Channel Sales Director

Who We Are SmartRent (NYSE: SMRT) is revolutionizing how people live and work with the industry’s only end-to-end platform designed for the rental housing industry. By uniting purpose-built software, integrated hardware and full implementation and support in one ecosystem, we help owners and operators simplify operations, cut costs and deliver exceptional resident experiences. Recognized by Deloitte, HousingWire and the PropTech Breakthrough Awards, SmartRent is shaping the future of property technology and redefining what it means to make rental housing smarter. Job Description The Channel Sales Director is a key leadership role responsible for driving indirect revenue growth through a high-performing partner ecosystem. Reporting to the Chief Revenue Officer, you will be the primary owner of our channel program, overseeing partner relationships and developing the strategies that expand our market presence. Success in this role requires a strategic, results-oriented approach and the ability to build scalable, predictable revenue through complex partner environments. Responsibilities Develop and execute the annual channel sales strategy, aligning it with company-wide revenue targets. Identify untapped market opportunities and define the partner recruitment strategy to penetrate them. Design and own partner programs, including tier structures, discount levels, and deal registration policies. Own the channel revenue forecast and hold partners accountable to KPIs and pipeline commitments. Lead Quarterly Business Reviews (QBRs) with top-tier partners to drive alignment on revenue goals and growth initiatives. Establish clear frameworks for managing channel conflict between direct sales teams and external partners. Partner with Sales Enablement to define the readiness standard and ensure partners can effectively pitch, demo, and close. Serve as the internal champion for the channel program, driving cross-functional alignment across Sales, Marketing, and Operations. Shape the demand generation strategy with Marketing, equipping partners with scalable, deployable campaign assets. Required Qualifications 5–10 years in Channel Sales or Business Development, with at least 3 years in a leadership role within the SaaS/Hardware/Tech industry. Proven history of meeting or exceeding multi-million dollar quotas through indirect channels. Ability to toggle between high-level strategy and the "boots on the ground" tactical work of closing a partner deal. Exceptional negotiation skills and the ability to influence C-level executives at partner organizations. #LI-Remote We Put Our Employees First We offer a comprehensive and competitive benefits package designed to support your well-being and future. For our US employees, this includes medical, dental, vision, and life insurance with low deductibles and 75–100% employer contributions. We also provide flexible and generous PTO (because we know how important work-life balance is), a competitive 401(k) with employer contributions, paid parental leave, discounted insurance plans for pets and legal services and an employee stock purchase plan to help you invest in your future. You’ll fit right in if you: Do the hard work and go out of your way to deliver excellence Own outcomes and learn from your mistakes Are a collaborative and supportive team player—win or lose, you lift others up Value authenticity, diverse perspectives, and inclusion in the workplace Have a passion for smart tech and the real estate industry