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Head of Channel Development
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Head of Channel Development - B2B SaaS
We’re working with a growing UK SaaS business helping employers simplify compliance, employee development, and workplace wellbeing through one easy-to-use platform. With an established direct-sales model already delivering results, they’re now ready to build a partner channel that can drive the next phase of growth.
This is a chance to take full ownership of a new revenue stream, shape the commercial strategy, and build a successful partnerships function from the ground up.
Role Overview
Location: Leeds/Hybrid (2-3 days per week in the office for initial 3-6 months).
Package: £70,000 - £100,000 per annum, Performance Bonus, Uncapped Commission & Benefits.
Industry: B2B SaaS / HR Technology
What You’ll Be Doing
- Building and delivering a UK-wide channel strategy, identifying the partner segments with the strongest revenue potential.
- Developing commercial propositions for resellers, referral partners, and strategic alliances.
- Proactively identifying, engaging, and securing high-value partners to establish the initial network.
- Designing the partner programme, including commercial agreements, incentives, partner tiers, and engagement processes.
- Creating onboarding, training, and sales enablement materials that help partners confidently position and sell the platform.
- Establishing clear processes for deal registration, pipeline management, forecasting, and revenue attribution.
- Driving partner activation, shortening sales cycles, and turning new relationships into consistent revenue.
- Managing channel performance against key commercial metrics, including MRR, conversion, margins, and customer retention.
- Working directly with the Managing Director and presenting channel performance, opportunities, and recommendations at board level.
- Scaling the programme towards 12-15 strategic partners within the first year, with a target of generating at least 20% of new monthly recurring revenue through the channel.
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Main Skills Needed
- Proven experience in channel sales, partnerships, or partner-led growth within B2B SaaS, ideally across HR Tech, EdTech, compliance, or learning technology.
- A strong track record of building a SaaS partner programme from scratch, rather than simply managing an established network.
- Hands-on experience sourcing, negotiating, and securing commercial partnerships through proactive business development.
- Demonstrable success converting newly signed partners into active, revenue-generating relationships.
- Strong commercial understanding of partner pricing, incentives, revenue models, and margin management.
- Experience developing partner onboarding, enablement programmes, and sales playbooks.
- Confidence managing CRM pipelines, forecasting revenue, and reporting against measurable commercial targets.
- An entrepreneurial mindset, with the ability to operate independently and deliver results without extensive internal resources.
- Excellent stakeholder management skills, with the credibility to influence senior leadership and board-level decisions.
- A results-driven approach, with a clear focus on sustainable revenue rather than simply growing partner numbers.
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What’s in It for You
- Build something from scratch: Take ownership of a brand-new partner revenue function, with the freedom to shape how it operates.
- Genuine commercial influence: Make decisions around partner strategy, pricing, incentives, and growth priorities.
- Direct leadership exposure: Report directly to the Managing Director and influence decisions at board level.
- An established product: Build on a proven SaaS platform and successful direct-sales model rather than starting with an untested proposition.
- Clear ownership and impact: See the direct results of your strategy through partner activation, pipeline growth, and recurring revenue.
- Long-term career progression: Potential to grow the channel into a larger function and take on broader leadership responsibilities.
- Entrepreneurial environment: Join an ambitious, growing business where ideas can be implemented quickly and individual contributions make a real difference.
Big plans. Big impact. Ready to be part of it?
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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