International Channel Sales Director in Milton, Cambridgeshire

International Channel Sales Director,SaaS, Cambridge, to £100,000+ & Hybrid

The Director of International Channel Sales will design, execute, and scale global indirect routes-to-market across key international territories  especially EMEA. This executive role is responsible for driving annual recurring revenue (ARR) growth through strategic partner recruitment, cloud marketplace acceleration, and channel enablement. You will lead a high-performing international team, managing partnerships with Global Systems Integrators (GSIs), regional Value-Added Resellers (VARs), Managed Service Providers (MSPs), and cloud hyperscalers.

Core Responsibilities

• SaaS Channel Strategy: Develop and execute an international indirect GTM strategy focused on driving predictable, high-retention ARR, net revenue retention (NRR), and partner-led customer acquisition.

• Hyperscaler & Marketplace Growth: Drive and optimize co-sell motions through major cloud marketplaces (e.g., AWS Marketplace, Microsoft Azure Marketplace, GCP Marketplace) to accelerate cross-border transactions.

• Partner Ecosystem Recruitment: Identify, onboard, and manage relationships with tier-1 international distributors, boutique regional partners, and services-led systems integrators.

• Enablement & Certification: Establish robust, scalable partner certification frameworks covering technical implementation, localized product messaging, and co-selling practices.

• Channel Governance & Conflict Management: Enforce strict rules of engagement, deal registration policies, and margin structures to ensure harmony between direct enterprise sales teams and international partners.

• Data-Driven Forecasting: Own the international partner pipeline, using CRM and PRM data to provide precise quarterly forecast metrics to executive leadership.

• Compliance & Data Privacy: Partner with Legal and Operations to ensure international channel contracts comply with SaaS compliance frameworks, regional SaaS tax regulations, and data privacy regulations (e.g., GDPR, CCPA).

Required Qualifications

• Experience: 8–10+ years of B2B enterprise software sales experience, with at least 5 years specifically leading international SaaS channel sales or alliance teams.

• SaaS Acumen: Deep understanding of SaaS business metrics, including ARR, LTV, CAC, NRR, churn, and consumption-based pricing models.

• Marketplace Expertise: Proven track record of operationalising co-sell programs with cloud hyperscalers and leveraging marketplace credits (e.g., AWS MADA/EDP) to close deals.

• International Track Record: Demonstrated experience scale-up indirect sales pipelines across multiple continents, regularly exceeding multimillion-dollar quotas.

• Tools & Analytics: High proficiency in Salesforce (or equivalent CRMs), modern PRM platforms (e.g., Impartner, Crossbeam), and pipeline verification systems.

• Travel Flexibility: Willingness to travel internationally up to 40% for regional partner summits and strategic quarterly business reviews (QBRs).

Preferred Skills

• Existing executive-level networks within top-tier global IT distributors (e.g., Ingram Micro, Arrow, TD SYNNEX) and GSIs models.

• Multi-lingual capabilities or extensive professional experience living and working in major international tech hubs.