About the Role

COOL AI is on a mission to make artificial intelligence accessible, intuitive, and impactful for every business. As we scale our go-to-market engine, channel partnerships are a strategic growth lever-enabling us to reach new markets, verticals, and customer segments faster than a direct-only model could.

The Head of Channel Partnerships will own the full partnership lifecycle: strategy, recruitment, enablement, co-selling, and revenue performance. You will build and lead a high-performing partnerships team, work cross-functionally with Sales, Marketing, Product, and Legal, and be the internal and external face of COOL AI's partner ecosystem. This is a player-coach role for someone who loves closing big deals AND developing the systems, people, and playbooks to scale.
Qualifications
Required

• 8+ years in channel partnerships, alliances, or business development-preferably in a B2B SaaS or AI/ML company
• Proven track record of building and scaling a partner program from early stage to meaningful ARR contribution ($10M+ influenced or sourced)
• Experience recruiting, structuring, and managing partnerships with VARs, GSIs, ISVs, and technology alliances
• Strong commercial acumen: you can structure deals, negotiate contracts, and manage co-sell motions with large channel partners
• Excellent communication and executive presence-you're comfortable presenting to C-suite stakeholders internally and externally
• Proficiency with CRM and PRM tools (Salesforce, PartnerStack, Impartner, or similar)
• Experience working in a US-based entity with an understanding of US go-to-market dynamics

Preferred

• Experience in the AI, ML, or data infrastructure space
• MBA or equivalent advanced degree
• Prior team-building experience (hired and led a partnerships team of 3+)
• Familiarity with AWS, Google Cloud, or Azure marketplace and co-sell programs
• Track record of working with SI partners on large enterprise implementations

Responsibilities & Duties
Strategy & Planning

• Define and own the COOL AI channel partner strategy for the US market, including partner tier model, target partner profiles, and go-to-market priorities
• Develop a 12-24 month partner recruitment roadmap aligned to revenue and market expansion goals
• Establish KPIs for the channel program (sourced ARR, influenced ARR, partner-attached deals, partner-sourced pipeline) and report to CRO quarterly

Partner Recruitment & Onboarding

• Identify, recruit, and sign strategic partners including VARs, managed service providers, GSIs, and technology ISVs
• Lead all commercial negotiations for partnership agreements, working with Legal and Finance
• Design and continuously improve the partner onboarding experience, ensuring partners can sell COOL AI effectively within 30 days of signing

Partner Enablement & Co-Selling

• Build and maintain a partner enablement program including sales training, certification tracks, co-marketing assets, and a partner portal
• Work closely with COOL AI AEs on co-sell motions-setting rules of engagement, joint account planning, and deal registration
• Coordinate with Marketing on partner-focused demand generation, events, and co-branded content

Revenue Ownership

• Own and deliver against a channel-sourced and channel-influenced revenue target
• Forecast partner pipeline weekly with accuracy; escalate blockers proactively
• Manage partner incentive programs (rebates, MDF, SPIFs) within approved budget

Team & Operations

• Hire, develop, and lead a partnerships team as headcount is approved (initial hire: Partner Success Manager and Partner Marketing Manager)
• Select and administer PRM software to manage partner records, deal registration, and enablement content
• Create and maintain a Partner Playbook documenting COOL AI's partner rules of engagement, processes, and best practices

Professional Competencies
Strategic Thinking

Able to synthesize market signals, competitive intelligence, and internal data to build a partner strategy that is differentiated and durable. Sees around corners and anticipates how the ecosystem will evolve.
Commercial Excellence

Highly skilled negotiator who can structure win-win agreements. Understands unit economics and total-contract-value thinking. Balances partner incentives with COOL AI margin requirements.
Relationship Building

Builds authentic, trust-based relationships at all levels-from SDRs at a VAR to the CRO at a GSI. Maintains a strong personal network in the partner ecosystem.
Cross-functional Leadership

Operates as a connective tissue between Sales, Marketing, Product, and Legal. Can influence without authority and drive alignment across competing priorities.
Execution & Accountability

Sets clear goals, builds operational rigor, and holds the team and partners accountable to commitments. Uses data to diagnose and improve performance.
Communication & Presence

Exceptional written and verbal communicator. Can distill complex information into crisp narratives for diverse audiences. Compelling presenter and storyteller.
Cultural Competencies

• Must be able to work primarily between the hours of 9:30 AM - 6:30 PM ET
• Must have a player/coach mentality, willing to both execute and lead
• Ability to juggle multiple projects concurrently and set and meet deadlines

• Skilled at receiving and providing direct feedback
• Collaborative mindset and great teamwork skills
• Entrepreneurial & adaptable; great learning skills
• Curious, research-minded, data-informed
• Able to search for possible solutions and apply them
• Creative confidence
• Proactive communicator
• A sense of humor and a love of online culture
• Thrives in a start-up culture

Benefits

• Competitive Salary
• Health, Dental and Vision Insurance
• Annual Performance Bonus
• Paid Time Off
• Company Holidays
• Flexible work schedule
• 401k

Department Sales Locations US Team Remote status Fully Remote Employment type Full-time