Senior Channel Partnerships Manager
The Rundown AI, Inc., San Francisco, CA, United States
About Parloa
Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience — one where customer support is no longer transactions, but meaningful exchanges.
It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, Allianz, SAP, BarmeniaGothaer and TUI already deploying Parloa at scale.
About the role Parloa is transforming customer experience through AI-powered agents. Our enterprise customers are rethinking how service is delivered across contact centers, digital channels, and global operations, and partnerships are a critical lever in how we scale that transformation.
As the
Sr Channel Partnerships Manager , you will build and scale Parloa’s indirect channel across North America, working with Technology Services Distributors (TSDs) and their advisor ecosystems. This is a high-ownership, build-focused role, where you will define how Parloa activates partners, generates pipeline, and drives revenue through indirect channels.
You will operate at the intersection of ecosystem development, pipeline generation, and go-to-market strategy; working closely with partners and internal teams to turn channel relationships into measurable business impact.
This is your opportunity to build a channel motion from the ground up, shape how Parloa engages with the broader partner ecosystem, and drive meaningful revenue growth through a scalable indirect model.
Areas of ownership
Own and grow relationships with Technology Services Distributors and their advisor networks, positioning Parloa as a go-to solution within the channel
Recruit, onboard, and enable high-potential sub-agents aligned to Parloa’s ICP, ensuring effective positioning in customer conversations
Activate partners to consistently generate qualified pipeline and source net-new opportunities
Partner with Sales to route, prioritize, and advance channel‑sourced deals with clear ownership and alignment
Support partner‑led opportunities in collaboration with Solution Engineering, strengthening early‑stage technical credibility
Define and enforce clear rules of engagement across partners and internal teams, including deal ownership and execution standards
Maintain discipline across deal registration, pipeline attribution, and partner activity tracking with Revenue Operations
Partner cross‑functionally with Marketing, Enablement, and Partner Programs to drive training, engagement, and partner performance
Provide structured field feedback to inform partner programs, incentives, and overall channel strategy
Help build scalable processes, playbooks, and systems to support long‑term channel growth
What Success Looks Like
Partners are consistently sourcing qualified pipeline and bringing Parloa into relevant opportunities
Growth in partner‑sourced pipeline and revenue across North America
A repeatable and scalable channel motion with clear partner engagement and performance standards
Who you are
7+ years of experience in channel partnerships, partner sales, or business development within SaaS or enterprise technology
Proven track record of generating pipeline through indirect partner ecosystems such as TSDs, VARs, or advisor networks
Strong understanding of channel mechanics including deal registration, attribution, partner incentives, and revenue models
Experience working cross‑functionally with Sales, Solution Engineering, and Revenue Operations to drive deal execution
Ability to operate in a high‑growth, build‑focused environment with a strong sense of ownership and accountability
Strong communication and relationship‑building skills with the ability to influence senior stakeholders
Structured and disciplined in managing pipeline, partner engagement, and execution
Travel
Travel expected at approximately 25 to 40 percent
Our recruiting process Talent Acquisition → Hiring Manager → Case Study(s) → Bar Raiser
Why Parloa? We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.
At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.
We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.
Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise‑grade conversational AI.
Compensation for this role is structured as On‑Target Earnings (OTE), consisting of a base salary and performance‑based variable component, in addition to an equity package.
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It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, Allianz, SAP, BarmeniaGothaer and TUI already deploying Parloa at scale.
About the role Parloa is transforming customer experience through AI-powered agents. Our enterprise customers are rethinking how service is delivered across contact centers, digital channels, and global operations, and partnerships are a critical lever in how we scale that transformation.
As the
Sr Channel Partnerships Manager , you will build and scale Parloa’s indirect channel across North America, working with Technology Services Distributors (TSDs) and their advisor ecosystems. This is a high-ownership, build-focused role, where you will define how Parloa activates partners, generates pipeline, and drives revenue through indirect channels.
You will operate at the intersection of ecosystem development, pipeline generation, and go-to-market strategy; working closely with partners and internal teams to turn channel relationships into measurable business impact.
This is your opportunity to build a channel motion from the ground up, shape how Parloa engages with the broader partner ecosystem, and drive meaningful revenue growth through a scalable indirect model.
Areas of ownership
Own and grow relationships with Technology Services Distributors and their advisor networks, positioning Parloa as a go-to solution within the channel
Recruit, onboard, and enable high-potential sub-agents aligned to Parloa’s ICP, ensuring effective positioning in customer conversations
Activate partners to consistently generate qualified pipeline and source net-new opportunities
Partner with Sales to route, prioritize, and advance channel‑sourced deals with clear ownership and alignment
Support partner‑led opportunities in collaboration with Solution Engineering, strengthening early‑stage technical credibility
Define and enforce clear rules of engagement across partners and internal teams, including deal ownership and execution standards
Maintain discipline across deal registration, pipeline attribution, and partner activity tracking with Revenue Operations
Partner cross‑functionally with Marketing, Enablement, and Partner Programs to drive training, engagement, and partner performance
Provide structured field feedback to inform partner programs, incentives, and overall channel strategy
Help build scalable processes, playbooks, and systems to support long‑term channel growth
What Success Looks Like
Partners are consistently sourcing qualified pipeline and bringing Parloa into relevant opportunities
Growth in partner‑sourced pipeline and revenue across North America
A repeatable and scalable channel motion with clear partner engagement and performance standards
Who you are
7+ years of experience in channel partnerships, partner sales, or business development within SaaS or enterprise technology
Proven track record of generating pipeline through indirect partner ecosystems such as TSDs, VARs, or advisor networks
Strong understanding of channel mechanics including deal registration, attribution, partner incentives, and revenue models
Experience working cross‑functionally with Sales, Solution Engineering, and Revenue Operations to drive deal execution
Ability to operate in a high‑growth, build‑focused environment with a strong sense of ownership and accountability
Strong communication and relationship‑building skills with the ability to influence senior stakeholders
Structured and disciplined in managing pipeline, partner engagement, and execution
Travel
Travel expected at approximately 25 to 40 percent
Our recruiting process Talent Acquisition → Hiring Manager → Case Study(s) → Bar Raiser
Why Parloa? We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it.
At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them.
We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one.
Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise‑grade conversational AI.
Compensation for this role is structured as On‑Target Earnings (OTE), consisting of a base salary and performance‑based variable component, in addition to an equity package.
#J-18808-Ljbffr