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Head of Channel Development
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Head of Channel Development – B2B SaaS
Permanent | £70,000–£100,000 + Performance Bonus + Uncapped Commission & Benefits
Location: Leeds | Hybrid (2–3 days per week in the office initially)
We’re partnering with a growing UK B2B SaaS business to appoint an experienced Head of Channel Development.
With an established direct-sales model already delivering results, the business is now looking to build a successful partner channel that can drive its next phase of growth.
This is an exciting opportunity to take full ownership of a brand-new revenue stream, shape the commercial strategy and build a high-performing partnerships function from the ground up.
The Opportunity
As Head of Channel Development, you’ll be responsible for developing and delivering a UK-wide channel strategy, identifying the right partner segments and building a network capable of generating sustainable recurring revenue. You’ll have significant autonomy across partner acquisition, commercial propositions, programme design, enablement and performance, working directly with senior leadership to shape the direction of the channel. This is a hands-on commercial leadership role suited to someone who has successfully built a SaaS partner programme from scratch and enjoys combining strategy with proactive business development and delivery.
Key Responsibilities
- Building and delivering a UK-wide channel strategy focused on the partner segments with the strongest revenue potential.
- Identifying, engaging and securing high-value resellers, referral partners and strategic alliances.
- Developing compelling commercial propositions for different partner types.
- Designing the partner programme, including commercial agreements, incentives, partner tiers and engagement processes.
- Creating onboarding, training and sales enablement materials to help partners effectively position and sell the platform.
- Establishing clear processes for deal registration, pipeline management, forecasting and revenue attribution.
- Driving partner activation and turning newly established relationships into consistent revenue.
- Managing channel performance across key commercial metrics including MRR, conversion, margins and customer retention.
- Working closely with senior leadership and presenting channel performance, opportunities and recommendations at board level.
- Scaling the programme towards 12–15 strategic partners within the first year.
- Working towards generating at least 20% of new monthly recurring revenue through the partner channel.
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About You
You’ll be an experienced channel sales or partnerships leader with a strong track record of building partner-led growth within a B2B SaaS environment. You will also have:
- Proven experience in channel sales, partnerships or partner-led growth within B2B SaaS.
- Experience within HR Tech, EdTech, compliance or learning technology would be highly advantageous.
- A strong track record of building a SaaS partner programme from the ground up.
- 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.
- Excellent stakeholder management skills with the credibility to influence senior leadership and board-level decisions.
- An entrepreneurial and results-driven approach, with the ability to operate independently and build sustainable revenue.
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Why Apply?
This is a fantastic opportunity to build and own a new commercial function within an ambitious and growing SaaS business. In return, you’ll benefit from:
- £70,000–£100,000 salary.
- Performance bonus and uncapped commission.
- Hybrid working in Leeds.
- Full ownership of a brand-new partner revenue function.
- Significant influence over partner strategy, pricing, incentives and growth priorities.
- Direct exposure to senior leadership and board-level decision-making.
- The opportunity to build on an established SaaS product and successful direct-sales model.
- Clear long-term progression as the channel and wider function continue to grow.
- An entrepreneurial environment where ideas can be implemented quickly and individual contributions have a visible commercial impact.
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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