Qu · 16 hours ago
Director, Partnerships & Channel Revenue
United States
Full-time
Remote
Director/Executive
7+ years expQu is at the forefront of restaurant technology innovation, seeking a Director of Partnerships & Channel Revenue to drive partner-influenced pipeline and revenue. The role involves building and executing partnership strategies, collaborating with sales teams, and optimizing partner performance to support the company's growth in the QSR and Fast Casual space.
HospitalityInformation TechnologyPoint of SaleRestaurantsSaaSSoftware
Responsibilities
Build and execute Qu’s partnerships strategy focused on partner-influenced ARR and pipeline creation
Define partner segmentation, target partner profiles, and partner engagement models (referral, resale, strategic alliance, ISV, etc.)
Create scalable partner motions that support the direct GTM org with qualified introductions and deal acceleration
Track partner performance and continually optimize based on measurable revenue impact
Identify and onboard new partners aligned to Qu’s ICP and growth priorities
Develop partner enablement programs including sales plays, positioning, pitch materials, and certification paths
Create a repeatable onboarding process that drives partner activation within the first 30–60 days
Collaborate directly with AEs, Sales Engineering, and Sales Ops to drive co-selling engagement and execution
Ensure partners are integrated into account planning and pipeline generation efforts
Support partner-led deal cycles with mutual action plans, executive alignment, and structured follow-ups
Train internal sellers on when/how to leverage partners
Partner with Marketing to build co-marketing programs (webinars, events, campaigns, partner content)
Drive partner-sourced and partner-influenced leads through targeted GTM activities
Represent Qu at partner events, industry conferences, and ecosystem gatherings
Own partner pipeline and revenue forecasting with reporting to CRO and GTM leadership
Define KPIs and dashboards (sourced pipeline, influenced pipeline, influenced ARR, partner activation metrics, etc.)
Establish cadence for partner business reviews and internal stakeholder updates
Qualification
Required
7–12+ years of experience in partnerships, channel sales, alliances, or partner GTM
Proven track record driving partner-influenced revenue in a B2B SaaS environment
Strong understanding of enterprise sales motions and experience operating inside a sales-led organization
Ability to recruit, enable, and scale partners with measurable outcomes
Experience building repeatable partner programs from early stage through growth stage
Excellent executive communication skills and ability to influence without authority
Comfortable working in fast-paced environments with ambiguous inputs and high accountability
Preferred
Experience in POS, payments, enterprise SaaS, hospitality/restaurant tech, or retail tech ecosystems
Existing relationships with relevant strategic partners, integrators, or consultants in the space
Familiarity with Salesforce and partner reporting metrics/attribution models
Company
Qu
The restaurant industry’s leading digital-first POS platform, designed from the cloud down.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$12.87MKey Investors
Enlightened Hospitality InvestmentsCota Capital
2023-11-15Series Unknown
2020-04-03Series B
2019-02-12Series B· $10M
Leadership Team
Niko Papademetriou
Co-Founder
Fernando Fernandez
Chief Technology Officer
Recent News
Verdict Food Service
2026-01-09
Company data provided by crunchbase