Urban SDK · 13 hours ago
Channel Sales Manager
Jacksonville, FL
Full-time
Onsite
Mid, Senior Level
5+ years expUrban SDK is seeking a Channel Sales Manager to design, launch, and scale a high-impact channel sales program focused on partner-sourced pipeline and revenue growth across state, county, and municipal agencies. The role involves owning the end-to-end partner lifecycle and driving partner-led deal origination and co-selling efforts.
AnalyticsArtificial Intelligence (AI)Civil EngineeringFirst AidGovernmentPublic SafetyPublic TransportationSaaSSmart CitiesSoftware
Hiring Manager
Jonathan Bass
Responsibilities
Design and execute Urban SDK’s channel sales strategy, aligned with annual ARR targets and territory plans
Define partner segmentation and tiering (e.g., reseller, referral, system integrator, data partner)
Build the channel operating model, including:
Partner qualification criteria
Deal registration and rules of engagement
Revenue-share and referral structures
Co-selling and co-marketing motions
Establish clear success metrics for partner-sourced and partner-influenced revenue
Identify, recruit, and onboard high-leverage partners, including:
GovTech resellers and distributors
Systems integrators and consultants
Hardware, data, and infrastructure partners
State and local procurement aggregators
Lead partner onboarding, certification, and enablement programs
Develop partner sales kits, pitch decks, demo narratives, and procurement guidance
Ensure partners can articulate Urban SDK’s value across public safety, transportation, engineering, and planning use cases
Own a partner-sourced pipeline quota tied directly to ARR targets
Drive partner-led deal origination, co-selling, and deal progression
Enforce CRM hygiene and pipeline discipline for all channel-sourced opportunities
Partner closely with AEs, AMs, and SDRs to:
Avoid channel conflict
Accelerate deal cycles
Improve win rates in complex procurement environments
Partner with Sales, Account Management, RevOps, Marketing, and Product to align channel execution
Collaborate with Marketing on:
Joint webinars and events
Partner campaigns
Case studies and reference programs
Provide feedback to Product on partner-driven market needs and expansion opportunities
Forecast channel pipeline and bookings with high accuracy
Track and report on:
Partner-sourced ARR
Partner activation rates
Win rates and sales cycle length
Partner performance by tier
Continuously optimize partner performance through coaching, incentives, and program refinement
Qualification
Required
5+ years of experience in B2B or B2G SaaS sales, with at least 3 years in channel or partnership sales
Direct experience selling into state and local government or GovTech ecosystems
Proven success building and scaling partner-led revenue programs
Strong understanding of public-sector procurement processes
Strong understanding of cooperative purchasing agreements
Strong understanding of multi-stakeholder decision-making environments
Experience working in a quota-carrying role with pipeline and forecast ownership
High proficiency with CRM systems (HubSpot preferred)
Preferred
Prior experience in transportation, public safety, infrastructure, or data analytics SaaS
Existing relationships with GovTech resellers, integrators, or procurement networks
Experience launching a channel program from zero to scale
Comfort operating in a fast-growing, metrics-driven startup environment
Benefits
Annual Bonus
Medical, Vision, Dental, 401(k)
21 Days Vacation
Office Lunch provided Daily
Company
Urban SDK
Urban SDK is a geospatial AI platform for public safety, transportation, infrastructure and administration.
11-50 employees
Funding
Current Stage
Early StageTotal Funding
$5.55MKey Investors
GOVO Venture PartnersTechstars
2024-09-19Series Unknown· $0.98M
2023-07-05Seed
2021-11-30Seed· $2.85M
Leadership Team
Justin Dennis
Co-Founder, COO
Recent News
Seattle TechFlash
2025-07-04
2025-02-15
2024-04-10
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