Director of Channel Partnerships

The role

The Director of Channel Partnerships will own the partner lifecycle from sourcing and signing to commercialization. You will lead a small team and work with Sales, Product, RevOps, and Marketing to build partner playbooks and go-to-market packages.

What you will do

• Commercialize existing signed partners to produce lead flow and bundled go-to-market packages
• Build per-partner commercial plans and monthly and annual forecasts
• Source, sign, and onboard new referral, reseller, and integration partners
• Own partner-sourced qualified pipeline generation and conversion
• Design bundled go-to-market packages with partners in collaboration with Product
• Build partner playbooks, sales enablement materials, and onboarding paths
• Partner with Marketing on partner announcements and co-branded launches
• Lead partner performance reviews to evaluate results and refine strategy
• Manage a lean team of direct reports
• Bring field feedback from partners into product and GTM roadmap conversations

Required qualifications

• Track record of commercializing a channel
• Hands-on individual contributor experience in both partner business development and partner management
• Experience building per-partner commercial plans and forecasts
• A bias toward arriving with a point of view
• Strong understanding of indirect/channel go-to-market models across referral, reseller, and integration partnerships
• Comfort operating in a lean, resource-constrained environment
• Excellent cross-functional collaborator

Nice to have

• Experience in dental distribution, imaging, or practice-management software channels
• A track record of building or scaling a partner program from scratch
• Prior work with AI or SaaS platforms in clinical settings

Benefits

• Unlimited PTO
• 100% company-paid dental and vision coverage
• Generous medical contributions
• The opportunity to work on AI that is actually used every day
• A team of thoughtful, driven people who genuinely care

About the company

Videa is an AI-powered solution for dentistry developed by a team spun out of MIT. The product is used by thousands of dental clinicians to improve quality of care.