Director of Channel Sales

New York City preferred  ·  Remote (US) considered  ·  Full-time  ·  Reports to SVP, Commercial Strategy

ABOUT GREETER

Greeter turns a storefront window into a 24/7 marketing channel. We install commercial-grade displays and pair them with AI software that learns the business’s brand, generates on-brand content, and adapts to weather, time of day, holidays, and local events. That software generates daily ads that turn passerby into walk-ins, complete with QR codes and sensors providing built-in analytics to show owners exactly what was behind each store visit. Hardware, install, software, and support are all included in an affordable single priced package.

We have proven the product one storefront at a time with a direct field sales team. The next phase of growth is not one storefront at a time — it is through partners who already sit between us and thousands of small businesses: restaurant technology platforms, small-business lenders and merchant services providers, multi-location brand headquarters, franchisors, commercial landlords and retail brokerages, and downtown business improvement districts.

This role owns that.

THE ROLE

As Director of Channel Sales you will iterate on and execute Greeter’s partner channel strategy with our SVP, Commercial Strategy — identifying the right partner categories, opening doors at the director and VP level, and structuring and negotiating the agreements that turn those relationships into a predictable, repeatable source of installs.

This is a builder’s role, not a manage-the-existing-book role. There is no inherited partner portfolio. You will be the first dedicated channel hire, working directly with the executive leadership team and the founders, and you will help define what the program looks like: which categories we prioritize, what the economics are, and how partners get supported once they sign.

You will not be cold-calling your way in. We have relationships at senior levels through our founder and investors, and where we don’t that’s why we’re hiring you, in large part for the relationships you will bring with mid level day to day operators.

WHAT YOU’LL DO

• Open doors. Use your existing network to get Greeter in front of decision-makers at target partners — typically director, VP, and head-of-partnerships level — without waiting for inbound or brand recognition to do the work.

• Prioritize the channel map. Assess partner categories by reach, fit, and effort, and make a defensible call on where we invest first and what we deliberately skip.

• Structure the deals. Design and negotiate referral, revenue-share, reseller, co-sell, and preferred-vendor arrangements — including pricing, margin, exclusivity, term, marketing commitments, and performance minimums — and drive them through legal to signature.

• Build the program. Create the partner-facing materials, economics, onboarding, and enablement that make it easy for a partner rep to bring Greeter into their own customer conversation.

• Drive activation, not just signatures. A signed agreement is the starting line. Own partner-sourced pipeline and installed locations as the real measure of channel performance.

• Work the multi-location and franchise motion. Land master agreements with brand headquarters and franchisors that unlock rollouts across dozens or hundreds of locations at once.

• Feed the roadmap. Bring partner and integration requirements back to product and leadership with a clear view of what is worth building.

• Represent Greeter. Carry the story credibly at partner offsites, industry events, and in front of partner sales teams and their customers.

WHO WE’RE LOOKING FOR

We are looking for someone whose phone is already the asset. Backgrounds we are especially interested in:

• Restaurant or SMB technology partnerships — Toast or a comparable POS, payments, WiFi/hardware, or restaurant-tech platform, who knows how these companies evaluate, structure, and staff third-party partnerships and who is already known inside that ecosystem.

• Small-business lending or merchant services — Chase or Bank of America’s small business lending organization, or a similar bank, lender, or payments provider, with relationships across the institutions and regional teams that touch tens of thousands of small business owners.

• Commercial real estate brokerage or retail leasing — a broker, leasing agent, or property-services professional with a deep network of other commercial brokers, landlords, and property managers who work with small business tenants in street-level retail.

If your background is none of these, but you can point to a network of the same density and relevance then we want to talk.

WHAT YOU MUST BRING

• A real rolodex. Named, current, warm relationships with mid-level decision-makers at the kinds of organizations described above — people who will take your call this month, not contacts from five years ago.

• Deal-structuring fluency. Hands-on experience designing partnership economics: referral fees, revenue share, wholesale and reseller margin, co-marketing and MDF commitments, exclusivity and territory terms, term and termination, and performance thresholds. You know which terms matter and which are theater.

• Negotiation you’ve done yourself. You have personally negotiated partnership agreements to signature — not handed a term sheet to someone else — and you can walk us through a deal you shaped, including what you conceded and why.

• 4+ years in partnerships, channel, business development, or a relationship-driven sales role, with a meaningful stretch selling to or through organizations that serve small businesses.

• Comfort with early-stage ambiguity. We have the initial playbook and are working through it, but there is no partner marketing team or established brand pull to lean on. You will write the first version of a deck for a multitude of channels

• Willingness to travel. Roughly 20–40% — partner headquarters, brand offices, and industry events. These deals are still made in person.

NICE TO HAVE

• Experience launching a channel program from zero at an early-stage company.

• Relationships with multi-location restaurant, cafe, or retail brand headquarters and franchisors.

• Familiarity with hardware-plus-software or device-as-a-service commercial models.

• Experience with business improvement districts, downtown partnerships, chambers of commerce, or main street organizations.

• Working knowledge of HubSpot, Salesforce, and comparable CRMs/partner portals/order management systems for managing partner pipeline.

HOW WE’LL EVALUATE YOU

Expect the interview process to be concrete. We will ask you to walk us through the partner categories you would target for Greeter and why, name the specific relationships you would activate in the first 90 days, and talk through the structure of a partnership deal you have personally negotiated — the economics, the sticking points, and the outcome.

COMPENSATION & BENEFITS

• Base: DOE and the strength of the network you bring.

• Variable:  40% tied to signed partnerships OKRs and 60% tied to revenue from partner-sourced installed locations, paying 4% uncapped commission for direct sourced deals and 2% uncapped commission for deals we hand you to close

• Travel and expenses covered

• A seat at the table. You will be the person defining how Greeter scales beyond direct sales.

• National health, dental, and vision coverage

• 401K Match

• Unlimited PTO

To apply

Attach your resume and a short paragraph on the partner categories you would go after first for Greeter and the relationships you would bring to them. Skip the cover letter — the paragraph is what we will read.