnerships in New York City. This role centers on building strategic relationships that support business growth and expand tabs’ reach in the market. What You Will Do Develop and maintain relationships with channel partners Identify new partnership opportunities that align with company goals Work closely with internal teams to ensure successful collaboration with partners Support initiatives that increase tabs’ market presence through channel partnerships What We Look For Experience managing channel partnerships or similar business relationships Strong communication and relationship-building skills Comfort working toward results and navigating changing priorities Interest in collaborative work and supporting business growth

Who We AreAt Justworks, we foster a warm and inclusive atmosphere complemented by excellent benefits, wellness programs, company retreats, and opportunities to engage with industry leaders in the startup ecosystem. We prioritize our team as our most valuable resource.We empower businesses to thrive by allowing them to concentrate on their core operations. Our mission is to resolve HR challenges through data-driven solutions and an unwavering commitment to innovation. If you’re eager to work in a nurturing, entrepreneurial setting, and you’re passionate about creating meaningful impact while enjoying the process, we encourage you to apply.At Justworks, our unified goals and motivations are encapsulated in our company values, which are evident in our products and our team dynamics.Our ValuesIf you resonate with our mission and values, you’ll find a perfect fit here.Justworks is in the process of establishing a dynamic and impactful Partnerships organization aimed at driving substantial business growth through reliable partner relationships. We are seeking a Manager, Channel Partnerships to lead and expand a team of Channel Partner Managers across four pivotal sectors: Venture Capital and Private Equity, HR Consultants, Pilot Programs, and Associations.Your objective will be to transform these emerging categories into a consistent, high-performing engine for the organization. This role is designed for a forward-thinking leader who excels in ambiguous environments, adept at developing programs from the ground up, and skilled in creating the necessary frameworks for scalability.At Justworks, our partnerships extend beyond superficial networking or sporadic referrals; they encompass the establishment of exceptional partner relationships that consistently produce high-quality leads and long-term value for the organization.Who You AreYou are a relationship-driven strategist with a commercial mindset and a knack for mentorship. You grasp the intricacies of the channel ecosystem and know how to equip your team to fortify relationships with their strategic partner portfolio. You are adept at steering teams towards revenue targets, collaborating across functions to develop innovative playbooks, and navigating the challenges of a rapidly growing environment.

Join Our Mission at LegoraLegora is revolutionizing the landscape of legal work, not just by creating solutions for legal professionals, but by collaborating with them to ensure our innovations are precisely aligned with their needs. Our AI-driven workspace empowers legal experts to enhance their efficiency, ask transformative questions, and unveil new insights. We are committed to pushing the boundaries of legal technology, making complex processes not only smarter and quicker but also more intuitive and human-centric.We proudly serve prestigious global firms such as Cleary Gottlieb, Goodwin, Bird & Bird, and Linklaters across over 40 countries. Our approach is characterized by rapid deployment, effective iteration, and strategic scaling, all designed for sustained growth and impact.At Legora, we believe in setting high standards and collaborating closely to empower legal professionals to excel in their work. If you are passionate about building from the ground up, thrive in dynamic environments, and are eager to drive change in a critical industry, this is your opportunity.Become a Part of Our Vision

About Nitra Nitra builds fintech and software solutions for healthcare practices. The company’s goal is to help doctors run their businesses more efficiently, so they can focus on patient care. Nitra’s platform brings together financial tools and technology designed specifically for medical professionals. Our Culture The team at Nitra values high standards, ownership, and curiosity. The company moves quickly and expects decisive action, but also emphasizes accountability and respect. Team members are encouraged to speak up and contribute ideas. Achievements are shared and celebrated together. Growth and Leadership Nitra is scaling rapidly, aiming for unicorn status. This growth is driven by a disciplined approach and a focused team. The company is led by founders with experience taking ventures public and scaling to thousands of customers. The team includes professionals from leading companies such as American Express, Citi, and PayPal. Investors include Andreessen Horowitz and NEA, and advisors feature co-founders of Square and Xendit, along with former government officials. Work Model Nitra operates on a hybrid schedule. Team members work in the New York office four days a week, with Wednesdays set aside for remote work.

