Business Development Lead, Channel Sales

About FormlabsDo you want to change how the world creates?At Formlabs, we're building the tools that make it possible for anyone to bring their ideas to life, from cutting-edge products to life-saving medical devices. Our 3D printing technology powers innovation at more than 50,000 industry leaders worldwide, including Apple, Google, Tesla, New Balance, and NASA. We’re a team of hands-on builders reinventing physical manufacturing—join us to shape the future of fabrication.Your impactWe're building a centralized partner acquisition function from the ground up. You'll own the full growth motion of our global reseller network, from identifying high-potential partners to signing new channel agreements across the Americas, EMEA, and APAC. This is a high-activity hunter role, offering an opportunity to build a critical revenue lever from scratch.What you'll doBuild and manage a global pipeline: Identify and target resellers across industrial, healthcare, education, and government verticals.Drive full-cycle recruitment: Own the entire process, from initial cold outreach and qualification to final agreement negotiation.Track performance: Manage pipeline activity in Salesforce and report progress against global coverage targets.Develop the function: Refine outreach playbooks, qualification frameworks, and onboarding handoffs as the function scales.Collaborate cross-functionally: Work with Sales, Marketing, Legal, and Ops to ensure a seamless transition from initial outreach to selling partner. What we're looking for2–5 years of experience in business development, or reseller onboardingProven track record in outbound, hunter-style prospectingStrong pipeline management discipline and CRM proficiency (Salesforce preferred)Ability to work across time zones and adapt outreach to regional market dynamicsSelf-starter who can operate with ambiguity and build process where none existsExperience working with or selling alongside resellers, distributors, or VARsBonus:Passion for 3D printing, manufacturing technology, or hardware salesFamiliarity with channel program structures, partner agreements, or distribution modelsPrior experience at a high-growth startup or scale-upWhy you'll love this roleOwnership: You'll build a new capability at Formlabs from the ground up and own the full acquisition motion end to endImpact: Partner coverage is one of our most important growth levers, your work directly shapes global revenueVisibility: You'll work closely with regional sales leaders and channel leadership with a clear line of sight to business outcomesOur PerksRobust equity program to build future wealth through RSUsComprehensive healthcare coverage (Medical, Dental, Vision)401K matching and access to financial advisorsGenerous paid Parental Leave (up to 16 weeks)Tenure-based paid Sabbatical Leave (up to 6 weeks)Flexible Out of Office Plan – Take time when you need itAmple on-site parking & pre-tax commuter benefitsHealthy on-site lunches, snacks, beverages, & treatsRegular sponsored professional development opportunitiesMany opt-in culture events across our diverse communityAnd of course… unlimited 3D printsWe are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.To all recruitment agencies: Formlabs does not accept agency resumes. Please do not forward resumes to our jobs alias, Formlabs employees or any other company location. Formlabs is not responsible for any fees related to unsolicited resumes. Unsolicited resumes received will be considered our property and will be processed accordingly.CompensationWe are all owners of Formlabs and direct beneficiaries of our success. We believe that equity is a critical component of compensation at Formlabs, and we want our newest team members to understand the potential value of their equity compensation. Full time employees receive equity, in the form of RSUs. Your financial investment will grow with us in accordance to your impact.This role also has an On-Target Earnings (listed below) which includes a base salary and an uncapped performance-based monthly bonus. The base/bonus split will depend on what level you are hired into, and your level will be determined by your skills, qualifications, experience and expected impact on the organization.The annual pay range for this role is:$115,000—$133,000 USD