Senior Channel Sales Director - IoT & Connectivity Growth in Columbus
Career & Market Insight
Role Level & Market Positioning
This is a senior individual contributor role (8–12+ years required) in channel/partner sales — a niche and highly valued specialty in the B2B SaaS and connectivity space. Market compensation for this level in the US typically ranges from $160,000–$220,000+ OTE (base + commission), depending on quota size and geography. The absence of posted salary is a yellow flag for candidates evaluating competitiveness.
Skills You'll Build
- Channel go-to-market strategy in a high-growth, pivoting company
- Co-sell execution with MSPs, global SIs, and IoT ecosystem partners
- C-suite stakeholder management and executive alignment
- Pipeline forecasting and revenue ownership in an indirect model
These are highly transferable, in-demand skills in the IoT, telecom, and enterprise SaaS sectors — particularly as more companies shift to partner-led growth models.
Culture & Growth Signals
Webbing is in a strategic pivot to a channel-first model, meaning this hire is foundational — not incremental. That's a green flag for high-impact, high-visibility work, but also means you'll be building infrastructure without a fully established playbook. Suited for builders, not maintainers.
Red Flags to Watch
- No salary transparency — negotiate carefully given the quota-carrying nature
- "Fast-paced, high-growth" language can signal under-resourcing or rapid change
- Ensure partner program maturity is assessed before accepting quota commitments
About Webbing
Webbing delivers carrier-grade, software-driven, AI-powered global cellular connectivity powering mission-critical applications across 600+ networks in 190+ countries. Founded in early 2010, Webbing is a global data MVNO that delivers enterprise-grade, global connectivity and IoT services across more than 200 countries and 600+ mobile carriers' networks. Webbing's secured network delivers network protection and web content intelligence.
Enterprise customers can manage, monitor, and optimize data usage in real-time with Webbing's powerful software platform — gaining visibility by application type and the power to whitelist applications and limit non-business applications with the click of a button, saving money and improving compliance.
The Opportunity
Webbing is pivoting to a channel-first go-to-market model, making partners a primary driver of global growth. This is a senior, high-impact role focused on scaling revenue through a defined set of strategic partners — turning them into predictable, high-performing growth engines.
This is not a relationship management role. This is a revenue-first, quota-carrying role through partners.
The Role
You will own a portfolio of strategic channel accounts, driving pipeline, deal execution, and revenue growth in partnership with their sales teams.
What You'll Do
- Build and execute joint sales plans with strategic partners
- Sell alongside partner sellers to create pipeline and close deals
- Own and drive pipeline, forecasting, and revenue performance
- Lead programmatic demand generation with Partner Marketing
- Drive KPIs and executive alignment (including C-suite)
- Run QBRs and long-term strategic planning
- Embed Webbing into partner offerings — "Webbing inside" their portfolio
What We're Looking For
- 8–12+ years in channel, partner sales, or ecosystem roles
- Proven ability to drive revenue through partners (co-sell + close)
- Experience with MSPs, IT/OT resellers, IoT partners, or global SIs
- Strong ability to influence partner sales teams and drive accountability
- Track record of building pipeline and closing deals through partners
- High commercial intensity with strong execution discipline
Who You Are
- A partner seller, not a partner manager
- A builder of revenue engines, not relationships alone
- Comfortable operating like a direct seller through an indirect model
- Thriving in a fast-paced, high-growth environment
What We Offer
- Professional development within a reputable, international, innovative, and growing company
- A team of highly professional specialists in an international environment
- Fully remote role
- Medical benefits
Frequently Asked Questions
Is this role truly fully remote, or are there office requirements?
What types of partners will I be working with in this role?
Is there a quota attached to this position?
What level of experience is required for this role?
What does Webbing offer in terms of compensation and benefits?