About PlaygroundAt Playground, we are dedicated to making exceptional child care accessible to everyone. Our state-of-the-art software streamlines the management of child care businesses, allowing providers to concentrate on delivering outstanding care—the kind of work that only humans can perform. We are developing a comprehensive child care management platform designed to alleviate the administrative burdens associated with running a center.Playground is currently at a pivotal moment in our journey, ready to experience rapid growth. We have successfully secured millions in funding, established several statewide contracts, and are collaborating with thousands of schools nationwide. Notably, our founders have been recognized in Forbes 30 Under 30.We are a team of proactive owners, unafraid to tackle large and complex initiatives. If you are enthusiastic about the opportunity to shape Playground's account management organization and join a collaborative, fast-paced startup environment, we encourage you to apply!This is a full-cycle State and Federal Government Channel Sales role, where you will be responsible for driving sales and ensuring the success of government partnerships at Playground.

Who We Are LeagueApps serves as the vital operating system and community for youth and local sports leaders, providing them with the latest technology, tools, and a professional network essential for growth, scalability, and future success. Our platform supports thousands of clubs, tournaments, leagues, camps, and facilities, impacting over 10 million participants across the nation. With backing from professional leagues, teams, and athletes, we are committed to modernizing the youth sports landscape through our top-tier SaaS platform. Located at the nexus of sports, technology, and community, our platform simplifies every aspect of sports management for organizations nationwide—covering registration, payments, and communication. Beyond our software, we cultivate a community of leaders who share insights on pressing topics such as boosting girls’ involvement in sports, preventing youth injuries, and adapting to the evolving role of technology in play. At our core, we are driven by a mission to create extraordinary sports experiences for everyone. To further this mission, we established the FundPlay Foundation, a registered 501(c)(3) nonprofit dedicated to enhancing sports-based youth development organizations. FundPlay brings impactful sports opportunities to hundreds of thousands of underprivileged children and communities each year. Role Mission: As the Channel Manager for Partnerships & Alliances, you will spearhead the transformation of our strategic association and commercial partnerships into high-performance, predictable growth channels. This position necessitates a solid mix of relationship management, channel sales strategy, and operational discipline to drive pipeline growth, enhance market share, and maximize the mutual benefit of our strategic alliances within the youth sports sector. What You’ll Do I. Channel Strategy & Execution Partner Performance: Take ownership of the pipeline and ARR targets associated with the designated partner portfolio. Channel Program Management: Design, implement, and oversee structured referral and resale programs, including contracting, commission/incentive frameworks, and co-selling protocols. Sales Process Integration: Develop clear, repeatable, and scalable processes for partners to submit leads and opportunities, ensuring a seamless transition to the LeagueApps sales team (SDRs/AEs). Joint Business Planning: Conduct quarterly and annual evaluations with premier partners (JVA, ABCA, soccer.com) to set mutual revenue goals, enablement strategies, and go-to-market plans.

Director of Channel PartnershipsDepartment: SalesReports To: Head of SalesLocation: New York, NY or Washington, D.C. Metro AreaClassification: Full-Time, ExemptEstimated Compensation Range: $180k-225kFocus: Manage and enhance our channel ecosystem comprising cloud hyperscalers, government resellers, primes, and other federal solution partners to expedite FedRAMP adoption.About Knox SystemsKnox Systems operates the largest Federal managed cloud, delivering secure cloud and AI environments that support the U.S. government’s most critical missions, from national security to public safety and essential public services. Our clients depend on Knox to implement production systems that adhere to the highest standards for security, reliability, and compliance.At Knox, our work is impactful and mission-driven. We address high-stakes challenges with high expectations and visible results. Speed, rigor, and trust are paramount, as the environments we secure must never fail. Your contributions will be recognized, your expertise valued, and the impact of your work will be immediate and measurable. We operate at federal scale, securing some of the most sensitive government environments in the nation, ensuring that our systems perform flawlessly.The RoleKnox Systems is on the lookout for a strategic and innovative Director of Channel Partnerships to lead and grow our network of hyperscaler and government reseller partners. This pivotal role will drive our FedRAMP adoption strategy by empowering cloud hyperscalers (AWS, Azure, GCP) and government resellers/primes (e.g., Carahsoft, GDIC, SAIC) to facilitate customer transformation and compliance. You will design and implement strategic channel initiatives that enhance partner-influenced pipelines, expand joint go-to-market strategies, and increase Knox's visibility in public sector and enterprise markets.Key ResponsibilitiesCultivate strategic alliances with AWS, Google Cloud, and Microsoft Azure sales teams to promote the adoption of Knox's FedRAMP-aligned solutions across their customer bases.Establish and operationalize collaborative go-to-market strategies, co-selling models, and partner enablement programs.

