Director – Channel Marketing

About the Role

We are seeking a Director of Channel Marketing to help drive measurable pipeline growth through world-class channel marketing. In this role, you will partner with leaders across multiple portfolio companies, guiding their channel marketing strategy and execution to maximize partner-led demand generation.

You will:

• Work with 3–4 portfolio companies at a time, diving deep into their unique channel dynamics.
• Help teams design structured, scalable programs that generate channel leads, increase partner pipeline, and accelerate revenue growth.
• Translate strategy into practical execution, ensuring campaigns and initiatives deliver measurable results.
• Serve as both a strategic advisor and hands-on operator, embedding yourself with company leaders to build repeatable success models.

Ideal candidates are structured thinkers, lifelong learners, self-starters, and results-oriented team players who have a keen understanding of marketing funnels & their impact on revenues. The role is ideal for someone with a demand generation mindset who thrives on structuring ambiguous problems, building systems, and ensuring execution excellence across varied environments. 

Key Responsibilities

Partner with Turn/River portfolio companies to:

• Develop and scale channel marketing programs that systematically grow pipeline, improve conversion, and increase partner-driven revenue.
• Design repeatable campaign frameworks that can be tailored across different companies and partner ecosystems.
• Drive top-of-funnel demand generation using the full range of channel levers—events, campaigns, incentives, and co-marketing with partners.
• Identify target partner segments and craft compelling messaging, positioning, and enablement content.
• Provide channel marketing support for product launches, partner onboarding, and key go-to-market initiatives.
• Establish and track channel-specific KPIs to measure program effectiveness, and report impact clearly to executive and investment teams.
• Partner closely with sales, product, and leadership to ensure tight alignment on channel go-to-market strategies.
• Coach and mentor channel marketing leaders at portfolio companies, helping them build and scale high-performing teams.
• Foster a culture of experimentation and continuous improvement, documenting learnings and sharing them across the portfolio.

Qualifications

• 7–10 years of experience in B2B software marketing, with at least 5 years focused on demand generation and channel marketing.
• Proven success driving partner pipeline and revenue impact through structured channel initiatives.
• At least 2 years of direct people management experience.
• Strong structured thinking and problem-solving skills—able to create mental models and frameworks that scale across diverse contexts.
• Excellent communication and influencing skills, able to work with executives, sales leaders, and partner marketers.
• Comfortable with data-driven decision-making: able to self-serve key analyses while also working with analytics teams.
• Deep understanding of B2B SaaS sales cycles, channel dynamics, and technical product marketing.
• Hands-on, execution-oriented, and accountable for results—this is not an advisory role.
• Strong project management skills with a bias for clarity, organization, and follow-through.
• Resilient and adaptable, with a test–learn–iterate mindset.

Location

• San Francisco, hybrid work model

Compensation

• The annual base salary range for this role is $270,000 - $280,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
• This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.