Director of Channel Partnerships, Zapier
$231.8-347.7k
+ offers equity + offers bonus. Canada CA$231.8K – CA$347.7K + offers equity + offers bonus
More information about location
Workflow automation service
Be an early applicant
Workflow automation service
501-1000 employees
Be an early applicant
$231.8-347.7k
+ offers equity + offers bonus. Canada CA$231.8K – CA$347.7K + offers equity + offers bonus
More information about location
501-1000 employees
Company mission
Zapier's mission is to Make Automation Work for Everyone!
Role
Who you are
- You've led at scale. You have 10+ years of experience in channel partnerships, partner sales, or alliances, including leading teams from ICs to senior managers. You've turned market insights into strategies that delivered measurable business impact
- You're strategic and revenue-minded. You've owned partner-sourced and partner-influenced revenue targets, designed coverage and capacity models, and built the accountability frameworks that connect partner activity to ARR
- You embrace AI. You don't just use AI tools, you design workflows, build agents, and create playbooks with them. You leverage AI to synthesize partner insights, automate reporting, and shape go-to-market strategies that scale
- You're a channel program architect. You've built tiering structures, benefit frameworks, co-sell/co-market motions, and enablement programs that attract, retain, and activate high-performing services partners
- You're a partner ecosystem builder. Your foundation is in services and consulting partners, and you have a clear point of view on how to evolve into large SIs, alliances, and hyperscalers as the program matures
- You bring financial acumen. You can model partner economics, build business cases, and translate partner-sourced and partner-influenced activity into pipeline and ARR impact for executive audiences
- You're an exceptional communicator and cross-functional operator. You synthesize complex opportunities into clear narratives and drive planning and alignment across Sales, Solution Architects, Customer Success, Partner Operations, Partner Marketing, Finance, Legal, and Product
- You're can define and size new services opportunities. You know what a strong partner services practice looks like, and build the case for why Zapier is the right platform to build it on
- You lead from the front. You're comfortable directly managing high-potential partner relationships when the stakes call for it, using those relationships to model the standard and shape program strategy
- You're data-driven. You set goals, measure outcomes, and adapt based on insights. You build the reporting that gives leadership clear visibility into partner-sourced and partner-influenced business impact
- We encourage you to apply even if your skills and experiences don’t exactly match the job description
What the job involves
- We are seeking an experienced and visionary Director, Channel Partnerships to lead our channel partner strategy and team at Zapier
- Zapier's Ecosystems & Channels organization sits at the center of our go-to-market strategy. With 8,000+ partner integrations, our network of Solution Partners, and a rapidly expanding AI ecosystem, we drive impact by enabling partners and opening new growth pathways for Zapier, our partners, and our customers
- As Director of Channel Partnerships, you'll lead a team accountable for building and scaling channel motions that directly influence enterprise and upmarket ARR
- This is a highly strategic leadership role accountable for the end-to-end channel partnership function, including strategy and execution across Solution Partners, experimental partnership motions, and an expanding hyperscaler footprint that includes AWS Marketplace
- You'll own the revenue target for these partner routes to market, define how we recruit, enable, and grow our channel partner ecosystem, and drive the cross-functional execution that turns partner relationships into measurable business outcomes
- Set channel partnership strategy. Own the strategy and revenue targets across Solution Partners, experimental motions, and hyperscalers, including coverage models, partner prioritization, and program investment
- Lead, develop, and set a high bar for the organization. Hire, coach, and develop the Channel Partnerships team. Serve as a player-coach, personally owning select high-potential partner relationships to model the standard and surface insights that shape strategy
- Design and manage partner programs. Build and evolve program infrastructure including tiering, incentive structures, co-sell and co-market frameworks, recruitment, onboarding, enablement that activates and drives scalable partner performance
- Define and size the services opportunity. Build the business case and framework for partner-delivered services, including what strong services practices look like and how to enable partners to build profitable services revenue around the Zapier platform
- Own partner-sourced and partner-influenced ARR. Connect channel activity to ARR and pipeline through clear metrics and accountability frameworks. Provide accurate forecasting to senior leadership on performance, trends, wins/losses, and competitive dynamics
- Drive GTM, technical, and internal alignment. Work across Sales, Solution Architects, Customer Success, Technical Account Managers, Marketing, and other internal teams to embed channel motions into the enterprise sales process
- Drive partner demand generation. Collaborate with Partner Marketing to develop and execute joint demand-generation, promotional, and campaign initiatives through and with partners
- Expand the channel footprint. Lead expansion into international markets, AWS Marketplace and future hyperscaler programs. Test new channel models and GTM approaches that broaden Zapier's channel presence
- Ensure a strong customer experience through partners. Support escalations, resolve issues in partner-delivered engagements, and hold a high bar for consistent customer experience across the channel
- Measure impact and assess market dynamics. Evaluate the ROI of channel efforts and track emerging trends, partner opportunities, and competitive moves to keep Zapier's strategy ahead of the market
- Champion AI-first approaches. Model the use of AI in pipeline management, partner enablement, opportunity analysis, and team workflows, raising the bar for fluency and adoption across the team
- Invest in tools, processes, and enablement that lead to outsized impact for Zapier
- Challenge the status quo and effect positive organizational change outside of mandated work
- Provide support to other Zapiens, spread knowledge, and develop/mentor teammates outside formal reporting structures
Our take
Even before remote working became the "in thing", freelancers, small business owners, and large organisations have found themselves needing more and more software platforms to serve their operational needs. As people used more software services, Zapier founders saw the need to connect the actions between these software and save everyone some time.
Zapier is the largest integration and automation tool for businesses. Since its founding, Zapier has grown its suite of automation offerings across almost every mainstream software service. The company is one of the most successful to come out of Y Combinator and has also been a pioneer of remote working.
Zapier has so far been able to capitalise heavily on its advantage as one of the first entrants and has had very little actual competition. Software services aren't going anywhere anytime soon, and organisations are only going to need more of them. This puts Zapier in a strong position for growth, but also opens up room for bolder companies to get in on the action. Companies like Airtable and Integromat are already preying on more niche segments of Zapier's market share.
Freddie
Company Specialist at Welcome to the Jungle
Insights
38% employee growth in 12 months
Company
Funding (2 rounds)
Oct 2012
$1.3m
SEED
Sep 2012
$0.2m
SEED
Total funding: $1.5m
Company benefits
- Work from anywhere
- Bonus program
- Unlimited vacation policy
- Great healthcare + dental + vision coverage*
- Retirement plan with company match*
- Stock options for every Zapien**
- 2 annual company retreats to awesome places
- 14 weeks paid leave for new parents
- Home office setup stipend
- Professional development allowance
Additional info
- As a fully remote company with 800+ team members across 40+ states, 38 countries, and 18+ timezones, we’ve adopted a culture of asynchronous work. This work style allows teams to collaborate effectively across locations, time zones, skills, and each individual’s energy levels, and empowers employees to work in a setting that fits their needs. In practice, we live on Slack, with most conversations in public channels. It mimics the open-office feel and allows everyone to search the chat logs if they need to find something that happened when they weren’t around
Leadership
Wade Foster
(Co-Founder & CEO)Prior to co-founding Zapier, wasEmail Marketing Manager with Veterans United Home Loans, and Customer Development Lead at The Idea Works.
Bryan Helmig
(Co-Founder & CTO)Was previously Product Dev/Manager at Veterans United Home Loans.
Mike Knoop
(Co-Founder)Was CPO and Head of Labs at Zapier before becoming President. Previously was a Graduate Research at the University of Missouri.
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