Director of Global Channel Sales, Fivetran
$158.5-198.1k
+ Restricted stock units
Data integration solutions
Open for applications
Data integration solutions
1001+ employees
Open for applications
$158.5-198.1k
+ Restricted stock units
1001+ employees
Company mission
Fivetran's mission is to solve the hardest part of building a data-driven company: centralising all your data in one place.
Role
Who you are
- Extensive experience in developing and executing successful channel sales strategies, with a strong understanding of reseller dynamics and partner ecosystems within the SaaS industry
- Exceptional interpersonal and communication skills to build and maintain strong relationships with channel partners, ensuring alignment and mutual growth
- Demonstrated ability to lead and mentor a small sales team, fostering a collaborative environment that drives performance and motivates team members to achieve their goals
- Strong analytical and problem-solving abilities to assess market trends, partner performance, and sales metrics, enabling data-driven decision-making to optimize channel strategies
- Experience in creating and implementing sales training programs and tools that empower partners to position and sell the product effectively, driving revenue growth and partner success
What the job involves
- As the Director of Channel Sales at Fivetran, you will play a pivotal role in driving our growth strategy by developing and managing a robust channel partner ecosystem
- You will be responsible for identifying and onboarding new reseller partners, fostering strong relationships with existing ones, and creating effective sales enablement programs that empower our reseller partners to succeed
- Your strategic vision and leadership will guide the team in achieving sales targets and expanding our market reach, all while ensuring alignment with our company’s values and objectives
- As our business scales, you will hire a global team
- Manage global resell initiative and hire a team of Channel Account Executives in the Americas and APAC
- Identify, recruit, and activate up to 20 resellers in AMER to drive reseller pipeline and incremental bookings
- Own and drive a Partner strategy that supports Fivetran’s growth aspirations, initially focusing on the Americas, but extending globally over time
- Be responsible for building out a resell partner ecosystem with a clear focus on incremental revenue to Fivetran across a variety of national and regional partners (CDW, SHI, Perficient, regional resellers)
- Recruit, hire, and manage a global channel account executive team based on success criteria
- Player / coach initially - responsible for partner development and management in H1 FY26 before hiring a Channel AE
- Own channel sales number and drive pipeline alongside Fivetran AEs and resellers in Year 1
- Engage regularly with Fivetran field teams and leadership to align on territory based partner strategy, resources, and execution
Our take
After a few slower years since graduating from Y Combinator in 2013, Fivetran has skyrocketed, consistently raising large sums of funding, including an Andreessen Horowitz-backed $565m Series D round in 2021.
Customers are mostly data analysts at companies with inefficient database schema, who suffer from a high risk of project failures. Fivetran offers rapid integration of complex data services into cloud warehouses, tagging onto the trend towards cloud-based data systems.
By developing and continuously improving cloud applications that adapt to changing APIs and data schemas, Fivetran is attracting customers who seek long-term data viability. Fivetran also benefits from being easy to set up and integrate into a client's existing software.
After acquiring HVR, a data integration competitor, and Teleport Data, Fivetran continues to add functionality and customers via acquisition. A round of funding in 2023 paved the way for expansion into European and Asian markets.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2021
$565m
SERIES D
Jun 2020
$100m
SERIES C
Total funding: $727.6m
Company benefits
- 100% paid Medical, Dental, Vision and Basic Life Insurance. Benefits begin on your first day!
- Option of Health Savings Account (HSA) or Flexible Savings Account (FSA)
- Generous paid time off (PTO) plus paid sick time, holidays, parental leave, and volunteer days off
- 401k match program
- Eligible donation match program
- Monthly cell phone stipend
- Work-from-home equipment reimbursement for your home office setup!
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team building activities
- Commuter benefits to help with transit and parking costs
- Employee Assistance Program (EAP)
- Referral Bonuses
- Stock equity -- every employee is granted stock options when they walk in the door
- Annual Camp Fivetran trip that brings together every employee from around the world
Company values
- Preserve your integrity, even when it's hard
- Take the initiative
- Trust each other
- Nurture diversity, equality and inclusiveness
- Lead, don't follow
- One team, one dream
Company HQ
Downtown, Oakland, CA
Articles
Leadership
George Fraser
(CEO)PhD in Neurobiology from the University of Pittsburgh
Taylor Brown
(COO)Studied Business Administration (focusing on design strategy) at California College of the Arts to Masters level
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