Manager, Channel Sales

The role

Lead and grow Crunchtime's channel partner network across the US and EMEA. Set and enforce Committed Annual Recurring Revenue (CARR) targets and move partners toward a proactive sales model.

What you will do

• Oversee and optimize channel partner performance in the US and EMEA regions
• Establish baseline metrics, negotiate CARR commitments, and drive accountability to meet targets
• Coach partners and internal team members on pipeline generation and cross-selling
• Develop and monitor joint business plans and go-to-market strategies with key partners
• Work with Marketing and Product teams on sales enablement resources, battlecards, and product training
• Implement forecasting and pipeline management; present channel performance reports to executive leadership
• Identify, recruit, and onboard channel partners in strategic US and EMEA territories
• Manage partner agreements, including CARR terms, sales expectations, and tiering or margin structures
• Lead cross-functional initiatives with Direct Sales, Marketing, and Customer Success
• Give structured market feedback to product and engineering teams

Required qualifications

• 5-7 years of progressive experience in channel sales, business development, or direct sales management in B2B SaaS or technology
• Experience managing partner ecosystems in both the US and EMEA
• Proven record of moving teams or partners from reactive to proactive, CARR-committed models
• Strong analytical skills for channel ROI, revenue forecasts, and data-driven business reviews
• Excellent negotiation, presentation, and relationship skills, including influencing C-level executives
• Ability to travel up to 40%
• High capacity for strategic analysis, problem-solving, and conflict resolution
• Ability to manage multiple priorities, bridge time zones, and work in a fast-paced environment

Nice to have

• Bachelor's degree
• Prior experience managing a team of Channel Sales Managers
• Deep knowledge of SaaS revenue metrics (CARR, ARR, NRR, Churn)
• Expertise with modern CRM tools such as Salesforce
• Experience running direct and channel sales motions under one organization

Before you apply

• Crunchtime offers reasonable accommodations for applicants with disabilities; contact recruiting@crunchtime.com

About the company

Crunchtime helps multi-unit restaurants operate every location like their best one, with an AI-powered suite covering inventory, labor and scheduling, kitchen management, and operations execution. The company is trusted by 850+ brands across 150,000+ locations worldwide.