Join the dynamic Business Development & Partnerships team at Chainalysis, where we play a pivotal role in shaping our go-to-market strategy. Our focus is on cultivating and expanding the ecosystem surrounding Chainalysis, which includes technology alliances, service partners, system integrators, and resellers. We are dedicated to identifying and harnessing inorganic growth opportunities, opening new market avenues, and fostering a diverse partner network that enhances our reach and simplifies the purchasing and deployment process for our customers.As the Senior Manager of Global Channel Partnerships, you will spearhead the design and execution of our global channel partner strategy and team. We are establishing a structured global channel program that aims to empower resellers, VARs, distributors, MSPs, and systems integrators to broaden our presence in key customer segments. Your leadership will be fundamental in scaling our indirect revenue across various regions.Key Responsibilities:Develop and implement a comprehensive global channel strategy and program focused on resellers, VARs, distributors, MSPs, and SIs to extend our reach in the crypto, financial services, and public sector markets.Create and launch a scalable channel partner program that includes tier levels, requirements, and benefits, incentivizing partners to source, influence, and close new business.Recruit, lead, and cultivate a small team of regional channel managers across the Americas, EMEA, and APAC, who will manage day-to-day operations with local partners.Define and monitor partner-sourced and partner-influenced pipeline and revenue in collaboration with RevOps, utilizing data to inform investment decisions, prioritization, and quarterly business reviews.Design and deliver partner enablement programs on Chainalysis products, including ideal customer profiles, use cases, sales strategies, opportunity qualification and registration processes, co-selling workflows, and objection handling techniques.Work closely with Sales, RevOps, Marketing, and Product teams to integrate channel partners into our core growth strategies.Establish governance structures with strategic partners, including joint business planning, quarterly business reviews, and performance assessments.Collaborate with Legal and Finance teams to create scalable commercial frameworks and standardized terms that can be applied across regions.

Exploring the Dual Nature of BlockchainPermissionless architecture can lead to fragmented interpretations.Decentralization results in a multitude of standards.Immutability creates an exponential increase in data and query complexity.Neutrality implies the absence of accountability for varied interpretations.While blockchain data is publicly accessible, its utility at an institutional scale is hindered. The fragmented nature makes interpretation challenging, leading to difficulties in maintaining accurate records. Simple queries, such as identifying the largest Ethereum token holders over time, can necessitate extensive technical efforts including node operation, chain history ingestion, contract decoding, and complex SQL execution.Blockchains are fundamentally designed for writes, not reads.They focus on consensus and execution rather than on searchability or standardization. Each protocol comes with its own schema, leading to diverse encodings of similar economic actions, which results in:Fragmented standards.Increased complexity.Lack of accountability in interpretation.Economic events lacking meaning.To function effectively, finance requires a robust system of record.Join Allium in Revolutionizing On-chain FinanceAllium is pioneering the creation of a System of Record for On-chain Finance, standardizing and verifying data across 140+ blockchains and over 30 petabytes of historical data. We address four critical gaps that hinder the transition of blockchains into effective systems of record:Semantic Gap: Transforming raw blockchain events into understandable financial concepts such as payments, trades, and staking income.Standardization Gap: Consolidating various protocols into a unified cross-chain schema.Infrastructure Gap: Providing read-optimized, globally distributed data at web scale.Operational Gap: Ensuring accessibility and usability of blockchain data for financial institutions.

Join Justworks as a Channel Partner Manager, where you will lead our initiatives to recruit and cultivate a robust portfolio of channel partners. This role requires a strategic thinker with a strong sales acumen, capable of transforming partnerships into long-term revenue streams. You'll thrive in a dynamic environment, collaborating cross-functionally to achieve shared goals while navigating the complexities of a high-growth landscape.

