Channel Manager

Channel Manager

At Quickbase, we're on a mission to end a universal problem: Gray Work. The ad-hoc, manual work we do looking for documents, resources, etc. when technology isn't working for us—that's Gray Work, and it negatively impacts productivity, employee well-being and a company's bottom line. Quickbase's platform for Dynamic Work Management (the first ever) empowers nearly 12,000 organizations like Consigli, Suffolk, Valvoline, Daifuku and more to take on Gray Work by bringing people, processes, and data together into one central location, so employees can stop chasing information across systems and focus on work that makes an impact.

Our product is an AI-powered platform that helps businesses connect scattered data, automate unique processes, and scale what makes them competitive. Instead of forcing you to change how you work to fit a rigid system, Quickbase adapts to your workflows—so you can eliminate manual workarounds, reduce errors, and get real-time visibility across your operations.

Role Overview

The Channel Manager for the Quickbase Core Platform will be responsible for building, scaling, and optimizing a high-impact reseller ecosystem to drive new business growth. Reporting to the SVP of Sales, this role will define and execute the partner strategy, recruit and manage strategic reseller relationships, and design compensation and incentive models that align partner performance with revenue objectives. This is a highly cross-functional role requiring strategic thinking, operational rigor, and strong relationship management to establish a repeatable and scalable channel motion.

Key Responsibilities

• Channel Strategy & Execution
• Develop and execute a comprehensive reseller/channel strategy aligned with Quickbase Core Platform growth goals
• Define target partner profiles, segmentation, and go-to-market motions
• Establish KPIs and success metrics for partner performance and channel contribution
• Partner Recruitment & Enablement
• Identify, recruit, onboard, and activate high-value reseller partners
• Build and maintain strong relationships with executive stakeholders across partner organizations
• Design and implement partner enablement programs, including training, certifications, and sales playbooks
• Revenue Growth & Pipeline Development
• Drive net-new customer acquisition through partner-sourced and partner-led opportunities
• Collaborate with Sales, Marketing, and Product teams to align channel initiatives with broader GTM strategy
• Forecast and manage channel pipeline and revenue performance
• Compensation & Incentive Design
• Develop and implement partner compensation models, including margin structures, incentives, and performance-based rewards
• Ensure alignment between partner economics and Quickbase revenue and profitability goals
• Ensure alignment between Quickbase, partners and customer outcomes
• Continuously evaluate and optimize compensation programs based on performance data and market benchmarks
• Operational Excellence
• Establish scalable processes for partner management, deal registration, and performance tracking
• Leverage CRM and partner tools to monitor engagement, pipeline, and results
• Provide regular reporting and insights to senior leadership

Qualifications

• 7–10+ years of experience in channel sales, partner management, or business development within SaaS or enterprise software

• Proven track record of building and scaling reseller or partner ecosystems that drive measurable revenue growth

• Experience designing partner compensation and incentive structures

• Strong understanding of indirect sales models and channel economics

• Excellent relationship management and negotiation skills, with experience engaging executive stakeholders

• Analytical mindset with the ability to translate data into actionable insights

• Ability to operate both strategically and tactically in a fast-paced environment

Preferred Qualifications

• Experience in low-code/no-code platforms, SaaS, or workflow automation technologies

• Familiarity with enterprise and mid-market sales motions

• Experience working in a high-growth or evolving GTM organization

Success Metrics

• Channel-sourced and channel-influenced revenue growth

• Number and productivity of active reseller partners

• Time-to-activation for new partners

• Partner pipeline generation and conversion rates

• ROI and effectiveness of partner compensation programs

Why This Role Matters

This role is critical to expanding Quickbase's reach and accelerating new customer acquisition through a leveraged partner ecosystem. The Channel Manager will play a key role in shaping how Quickbase Core Platform scales its indirect revenue engine and competes in the market.

At Quickbase, we believe in pay transparency and are committed to equitable pay practices. The base salary range for this role is $108,000–$170,000 USD. This role is also eligible for variable compensation as part of an On-Target Earnings (OTE) structure. OTE is based on a 60/40 split, with 60% delivered as base salary and 40% tied to performance-based incentives. The exact compensation offered will be based on experience, skills, and alignment with internal equity. Beyond salary, employees receive access to a full benefits package including health insurance, retirement, paid time off, etc.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.