Director of Channel Sales & Partnerships

About GRUBBRR

GRUBBRR is a leading provider of self-ordering kiosks, digital ordering, and customer engagement solutions serving restaurants, hospitality, convenience retail, entertainment venues, and other high-volume customer environments. Our platform helps brands increase revenue, improve labor efficiency, enhance the guest experience, and accelerate digital transformation.

As we continue our rapid growth, we are making a significant investment in our indirect sales strategy and partner ecosystem.

The Opportunity

This is not a traditional channel management role.

GRUBBRR is seeking a proven channel leader who wants the opportunity to build something meaningful from the ground up. We are looking for someone who has successfully developed, scaled, or transformed partner programs and is excited about applying those lessons learned to create a best-in-class channel organization.

This role will have the opportunity to shape our channel strategy, define partner programs, establish onboarding and enablement processes, influence go-to-market initiatives, and help determine how GRUBBRR engages with partners across North America and beyond.

The successful candidate will bring experience, creativity, and a builder's mindset—helping us avoid common mistakes, accelerate growth, and create a scalable foundation for long-term success.

Reporting directly to executive leadership, this individual will play a critical role in expanding GRUBBRR's market reach and driving partner-generated revenue.

Position Summary

GRUBBRR is seeking an experienced and entrepreneurial Director of Channel Sales & Partnerships to build, lead, and grow our channel partner program. This individual will be responsible for developing the overall channel strategy, recruiting new partners, onboarding and enabling those partners, and driving partner-sourced revenue growth.

The ideal candidate is equally comfortable developing strategy, recruiting new partners, negotiating agreements, enabling sales teams, and managing partner relationships to drive measurable and sustainable revenue growth.

Key Responsibilities

Channel Strategy & Program Development

• Develop and execute GRUBBRR's channel strategy and long-term partner vision.
• Build scalable partner programs, incentives, onboarding frameworks, and engagement models.
• Establish partner tiers, certifications, performance metrics, and partner success criteria.
• Develop repeatable processes for partner recruitment, enablement, co-selling, and ongoing growth.
• Create partner business plans designed to drive long-term mutual success.

Partner Recruitment & Expansion

• Identify, recruit, and onboard new channel partners throughout North America.
• Develop relationships with Value Added Resellers (VARs), POS dealers, payment providers, systems integrators, consultants, referral partners, and strategic technology partners.
• Build and maintain a robust pipeline of prospective partners.
• Negotiate partnership agreements and business terms.
• Represent GRUBBRR at industry events, trade shows, and partner conferences.

Partner Enablement & Management

• Lead onboarding and training efforts for new partners.
• Ensure partners are equipped to effectively position, sell, deploy, and support GRUBBRR solutions.
• Conduct regular business reviews and growth planning sessions with key partners.
• Act as the primary point of contact and advocate for partner success.
• Drive partner engagement and accountability through measurable performance goals.

Revenue Growth

• Drive partner-generated pipeline, bookings, and recurring revenue growth.
• Work jointly with partner sales teams to identify and close opportunities.
• Collaborate with marketing on partner-focused demand generation and co-marketing initiatives.
• Develop forecasting and reporting processes to measure channel performance and ROI.

Cross-Functional Leadership

• Partner closely with Sales, Marketing, Product, Operations, and Customer Success teams.
• Provide market intelligence and partner feedback to influence product direction and go-to-market strategy.
• Serve as the internal champion for channel growth and partner success.

Qualifications

Required

• 7+ years of experience in channel sales, partner management, business development, or indirect sales.
• 3+ years building, scaling, or leading channel programs within technology, SaaS, POS, payments, hospitality technology, retail technology, or related industries.
• Demonstrated success recruiting and growing reseller, VAR, referral, or strategic partner networks.
• Experience carrying, influencing, or managing revenue targets.
• Strong negotiation, presentation, and executive relationship-building skills.
• Ability to thrive in a fast-paced, high-growth, entrepreneurial environment.
• Willingness to travel up to 40%.

Preferred

• Experience in restaurant technology, POS, self-service kiosk, digital ordering, payments, or hospitality technology.
• Existing relationships with restaurant POS dealers, hospitality technology VARs, payment resellers, restaurant technology consultants, and related channel partners.
• Experience building a partner ecosystem from the ground up, including partner recruitment, onboarding, enablement, and revenue generation.
• Familiarity with Salesforce, HubSpot, or similar CRM platforms.

What Success Looks Like

Within the first 12 months, the successful candidate will:

• Establish and operationalize GRUBBRR's channel strategy and partner framework.
• Recruit and onboard high-quality reseller and referral partners.
• Build a predictable partner-generated sales pipeline.
• Create repeatable partner enablement and engagement processes.
• Deliver measurable partner-sourced revenue growth.
• Lay the foundation for a scalable, long-term channel organization that becomes a significant contributor to company growth.