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Napster is building embodied, multimodal AI agents designed to work alongside employees and customers through video, voice, and text. The company is now scaling its U.S. channel business and seeking a commercially driven builder to establish and scale a partner-led sales motion from the ground up.
In this individual contributor role reporting directly to the SVP of Partnerships, you will own the complete build-out of the U.S. channel business. Your responsibilities include recruiting, activating, and growing high-value channel partners (resellers, MSPs, VARs, distributors, and strategic partners) that generate measurable pipeline and revenue. You will define and execute the U.S. channel strategy and long-term growth plan, establishing the commercial foundation, processes, governance, and operating model required for scalability.
You will work cross-functionally with Sales, Partners, Communications, Product, and Operations to build a repeatable, partner-led revenue engine. Key responsibilities include developing joint business plans with strategic partners, owning partner performance with accountability for pipeline generation and revenue delivery, establishing the commercial operating cadence (forecasting, pipeline reviews, KPI reporting, commission frameworks, quarterly business reviews), and defining and optimizing key commercial metrics such as partner-sourced pipeline, bookings, revenue, partner productivity, and forecast accuracy.
Within the first 90 days, success means establishing the U.S. channel strategy, building relationships and setting meetings with priority resellers and MSPs, initiating executive meetings across target accounts, progressing multiple partner recruitment opportunities, establishing forecasting and KPI cadence, and generating qualified partner-led pipeline.
REQUIREMENTS:
- 20+ years of experience in channel sales, channel business development, or indirect sales within enterprise software or B2B SaaS (bonus from retail and commerce)
- Proven track record of building partner businesses from scratch and delivering measurable revenue growth
- Demonstrated success recruiting and growing reseller, MSP, VAR, CSP, distributor, or systems integrator partnerships
- Experience owning commercial targets, pipeline, forecasting, and revenue performance
- Strong forecasting discipline with experience leading forecast reviews, pipeline management, and executive business reporting
- Experience developing commercial KPIs, operating rhythms, and scalable sales processes
- Established network of channel partners that can be activated to generate early pipeline and revenue
- Highly commercial, execution-oriented, and comfortable in fast-paced, high-growth environments
