Director, Channel Partnerships

AI AT ZAPIER At Zapier https://zapier.com/about, we build and use automation every day to make work more efficient, creative, and human. So if you’re using AI tools while applying here - that’s great! We just ask that you use them responsibly and transparently. Check out our guidance on How to Collaborate with AI During Zapier’s Hiring Process https://zapier.com/l/jobs/ai-at-zapier, including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to.   Job Posted: 5/1/2026 Location: North America Hi there! We are seeking an experienced and visionary Director, Channel Partnerships to lead our channel partner strategy and team at Zapier. Zapier's Ecosystems & Channels organization sits at the center of our go-to-market strategy. With 8,000+ partner integrations, our network of Solution Partners, and a rapidly expanding AI ecosystem, we drive impact by enabling partners and opening new growth pathways for Zapier, our partners, and our customers. As Director of Channel Partnerships, you'll lead a team accountable for building and scaling channel motions that directly influence enterprise and upmarket ARR. This is a highly strategic leadership role accountable for the end-to-end channel partnership function, including strategy and execution across Solution Partners, experimental partnership motions, and an expanding hyperscaler footprint that includes AWS Marketplace. You'll own the revenue target for these partner routes to market, define how we recruit, enable, and grow our channel partner ecosystem, and drive the cross-functional execution that turns partner relationships into measurable business outcomes. - Our Commitment to Applicants https://zapier.com/jobs/our-commitment-to-applicants/ - Culture and Values at Zapier https://zapier.com/jobs/culture-and-values-at-zapier/ - Zapier Guide to Remote Work https://zapier.com/learn/remote-work/ - Zapier Code of Conduct https://zapier.com/jobs/zapier-code-of-conduct/ - Diversity and Inclusivity at Zapier https://zapier.com/jobs/working-on-diversity-and-inclusivity/ ABOUT YOU - You've led at scale. You have 10+ years of experience in channel partnerships, partner sales, or alliances, including leading teams from ICs to senior managers. You've turned market insights into strategies that delivered measurable business impact. - You're strategic and revenue-minded. You've owned partner-sourced and partner-influenced revenue targets, designed coverage and capacity models, and built the accountability frameworks that connect partner activity to ARR. - You embrace AI. You don't just use AI tools, you design workflows, build agents, and create playbooks with them. You leverage AI to synthesize partner insights, automate reporting, and shape go-to-market strategies that scale. - You're a channel program architect. You've built tiering structures, benefit frameworks, co-sell/co-market motions, and enablement programs that attract, retain, and activate high-performing services partners. - You're a partner ecosystem builder. Your foundation is in services and consulting partners, and you have a clear point of view on how to evolve into large SIs, alliances, and hyperscalers as the program matures. - You bring financial acumen. You can model partner economics, build business cases, and translate partner-sourced and partner-influenced activity into pipeline and ARR impact for executive audiences. - You're an exceptional communicator and cross-functional operator. You synthesize complex opportunities into clear narratives and drive planning and alignment across Sales, Solution Architects, Customer Success, Partner Operations, Partner Marketing, Finance, Legal, and Product. - You're can define and size new services opportunities. You know what a strong partner services practice looks like, and build the case for why Zapier is the right platform to build it on. - You lead from the front. You're comfortable directly managing high-potential partner relationships when the stakes call for it, using those relationships to model the standard and shape program strategy. - You're data-driven. You set goals, measure outcomes, and adapt based on insights. You build the reporting that gives leadership clear visibility into partner-sourced and partner-influenced business impact. THINGS YOU’LL DO - Set channel partnership strategy. Own the strategy and revenue targets across Solution Partners, experimental motions, and hyperscalers, including coverage models, partner prioritization, and program investment. - Lead, develop, and set a high bar for the organization. Hire, coach, and develop the Channel Partnerships team. Serve as a player-coach, personally owning select high-potential partner relationships to model the standard and surface insights that shape strategy. - Design and manage partner programs. Build and evolve program infrastructure including tiering, incentive structures, co-sell and co-market frameworks, recruitment, onboarding, enablement that activates and drives scalable partner performance. - Define and size the services opportunity. Build the business case and framework for partner-delivered services, including what strong services practices look like and how to enable partners to build profitable services revenue around the Zapier platform. - Own partner-sourced and partner-influenced ARR. Connect channel activity to ARR and pipeline through clear metrics and accountability frameworks. Provide accurate forecasting to senior leadership on performance, trends, wins/losses, and competitive dynamics. - Drive GTM, technical, and internal alignment. Work across Sales, Solution Architects, Customer Success, Technical Account Managers, Marketing, and other internal teams to embed channel motions into the enterprise sales process. - Drive partner demand generation. Collaborate with Partner Marketing to develop and execute joint demand-generation, promotional, and campaign initiatives through and with partners. - Expand the channel footprint. Lead expansion into international markets, AWS Marketplace and future hyperscaler programs. Test new channel models and GTM approaches that broaden Zapier's channel presence. - Ensure a strong customer experience through partners. Support escalations, resolve issues in partner-delivered engagements, and hold a high bar for consistent customer experience across the channel. - Measure impact and assess market dynamics. Evaluate the ROI of channel efforts and track emerging trends, partner opportunities, and competitive moves to keep Zapier's strategy ahead of the market. - Champion AI-first approaches. Model the use of AI in pipeline management, partner enablement, opportunity analysis, and team workflows, raising the bar for fluency and adoption across the team. - Invest in tools, processes, and enablement that lead to outsized impact for Zapier. - Challenge the status quo and effect positive organizational change outside of mandated work. - Provide support to other Zapiens, spread knowledge, and develop/mentor teammates outside formal reporting structures. HOW TO APPLY At Zapier, we believe that diverse perspectives and experiences make us better, which is why we have a non-standard application process designed to promote inclusion and equity. We’re looking for the best fit for each of our roles, regardless of the type of companies in your background, so we encourage you to apply even if your skills and experiences don’t exactly match the job description. All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional. Education is not a requirement for our roles; however, if you receive an offer, you will need to include your most recent educational experience as part of our background check process. After you apply, you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact, throughout the process, we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time, so if you ever have questions about where you stand or about the process, just ask your recruiter! Zapier is an equal-opportunity employer and we’re excited to work with talented and empathetic people of all identities. Zapier does not discriminate based on someone’s identity in any aspect of hiring or employment as required by law and in line with our commitment to Diversity, Inclusion, Belonging and Equity. Our code of conduct https://zapier.com/jobs/zapier-code-of-conduct provides a beacon for the kind of company we strive to be, and we celebrate our differences because those differences are what allow us to make a product that serves a global user base. Zapier will consider all qualified applicants, including those with criminal histories, consistent with applicable laws. Zapier prioritizes the security of our customers’ information and is dedicated to adhering to all applicable data privacy laws. You can review our privacy policy here https://zapier.com/legal/data-privacy. Zapier is committed to inclusion. As part of this commitment, Zapier welcomes applications from individuals with disabilities and will work to provide reasonable accommodations. If reasonable accommodations are needed to participate in the job application or interview process, please contact jobs@zapier.com. APPLICATION DEADLINE: The anticipated application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later, or if the position is filled. Even though we’re an all-remote company, we still need to be thoughtful about where we have Zapiens working. Check out this resource https://docs.google.com/document/d/1VzesvLsgVG2RDRPtGvBF8CbcB9ZA-Hsddg0P2ildBb8/edit for a list of countries where we currently cannot have Zapiens permanently working.