Job Description
ABOUT THE ROLE We are evolving from a services-heavy channel marketing company into a product-led platform business while continuing to serve 25+ enterprise clients and win new ones.This is not a steady-state role. It is a hunter seat at a company that is actively reshaping what it sells and how it delivers. The Sales Director is a senior individual contributor responsible for driving new-new revenue.You will own the full sales cycle from identification through close and targeting Fortune 1000 brands with established dealer and distributor networks. You will be selling both our proven services portfolio and an emerging product platform with AI-enabled analytics. This is for someone who sees early-stage platform evolution as an asset and can translate that story into enterprise buying decisions. WHAT YOU OWN New Logo Acquisition – Full ownership of the new business pipeline. Identify, qualify, develop, and close net-new enterprise accounts. Target deal size: 200K – 500K in annual contract value. Pipeline Development – Build and manage a disciplined pipeline using Channel Fusion’s CRM. Maintain accurate forecasting and activity reporting. Velocity and conversion matters as much as volume. Solution Selling – Develop tailored proposals and presentations that connect Channel Fusion’s platform and services to each prospect’s channel marketing objectives. Match the right solution to the right problem. Sales Planning – Develop an annual territory and account plan aligned to company revenue goals. Identify industry segments, prioritize targets, and establish a pursuit cadence. Stakeholder Alignment – Work cross functionally with Marketing, Customer Success, Product Management, and Technology to develop to market approaches, align on positioning, and close deals that set up successful delivery. Competitive Intelligence – Stay current on the channel marketing and MarTech landscape. Know who we compete with, how we win, and where we have differentiated ground. WHAT YOU DO NOT OWN This is a focused hunter role. Scope clarity matters. Account management post-close – Transitioned to Customer Success at contract execution. Product roadmap decisions – Owned by Product and Technology Solutions leadership. Delivery commitments – Owned by the Direct or Technology Solutions and delivery teams. Marketing content creation – Marketing own campaign assets and collateral, you deploy them. WHAT YOU BRING Required: 7+ Years of B2B enterprise sales experience with a consistent record of net-new accounts at $200K + ACV. Demonstrated success selling to Fortune 1000 brands specifically into channel marketing, trade promotion, or dealer/distributor network contexts. Proven experience selling technology-enabled solutions as a core component of the offer and not just as a supporting element. Background in channel marketing, MarTech, or partner enablement and you understand the space and can speak the language. Track record of meeting or exceeding annual quota in a complex, consultative sales environment. Strong pipeline discipline and you know how to build a territory from scratch, manage a multi stage enterprise cycle, and forecast accurately. Exceptional presentation and communication skills and you can command a room with a CMO and simplify complexity without losing credibility. Demonstrated use of AI tools to accelerate research, personalize outreach, or improve sales. Preferred Familiarity with Co-Op/MDF programs, trade promotion management, or digital advertising platforms for dealer networks. Experience navigating procurement and legal processes within Fortune 1000 organizations. Bachelor’s Degree in Business, Marketing, or related field or related field – or equivalent experience.