Director, Channel Partnerships

Reddit is a community of communities. It’s built on shared interests, passion, and trust, and is home to the most open and authentic conversations on the internet. Every day, Reddit users submit, vote, and comment on the topics they care most about. With 100,000+ active communities and approximately 116 million daily active unique visitors, Reddit is one of the internet’s largest sources of information.

We are looking for an experienced Sales Director to lead our Global Channel Partnership business. Global Channel Partners resell ads on behalf of Reddit, giving us a presence in markets where we don't operate a direct sales team. We currently operate via channel partners in 50+ markets globally spanning from APAC, Eastern Europe, MENA, as well as emerging in Latam. We are only at the beginning of what our Global Channel Partner business can become, and we are looking for an experienced leader who will lead and accelerate our growth via partners: expanding our network, redefining sales strategies, creating a culture of high performance and growth.

This role is the face of our Global Channel Partners business, creating strong relationships with our partners, injecting a culture of sales and rigor, and representing us on international stages. You will inspire the internal and cross-functional teams on the opportunity of partners, ensure their support, and enable partners to find success as an extension of our core sales teams. You have incredible sales acumen, a relentless bias toward action, and will continue to look for opportunities to expand or grow even faster with our partners. You want to win and keep your partners accountable to sales targets.

Your team leads every aspect of these partnerships, including contract negotiation, partner education, day-to-day vendor management, process creation, and scaling to new channel partners - all with the goal of increasing our international ads revenue. The leader we’re looking for has experience building out a scalable reseller partnerships program and can effectively motivate outsourced teams to succeed.

Responsibilities

• Define the playbook: Set the sales strategy and tactics for global channel partners implementing a comprehensive sales strategy to drive revenue growth via Channel partnerships globally.
• Build and maintain relationships with C-levels & VPs at our partners: constantly ensure advocacy for Reddit at our partners, gather feedback to understand their needs and how Reddit can be best positioned at our partners to create a win-win for both.
• Negotiate (and renegotiate) complex partnership agreements to align with Reddit’s expansion strategy and build in tactics to manage for sustainable growth.
• Expand partner network and identify additional investments for growth or efficiency such as leveraging AI tooling, API integrations.
• Build a strong sales rigor at our partners: set clear targets, leading our partners to exceed established revenue targets both by creating the sales strategy, tracking key metrics, and accountability in pipeline management.
• Manage, coach & develop a team of partner managers to deliver on ambitious revenue targets and building successful partner relationships.
• Advocate for channel partners internally and build a robust infrastructure to grow & enable partners.
• Work together with Sales Leadership, Sales Operations, and Marketing Leadership to create scaled end-to-end programs and sales initiatives, collaborate with Product and Marketing to provide feedback and insights, drive product enhancements and new product launches.
• Stay up to date with industry trends, market dynamics, and competitive landscape to identify new opportunities and ensure the team is working on the highest impact.
• Represent Reddit in the channel partner markets by speaking at key industry events.
• Collaborate with the wider International leadership team to drive scale & growth across all international markets by setting a joint strategy, balancing resources, and building for scalability.
• Travel required.

Qualifications

• 12+ years experience in digital media, with 7+ years of people management experience within digital media sales.
• Proven background in building complex reseller partnerships from the ground up.
• Experience leading a team to sell into reseller partners with a history of exceeding revenue targets.
• Deep familiarity with the channel partner and ads reseller ecosystem.
• Has a customer-centric approach, a strong sales mentality, and commercial acumen.
• Demonstrated expertise in building and cultivating relationships with senior decision-makers at the C-Suite and VP Level.
• Tenacious and entrepreneurial approach to working through product, process, and client challenges.
• Genuine passion for mentoring others with a track record of successfully fostering career growth for those on your team.
• Strategic thinker who can connect the dots between market trends, client needs, and unique platform capabilities to identify lucrative business opportunities.
• Strong sales rigor & pipeline management.
• Strong analytical and problem-solving skills, with the ability to apply those insights to overcome or anticipate headwinds and ensure team is working on top priority opportunities.
• An action-oriented leader who can break down a complex strategy into an actionable plan that will allow your team to execute successfully.
• Ability to work in a fast-paced and unstructured work environment while managing change effectively.
• Demonstrated high achievement against sales targets.
• Prior startup or high-growth experience preferred, builders wanted!

Benefits

• Global Benefit programs that fit your lifestyle, from workspace to professional development to caregiving support.
• Family Planning Support.
• Gender-Affirming Care.
• Mental Health & Coaching Benefits.
• Group Personal Pension Scheme with Employer match.
• Private Medical and Dental Scheme.
• Income Replacement Programs.
• Bike to Work scheme.
• Flexible Vacation & Paid Volunteer Time Off.
• Generous Paid Parental Leave.