Director of Partner Sales Channel

Company Overview

At VersiTech, we go beyond the traditional boundaries of a tech company to provide payment and point-of-sale technologies that help businesses increase their profitability, run efficiently, and grow with confidence. We are innovators at heart, problem-solvers in action, and growth partners in spirit. In every solution we create and every service we offer, our ethos is clear: technology should be advanced, accessible, and easy to use. We have a passion for delivering technology-focused products and services that are built on speed, affordability, and reliability so that every business we serve enjoys a consistent experience with a trusted ally. Our two product lines, BOLD Integrated Payments and Tonic POS Software can be deployed together for a unified end-to-end experience or used independently for maximum flexibility.

Listening first, building lasting relationships, and delivering measurable outcomes for our partners and merchants are central to how we operate as an organization.

Who We Are

We operate under a rapidly growing and widely accepted business philosophy called “EOS” (Entrepreneurial Operating System). In learning to utilize EOS, you will have the ability to drive growth and be an empowered decision maker, something that you can’t get in large, slow-moving organizations.

As we grow, we are intentional about protecting our small-company spirit: staying agile, taking ownership, and maintaining strong relationships. We strive to live our values every day and in every way. We believe culture is built through the habits we practice: Value + Habit = Culture, and we are looking for others who feel the same way:

• We are ALL IN: We are committing wholeheartedly to a clear vision. Mission first and team always by: following through, owning outcomes, and finishing what we start for the success of ALL involved: our employees, our partners, our vendors, our communities, and our customers.
• We DARE TO BE DIFFERENT: We embrace our entrepreneurial DNA and small-company spirit as we scale, taking responsibility as first movers, simplifying the complex, and maintaining a culture of fun and approachability while prioritizing our partners and team members first.
• We are HUMAN: We are grounded in accountability and genuineness, we build strong relationships by listening to understand, communicating clearly, speaking truth with care, and respecting different perspectives with grace as we grow.

How You Will Make an Impact

As the Director of Partner Sales Channel, you will be a key leader, architecting and driving our Go-To-Market (GTM) strategy for the partner channel. You will own the growth and profitability of that channel, leading and aligning high-performing teams — Partner Success, Partner Growth, Relationship Management, and Client Enablement — to expand market share, unlock new revenue streams, and accelerate partner portfolio growth across both Bold and Tonic. Your success will be measured by your ability to improve retention, accelerate revenue growth, and drive market expansion.

This role owns the partner channel, which by nature sits apart from direct sales: direct merchant sales and Business Development are led by peer leaders under the VP of Commercial, and you will partner closely with both. You will also serve on the Management Team alongside other departmental leaders.

This position reports directly to the VP of Commercial.

Performance Metrics (not limited to)

• Channel gross boardings against plan.
• Boardings per active partner.
• Active-partner growth relative to partner roster growth.
• Dormant and inactive partners reactivated from the existing base.
• Time from onboarded partner to first boarding, within the 30 to 90 day window.
• Marketing program adoption across the partner base (HERO, All-In, BAP, and others).
• Partner margin, residual, and portfolio economics, including prevention of margin erosion.
• Partner retention and channel attrition.
• Year-over-year revenue and profitability growth of the partner channel.
• Pipeline and forecast accuracy for the channel in Salesforce.

What You’ll Be Driving Day-To-Day

Strategy & Executive Guidance

• Strategic Alignment: Define, communicate, and execute growth objectives that directly support enterprise revenue and market expansion.
• Executive Guidance: Act as a trusted advisor to departmental leaders, providing strategic direction on high-value negotiations, partnerships, and expansion strategies.
• Define the partner classification and lane model in partnership with the VP of Commercial.
• Work in partnership with Business Development, the Partner Solutions Engineer, and the Partner Concierge Team, which are dotted-line relationships to this role.

Grow Boardings Through the Partner Channel

• Own the channel’s gross boarding plan and contribute to the operating plan that delivers it.
• Grow boardings per active partner through proactive partner development.
• Reactivate dormant partners from the existing base.
• Lead the commercial side of the Bold All-In through the channel.

Convert Signed Partners Into Producing Partners

• Partner with Learning & Development to hand newly onboarded partners into ongoing management, and own their ramp to first boarding within the 30 to 90 day window.

