Director of Sales - Equipment Finance

Job Description

Job Description

Description:

Position Responsibilities

The Director of Sales (External) leads Channel’s outward-facing revenue engine, overseeing the experienced Business Development team responsible for partner acquisition, growth, and retention. This role is accountable for driving funded volume, expanding Channel’s partner ecosystem, and maximizing partner productivity in a high-growth environment. This individual translates strategic growth objectives into disciplined execution across the external sales organization and plays a critical role in scaling partner-driven revenue. This individual will collaborate across all departments to drive these objectives forward and ensure alignment of sales goals with organizational objectives.

Key Tasks

Revenue Growth & Market Expansion

• Drive new business development and funded volume through equipment finance and working capital partners
• Lead partner acquisition strategy, targeting high-value equipment finance company relationships
• Expand and diversify partner mix to support sustainable growth and mitigate concentration risk
• Maintain ownership of pipeline health, conversion rates, and revenue outcomes

Partner Development & Account Management

• Ensure strong execution across partner onboarding, ramp, retention, and expansion
• Deepen relationships with key strategic partners to increase share of wallet and long-term value
• Elevate partner experience through consistent service, communication, and delivery
• Participate and delegate involvement in industry associations and committees
• Keep abreast of industry and market trends, including competition, technology and product advancements, and overall economic trends

Sales Leadership & Performance Management

• Lead, coach, and develop a high-performing external sales team
• Set clear expectations, quotas, and KPIs tied to revenue, productivity, and partner success
• Monitor individual and team performance; using performance metrics to track and improve performance
• Maintain the integrity of the Channel brand through fostering a culture of accountability, urgency, and continuous improvement
• Manage territory assignments and capacity; realigning as needed to meet goals
• Track efficiencies for partners and regions and make adjustments as needed
• Make changes to KPIs as needed to align with business goals

Strategic Execution

• Translate company growth strategy into actionable go-to-market plans
• Provide field insights on competitive dynamics, pricing, and product opportunities
• Partner with Head of Sales to refine sales strategy and market focus
• Support development of partner programs, incentives, and marketing strategies
• Develop and implement strategies to ensure diversification of partner base and manage source risk
• Own the budgeting process and goal setting to include KPIs for Channel sales and each respective territory, in collaboration with the Finance department

Cross-Functional Collaboration

• Collaborate closely with Underwriting, Operations, Marketing, Risk, and Product teams to optimize partner outcomes
• Remove friction in the partner experience to improve speed, efficiency, and funding outcomes
• Align external sales efforts with internal processes and capabilities

Product Strategy

• Ensure the delivery of a unified product to our partners and customers through internal, cross-functional collaboration
• Assist with the identification, development, and assessment of Channel products and partner programs
• Provide pricing guidance and rate overrides when needed

Key Performance Indicators

• Funded volume and revenue growth
• Partner acquisition and activation rates
• Partner retention and share of wallet
• Regional Portfolio performance
• Sales team productivity and quota attainment
• Pipeline health and forecast accuracy

Requirements:

Skills & Specifications

• Strong understanding of equipment finance and working capital financial products, market dynamics, and regulatory environment; experience with a third-party lending source strongly preferred
• Demonstrated ability to drive sustained revenue growth and exceed targets
• Strong understanding of sales metrics, pipeline management, and partner economics
• Ability to think strategically and execute effectively
• Strong leadership skills with the ability to influence and develop teams
• Excellent written and verbal communication skills
• Ability to problem-solve and navigate conflict
• High level of integrity, professionalism, and ethical standards; exhibits and aligns with Channel’s values

Preferred

• Experience in small- to mid-ticket financing environments
• Track record of scaling teams in high-growth organizations

Education & Qualifications

• Bachelor’s degree in Finance, Business Administration, or a related field (MBA or advanced degree a plus)
• 8–12+ years of sales experience in equipment finance, working capital, or specialty finance
• 5+ years of leadership experience managing senior sales or account management teams
• Proven track record of driving business growth and achieving financial targets
• Ability to work onsite out of our Minnetonka, MN or Marshall, MN offices

Company Summary

Channel is a leading provider of equipment finance and working capital funding solutions for small businesses, exclusively through Equipment Finance Companies. Utilizing customized technology and business processes, a strong balance sheet, and risk analytics, Channel provides single-source financing that supports third-party originators and their customers who have business growth opportunities and a need for capital.

Established in 2009, Channel is the only full-service independent lender offering a single-source solution for equipment finance and working capital exclusively through equipment finance companies for their small and midsize business customers. The company is headquartered in Minnetonka, MN, with additional offices in Atlanta, GA, Des Moines, IA, and Marshall, MN. We are proud to be rated a Top Workplace.

Channel empowers and trains team members at all levels to make quick decisions in service to our relationships and ensure the flexibility and nimbleness required to compete in today’s marketplace. Channel is the perfect workplace for those who are motivated and have a desire to be part of a fast-growing, agile, and diverse organization where you can make a difference every day.

The company offers a flexible work environment and encourages innovation and team member development. Benefits include medical, dental, and vision plans with HSA and FSA options; life insurance and disability plans; along with a generous PTO policy and employer-matched company 401K plan.