Head of Channel Partnerships, COOL AI

About the COOL company

The COOL company is a global leader in AI-powered advertising technology, helping brands, agencies, and publishers simplify advertising and amplify performance.

Powered by COOL AI, our intelligent platform unifies creative generation, media activation, optimization, and attribution into one continuously learning system. Instead of relying on fragmented tools and manual campaign management, COOL AI executes thousands of real-time micro-optimizations across search, social, display, video, and connected TV—helping customers launch faster, optimize continuously, and achieve stronger business outcomes.

Our innovation and growth have earned industry-wide recognition, including being named a 7-time recipient of the Inc. 5000 list of America's Fastest-Growing Private Companies, a 2-time Deloitte Technology Fast 500 honoree, recognized on Crain's New York Fast 50, honored by the Digiday Media Awards for helping modernize digital media, and named one of Adweek's Top 10 Fastest Growing Solution Providers globally.

We're building the future of advertising, where every signal becomes intelligence and every optimization drives performance. As we continue to grow globally, we're looking for curious, ambitious people who want to work with cutting-edge AI technology, solve complex challenges, and help redefine what's possible in modern advertising.

About the Role

COOL AI is on a mission to make artificial intelligence accessible, intuitive, and impactful for every business. As we scale our go-to-market engine, channel partnerships are a strategic growth lever—enabling us to reach new markets, verticals, and customer segments faster than a direct-only model could.

The Head of Channel Partnerships will own the full partnership lifecycle: strategy, recruitment, enablement, co-selling, and revenue performance. You will build and lead a high-performing partnerships team, work cross-functionally with Sales, Marketing, Product, and Legal, and be the internal and external face of COOL AI’s partner ecosystem. This is a player-coach role for someone who loves closing big deals AND developing the systems, people, and playbooks to scale.

Qualifications

Required

• 8+ years in channel partnerships, alliances, or business development—preferably in a B2B SaaS or AI/ML company

• Proven track record of building and scaling a partner program from early stage to meaningful ARR contribution ($10M+ influenced or sourced)

• Experience recruiting, structuring, and managing partnerships with VARs, GSIs, ISVs, and technology alliances

• Strong commercial acumen: you can structure deals, negotiate contracts, and manage co-sell motions with large channel partners

• Excellent communication and executive presence—you’re comfortable presenting to C-suite stakeholders internally and externally

• Proficiency with CRM and PRM tools (Salesforce, PartnerStack, Impartner, or similar)

• Experience working in a US-based entity with an understanding of US go-to-market dynamics

Preferred

• Experience in the AI, ML, or data infrastructure space

• MBA or equivalent advanced degree

• Prior team-building experience (hired and led a partnerships team of 3+)

• Familiarity with AWS, Google Cloud, or Azure marketplace and co-sell programs

• Track record of working with SI partners on large enterprise implementations

Responsibilities & Duties

Strategy & Planning

• Define and own the COOL AI channel partner strategy for the US market, including partner tier model, target partner profiles, and go-to-market priorities

• Develop a 12–24 month partner recruitment roadmap aligned to revenue and market expansion goals

• Establish KPIs for the channel program (sourced ARR, influenced ARR, partner-attached deals, partner-sourced pipeline) and report to CRO quarterly

Partner Recruitment & Onboarding

• Identify, recruit, and sign strategic partners including VARs, managed service providers, GSIs, and technology ISVs

• Lead all commercial negotiations for partnership agreements, working with Legal and Finance

• Design and continuously improve the partner onboarding experience, ensuring partners can sell COOL AI effectively within 30 days of signing

Partner Enablement & Co-Selling

• Build and maintain a partner enablement program including sales training, certification tracks, co-marketing assets, and a partner portal

• Work closely with COOL AI AEs on co-sell motions—setting rules of engagement, joint account planning, and deal registration

• Coordinate with Marketing on partner-focused demand generation, events, and co-branded content

Revenue Ownership

• Own and deliver against a channel-sourced and channel-influenced revenue target

• Forecast partner pipeline weekly with accuracy; escalate blockers proactively

• Manage partner incentive programs (rebates, MDF, SPIFs) within approved budget

Team & Operations

• Hire, develop, and lead a partnerships team as headcount is approved (initial hire: Partner Success Manager and Partner Marketing Manager)

• Select and administer PRM software to manage partner records, deal registration, and enablement content

• Create and maintain a Partner Playbook documenting COOL AI’s partner rules of engagement, processes, and best practices

Professional Competencies

Strategic Thinking

Able to synthesize market signals, competitive intelligence, and internal data to build a partner strategy that is differentiated and durable. Sees around corners and anticipates how the ecosystem will evolve.

Commercial Excellence

Highly skilled negotiator who can structure win-win agreements. Understands unit economics and total-contract-value thinking. Balances partner incentives with COOL AI margin requirements.

Relationship Building

Builds authentic, trust-based relationships at all levels—from SDRs at a VAR to the CRO at a GSI. Maintains a strong personal network in the partner ecosystem.

Cross-functional Leadership

Operates as a connective tissue between Sales, Marketing, Product, and Legal. Can influence without authority and drive alignment across competing priorities.

Execution & Accountability

Sets clear goals, builds operational rigor, and holds the team and partners accountable to commitments. Uses data to diagnose and improve performance.

Communication & Presence

Exceptional written and verbal communicator. Can distill complex information into crisp narratives for diverse audiences. Compelling presenter and storyteller.

Cultural Competencies

• Must be able to work primarily between the hours of 9:30 AM - 6:30 PM ET

• Must have a player/coach mentality, willing to both execute and lead

• Ability to juggle multiple projects concurrently and set and meet deadlines

• Skilled at receiving and providing direct feedback

• Collaborative mindset and great teamwork skills

• Entrepreneurial & adaptable; great learning skills

• Curious, research-minded, data-informed

• Able to search for possible solutions and apply them

• Creative confidence

• Proactive communicator

• A sense of humor and a love of online culture

• Thrives in a start-up culture

Benefits

• Competitive Salary

• Health, Dental and Vision Insurance

• Annual Performance Bonus

• Paid Time Off

• Company Holidays

• Flexible work schedule

• 401k