Protect and Grow Margin

• Drive BAP, All-In, HERO, and other marketing program adoption across the partner base.
• Maintain expert command of partner residuals and portfolio economics; prevent margin erosion.
• Guide partners toward profitable growth.

Lead and Develop the Partner-Facing Teams

• Lead the Partner Success, Partner Growth, Relationship Management, and Client Enablement teams through their managers and team leads.
• Hold each layer to defined role expectations; operate the L1 to L4 career framework.
• Shift the team from reactive service handling to proactive partner development.
• Accountability & Scale: Instill a culture of discipline and performance by leveraging KPIs, pipeline reviews, and structured coaching to ensure predictable, scalable results.
• Team Development: Lead by example through one-on-ones, skip-level meetings, and performance reviews to grow leadership capabilities within your teams.
• Operational Excellence: Serve as the executive escalation point for high-risk client challenges, ensuring swift resolution and continuity, and set the thresholds at which issues elevate upward. Champion operational rigor while driving innovation and cross-team alignment, fostering cross-functional collaboration and a mindset of continuous improvement.

Run the Partner Operating Cadence

• Bring ROW channel numbers to weeklys without scramble.
• Oversee partner QBRs and maintain current growth plans for all managed partners.

Ideal Candidates Will Demonstrate

• Proactive partner development: Sets and holds a cadence of partner growth work that is not displaced by inbound service demand.
• Team leadership and accountability: Builds role clarity and holds each layer to expectations, with low variance across the team.
• Strategic profitability and residual command: Expert-level. Forecasts accurately, protects margin, and coaches the team to commercial fluency.
• Partner channel architecture and product literacy: Sets the product-fluency standard so the team engages partners strategically.
• Change leadership: Carries the team through the reorganization and related GTM team changes with minimal performance dip.
• Framework consistency: Universal adoption of engagement frameworks across Partner Success, Partner Growth, and Relationship Management.

You’ll Know You’re Successful When

• Partner growth work holds its cadence — it isn’t displaced by inbound service demand, and the teams spend their weeks developing partners rather than reacting to them.
• The handoff from onboarding to ongoing management is clean — new partners aren’t left to find their own way, and nobody has to ask who owns them.
• Escalations reach you only when they should — the thresholds you set are understood, and everything below them gets resolved by the teams.
• The leaders on your teams are growing — new managers and team leads are being developed from within, and the bench is deeper each year.
• Peer leaders in direct sales and Business Development hand off to and from the partner channel cleanly, with no escalation needed to sort out who owns what.

Qualifications

• Demonstrated success in senior leadership roles spanning sales, client management, and revenue operations.
• Deep expertise in the payment processing and POS ecosystem, with a strong grasp of ISV/VAR partnership dynamics.
• Proven ability to solve complex business challenges using analytics and data-driven insights, with a consistent track record of delivering measurable growth through channel optimization and client expansion.
• Strong executive presence with the ability to influence, mentor, and elevate leaders across multiple departments.
• Deep understanding of go-to-market strategy, revenue acceleration, and client lifecycle management.
• Strong relationship-building skills with a proven ability to influence C-level executives and external clients.
• Proficiency in Salesforce or equivalent CRM platforms.

The hours of operation for this role will fall within 8am – 5pm EST. This is a hybrid role, and the ideal candidate would be based in the greater Atlanta, GA area. This role has moderate travel expectations (up to 50%).

You will have a base salary plus an annual variable compensation plan for this role.

Benefits

• Competitive base salaries
• Unlimited, flexible vacation policy (with manager approval), plus 7 major holidays
• Fully covered Employee-only coverage for medical, dental, and vision insurance; partial contribution for Employee+others coverage
• 401(k) program with available company match
• Robust supplemental insurance offerings - life insurance, disability benefit, & even discounts on pet insurance!
• Flexible Spending Account (FSA) and Health Savings Account (HSA) availability
• Marketplace Care Teams to provide emotional and spiritual support for our employees
• Employee Assistance Program, Caregiver Support Program, & an Adoption Assistance Program
• Career development and training opportunities

VersiTech, LLCis an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law.

Employment eligibility in the U.S. is required, as VersiTech, LLC will not pursue visa sponsorship for this position.