FoundersCard brings together over 250,000 founders, small business owners, and executives in a membership community built on exclusive benefits. With more than 15 years of strategic partnerships, the company continues to grow and operates with a lean, profitable model. Role overview The Director of Channel Sales & Partnerships leads the creation and management of distribution partnerships to increase new member acquisition. This is a senior B2B sales role, acting as a one-person team responsible for the entire sales cycle, from sourcing and closing deals to managing relationships after contracts are signed. The position reports to the SVP of Business & Strategy and the VP of Partnerships & Experiences. The role is based in New York City. Channel partnerships represent a significant, largely untapped growth area for FoundersCard. The focus is on building relationships with brands serving an affluent, professional audience. These partners provide their customers with complimentary FoundersCard memberships, aiming to convert them to paid subscribers. What you will do Develop and manage an outbound pipeline targeting over 50 strategic partners in sectors such as travel, fintech, SaaS, professional services, and premium consumer brands. Initiate cold outreach and use warm introductions to identify new partnership opportunities. Navigate complex B2B sales cycles involving multiple stakeholders and enterprise decision-makers. Engage with senior contacts, including Heads of Partnerships, VPs of Member Benefits, and CROs, and guide deals from first contact through closure. Present the FoundersCard value proposition to align with partner goals for retention, revenue, engagement, and positioning. Structure and negotiate commercial agreements, including revenue sharing, per-member pricing, co-marketing, and hybrid models. Oversee all stages of the deal lifecycle: prospecting, pipeline management, pitching, negotiation, and contract execution. Maintain and grow partner relationships after closing, including reporting, renewals, and exploring expansion opportunities. Keep a disciplined pipeline with accurate forecasting of deal stages, expected member volume, and revenue impact. Requirements 5–10 years of B2B sales, business development, or strategic partnerships experience, ideally in multi-stakeholder environments. Compensation Base salary ranges from $125,000 to $175,000, with additional commission potential. Total compensation depends on experience and performance.

About Flagright:Flagright is a cutting-edge AI operating system designed for financial crime compliance, utilized by Fortune 500 companies, major banks, innovative fintechs, and rapidly growing startups around the globe. Our platform empowers organizations to detect risks in real-time, automate investigations, and make informed decisions, enabling compliance teams to excel in combating financial crime.We pride ourselves on maintaining a streamlined, high-performance team culture that encourages individual ownership and provides direct access to leadership.Role Overview:As a key member of our Go-to-Market (GTM) team, you will play a pivotal role in driving Flagright’s global expansion. We seek a Head of Partnerships & Channel Sales for the US market, tasked with scaling our partner ecosystem in North America.This high-impact leadership position emphasizes ownership and accountability in generating partner-sourced revenue. You will define and implement our partnerships strategy, recruit and activate influential partners, and facilitate co-selling initiatives that lead to successful deal closures. Collaborating closely with Sales, Marketing, and Product teams, you will ensure that our partners are effectively supported and positioned in the market.In this autonomous and dynamic role, you will build and nurture executive-level partner relationships while establishing scalable programs that foster consistent engagement and drive sustainable growth across North America.Who Thrives at Flagright:Resilient individuals who rise after setbacks.Resourceful problem solvers who utilize available tools effectively.Confident communicators with strong opinions they can substantiate.Quick learners driven by curiosity.Team players who value directness and are committed to meaningful work.Who May Struggle Here:Individuals requiring extensive guidance.Those who view high standards as unreasonable.People who prioritize work-life balance excessively.Individuals unable to navigate ambiguity or handle rejection.Those who prefer predictable routines over evolving priorities.Key Responsibilities:Revenue & Pipeline OwnershipLead partner-sourced pipeline and revenue generation initiatives across North America.

As a Channel Partner Manager specializing in the sports sector, you will play a pivotal role in cultivating and managing relationships with key partners. Your expertise will drive growth and maximize the potential of our strategic alliances. This position requires a dynamic individual who is passionate about sports and has a track record of successful partnership management.

Join Firstbase as a Channel Partner ManagerAt Firstbase, we empower tens of thousands of businesses — ranging from dynamic startups to established public companies — to simplify their back-office operations, including compliance, finance, and analytics. Our platform is designed to manage every aspect of running a company seamlessly.Our mission is to transform the way businesses operate, making it feel effortless. By maintaining the general ledger and integrating data across all business functions, we automate compliance tasks and provide real-time metrics that are both accurate and easy to interpret. Whether your needs involve hiring, invoicing, or tax filing, all can be managed from our unified interface.We are not simply creating tools; we are pioneering an entirely new category known as the Company OS.Our Work CultureWe thrive in an environment where clarity and focus reign, allowing us to perform at our best. Our team values craftsmanship over mere activity, clarity over complexity, and resilience in all endeavors. We aim high and prioritize transparency in our communications.We believe in nurturing talent internally, favoring the promotion of our own team members and fostering accelerated career growth for our employees.The RoleAs a Channel Partner Manager, you will play a pivotal role within our sales team. Your primary responsibilities will involve researching, negotiating, and securing partnerships that will enhance our customer ecosystem through affiliates. You will also be instrumental in expanding our partner network and refining our sales playbook.Your ResponsibilitiesMeet and exceed monthly and quarterly sales targets; identify qualified leads and finalize partnershipsLeverage a CRM to effectively manage your sales pipeline, forecast business performance, and uphold data accuracyFoster and maintain proactive engagement with our affiliates' partners

