Director Channel Growth

What You'll Do

• Lead the team and own the number. Manage and develop a team of partner growth managers against clear GBV, pipeline, FTB, and retention targets. Set the standard, run the cadence, and hold the line on accountability.
• Grow the book, partner by partner. Own post-handoff performance across the portfolio: MoM/QoQ/YoY GBV growth, new and confirmed pipeline, and deal size expansion. Every partner should have a growth plan — and a rep executing it.
• Operate as a player-coach on top accounts. Step into strategic partner relationships personally — executive-sponsor the largest books, unblock stalled partners, run onsites and QBRs that move volume, and model what great partner management looks like.
• Run an operationally rigorous book. Install and enforce book discipline — coverage standards, partner health segmentation, forecast accuracy, and clean Salesforce hygiene. Make partner growth predictable, not anecdotal.
• Attack churn and dormancy before they happen. Build the early-warning system: catch declining partners, re-engage dormant ones, and own partner churn as a number the team is accountable for — not a surprise at quarter-end.
• Make the handoff seamless. Partner with the Director, Partner Acquisition on activation and the handoff trigger so partners arrive with momentum — and hold acquisition accountable to production vs. projection at signing. A partner that activates but never compounds is a miss.
• Expand across the full ecosystem. Drive breadth, not just depth — grow partners across Engine Travel and Spend, turning single-product referral partners into full-platform producers.
• Execute cross-functionally. Align Partner Marketing, Sales, Finance, and Product to deliver what partners need to grow — co-marketing programs, enablement, strategic events, and escalation paths that work.
• Raise the bar on talent. Hire, ramp, and level up partner growth talent; build a team that compounds in output as its book compounds in volume.

What We're Looking For

• 10+ years in partner management, channel sales, account management, or customer success leadership, including 5+ years leading and scaling quota-carrying or book-carrying teams — ideally in high-growth SaaS, fintech, marketplace, or travel technology.
• A grower and a coach: a proven record of personally expanding large, complex partner or customer relationships, and of building teams that consistently hit growth, retention, and expansion targets.
• Deep operational rigor — fluency in book management, coverage models, partner segmentation, forecasting, and the metrics that make a growth motion predictable: GBV trends, FTB production, pipeline conversion, churn and dormancy rates. Salesforce proficiency expected.
• Portfolio instincts: knows how to allocate rep time across a book — where to invest in strategic accounts, where to run scaled plays, and when to cut losses on partners that will never produce.
• Strong commercial judgment with a bias toward partnerships that compound — expanding engaged partners, reviving dormant ones, and protecting the base.
• A direct, data-backed communicator who gives and receives hard feedback without flinching.
• Thrives on speed, high standards, and ambiguity; uses AI and automation to scale both personal and team output.
• Bonus: experience with two-sided marketplaces, embedded / API distribution, referral channel ecosystems (GPOs, trade associations, franchise networks), or corporate cards and spend management.

Why Engine

Engine is reshaping how businesses experience travel — Engine-only rates, real-time insights, and smart automation in a single platform, backed by Telescope Partners, Blackstone, and Permira. We move fast, we operate lean, and we hold a high bar. If you want to build the team that turns signed partnerships into one of Engine's biggest and most durable revenue engines, join us.

Applications for this role will be accepted through September 20, 2026 or until the role is filled. We encourage you to apply early, as we may begin reviewing applications before the deadline.

Base Pay Range 170000 - 200000 USD