Head of Channel Development

Job Description

About Napster:

\n

Founded on the principle of democratizing access, first to music in 1999, now to expertise in the AI era, Napster has consistently remained at the forefront of technological shifts that empower users. Today, the company builds embodied, multimodal AI agents that engage employees and customers where they already work: through video presence, voice, and text. Designed to work alongside people rather than replace them, Napster’s agents carry institutional knowledge into every interaction, elevating the user’s experience and improving business outcomes. For more information, visit napster.com.

\n

\n

Location:

\n

\n
• Remote, United States
\n
• Eastern or Central US time zones strongly preferred. This is a global role requiring collaboration across North America, EMEA, and APAC.
\n

\n

\n

The Opportunity:

\n

We are building our U.S. channel business from the ground up and are looking for a commercially driven builder to establish and scale our partner-led sales motion.

\n

This is an individual contributor role with significant ownership and visibility. You will be responsible for recruiting, activating, and growing high-value channel partners that generate measurable pipeline and revenue while establishing the commercial operating rhythm that will support a scalable channel organization.

\n

This is not an Alliances, Partner Success, or Enablement role. Dedicated teams support onboarding and partner enablement. Your focus is building the commercial foundation of the U.S. channel business—recruiting the right partners, driving partner-generated revenue, creating forecasting discipline, and establishing the KPIs, processes, and operating cadence that enable long-term growth.

\n

Reporting directly to the SVP of Partnerships, you will work cross-functionally with Sales, Partners, Comms, Product and Operations to build a repeatable, partner-led revenue engine.

\n

\n

What You'll Do:

\n

\n
• Build the U.S. channel business from the ground up by recruiting, activating, and growing high-performing resellers, MSPs, VARs, distributors, and strategic channel partners aligned to our solutions.
\n
• Define and execute the U.S. channel strategy and long-term growth plan.
\n
• Build the commercial foundation for a scalable channel organization, establishing the processes, governance, operating model, and partner framework required for long-term success for the enablement, and rest of the partnership and operation.
\n
• Continuously assess and evolve the channel strategy, recommending improvements to partner segmentation, commercial motions, resource planning, and organizational scalability.
\n
• Leverage your existing network to generate qualified partner pipeline and accelerate revenue growth.
\n
• Develop joint business plans with strategic partners that drive measurable pipeline, bookings, and revenue.
\n
• Own partner performance with accountability for pipeline generation, forecasting, bookings, and revenue delivery.
\n
• Establish and lead the commercial operating cadence, including forecasting, pipeline reviews, KPI reporting, commission frameworks, and quarterly business reviews.
\n
• Define, monitor, and optimize key commercial metrics, including partner-sourced pipeline, bookings, revenue, partner productivity, partner activation, and forecast accuracy.
\n

\n

\n

What You Bring:

\n

\n
• 20+ years of experience in channel sales, channel business development, or indirect sales within enterprise software or B2B SaaS, bonus from retail and commerce.
\n
• A proven track record of building partner businesses from scratch and delivering measurable revenue growth.
\n
• Demonstrated success recruiting and growing reseller, MSP, VAR, CSP, distributor, or systems integrator partnerships.
\n
• Experience owning commercial targets, pipeline, forecasting, and revenue performance.
\n
• Strong forecasting discipline with experience leading forecast reviews, pipeline management, and executive business reporting.
\n
• Experience developing commercial KPIs, operating rhythms, and scalable sales processes.
\n
• An established network of channel partners that can be activated to generate early pipeline and revenue.
\n
• Highly commercial, execution-oriented, and comfortable operating in a fast-paced, high-growth environment.
\n

\n

\n

What Success Looks Like:

\n

Within your first 90 days, you will have established the U.S. channel strategy, developed relationships and set meetings and started building pipeline with priority resellers, MSPs, and VARs initiated executive meetings across your target accounts, progressed multiple partner recruitment opportunities, established a forecasting and KPI cadence, built a predictable operating rhythm and begun generating qualified partner-led pipeline.

\n

\n

Benefits:

\n

\n
• Paid Time-Off: We offer flexible vacation time with 10 company holidays.
\n
• Health Plans: We offer robust medical, dental, and vision plans for you and your dependents. Disability, life insurance, and FSA/HSA benefits are also available.
\n
• Wellness: Access to Teladoc and an Employee Assistance Program (EAP).
\n
• Parental Leave: Paid leave.
\n
• Retirement Savings: Contribute pre-tax or post-tax earnings through our 401(k) plan.
\n

\n

\n

Our Culture:

\n

\n
• Impact: Play a crucial role in our growth journey.
\n
• Culture: Join a vibrant team valuing creativity and collaboration.
\n
• Growth: Thrive in a fast-paced, dynamic environment.
\n
• Reward: Enjoy competitive compensation, equity opportunities, and comprehensive benefits.
\n
• Ready to shape our future? Apply now and be part of something extraordinary!
\n

\n

\n

We’re looking for more forward-thinking, collaborative people to be part of our innovation journey and mission to push the boundaries of technology. If you’re ready to help us achieve this vision, we’d love to hear from you! At Napster Corp , we're looking for people who are invigorated by our values and driven to change the world, not those who simply check off boxes.

\n

\n

Napster Corp embraces a diversity of backgrounds and experiences and provides equal opportunity for all applicants and employees. We strive to build a company that reflects a global audience.

\n

\n

CCPA Notice for California Job Candidates: Please review our CCPA notice at

\n

-docs/ccpa-notice-for-job-candidates