At CLEAR, we are on a mission to revolutionize secure identity solutions for the future. Our goal is to enhance safety and convenience in both physical and digital experiences. With a growing member base of over 38 million and a diverse network of global partners, our innovative platform is reshaping how individuals navigate their daily lives, from airports and stadiums to everyday interactions. We are in search of a dynamic and seasoned Director of Commercial Partnerships & Channel Sales to spearhead the expansion of our CLEAR1 partner ecosystem, focusing on Independent Software Vendors (ISVs), Value-Added Resellers (VARs), Marketplaces, and System Integrators. This pivotal role reports directly to the Head of Partnerships & Channel Sales and involves crafting our go-to-market strategy, driving substantial revenue through channel initiatives, and supporting the growth of our business. The ideal candidate will be a proactive leader who excels in high-pressure environments, adeptly transitioning between strategic planning and hands-on implementation, with extensive knowledge of B2B channel sales and partnership frameworks.

Role overview Unframe seeks a Channel Manager to support the East Region, focusing on Boston, Jersey City, and New York. The position centers on building strong, lasting partnerships with channel stakeholders throughout these cities. Success in this role means maintaining productive relationships and driving regional growth through effective collaboration. What you will do Develop and manage relationships with key channel partners across the East Region Ensure channel activities align with Unframe’s business objectives Identify and pursue new growth opportunities within the assigned territory Monitor and analyze market trends to shape channel strategies Implement plans aimed at improving channel performance Location Boston, Massachusetts Jersey City, New Jersey New York, New York

Strategic Partnerships DevelopmentLead proactive engagement with brands, foundations, and agencies to identify partnership opportunities that align with TED’s mission and business objectives.Establish and manage a robust pipeline that consistently meets and surpasses revenue goals.Analyze partner goals, uncover strategic needs, and map decision-making units to create well-aligned partnership opportunities.Comprehensive Sales Cycle ManagementOversee all stages of the sales process—from prospecting to contracting—with diligence and strategic insight.Develop compelling proposals and narratives leveraging TED’s storytelling techniques and editorial strengths.Facilitate complex negotiations involving multiple stakeholders with clarity and confidence, adopting an enterprise-selling approach.Program Design and Cross-Department CollaborationWork closely with internal teams including curation, media, communication training, creative services, content development, operations, and events to design impactful, feasible, and financially viable programs.Integrate the appropriate mix of TED products—media, custom content, conferences, digital learning, podcasts, and events—into customized, high-value solutions.Provide clear, actionable briefs to ensure strong internal alignment and effective execution.Account Management and Growth StrategiesFoster long-term, trust-based relationships with partners to enhance retention and expand engagements.Identify opportunities for multi-year programs and cross-portfolio growth initiatives.Act as a strategic advisor, articulating how TED can support partners’ evolving priorities.Forecasting, Reporting, and Market InsightsMaintain accurate forecasting and pipeline documentation in Salesforce.Provide regular updates on sales performance, partner feedback, industry developments, and competitive trends.Contribute to partnership strategy, product evolution, and thought leadership within the team.

About LiveFlowAt LiveFlow, we're on a mission to revolutionize the way businesses handle their finances. Our innovative accounting and finance platform is designed to replace outdated systems and cumbersome manual workflows with a seamless, intuitive user experience. We are looking for a talented Partnerships Manager to help us realize our vision.Having secured over $21M in funding from leading investors such as: YC, YC Continuity, Valar, Seedcamp, WndrCo, Moonfire, and Bradley Horowitz (VP Product at Google), we are empowering thousands of companies to streamline their financial processes, as evidenced by our hundreds of 5-star ratings on G2.Our founding team has a proven track record, having previously worked at Europe's fastest growing fintech, Revolut.About the RoleWe are seeking a Partnerships Manager to develop and manage our influencer and media partnerships program.Role ResponsibilitiesIn this role, you will identify, assess, and secure partnerships with finance and accounting influencers, podcasts, newsletters, and media platforms. You will negotiate sponsorship arrangements, purchase advertising placements, and assess the value of potential partnerships.This position bridges sales, marketing, and analytics. You should be comfortable reaching out to podcast hosts, negotiating mutually beneficial agreements, crafting compelling ad copy, and evaluating the effectiveness of expenditures.