Director, Channel Sales & Strategic Partnerships



Sales & Business Development
London, UK
Posted on Friday, September 15, 2023

We’re a leading online reviews platform, free and open to all. Our mission is to be a universal symbol of trust. We are well on our way — but there’s still an exciting journey ahead of us. Do you want to join us at the heart of trust?

Overview of the role:

Trustpilot seeks a proven and highly motivated Director of Channel Sales & Strategic Partnerships to oversee the strategy, partner sales, and ongoing development of new and existing partners across the UK, Central Europe and APAC. This role will be based in London and will report to the VP, Commercial. The Director will be a member of the UK Commercial Leadership Team, and Trustpilot’s Global leadership Group. They will directly support a distributed team across the UK, Central Europe and APAC.

What you’ll be doing:

  • Develop the Channel and Partnership Strategy across the UK, Central Europe and APAC. This includes Program priorities and structure, Partner Segments, Value proposition, Partner Tools and infrastructure, people and competencies, Partner enablement
  • Work with regional partnerships counterpart in the US to identify strategic alignment opportunities in the partnerships space to expand reach, foster innovation, optimise ways of working and generate greater value for our partners and Trustpilot

  • Define a channel program, and develop tiering criteria across Enterprise, Mid, and SMB segments

  • Oversee a team that is responsible for selective new partner recruitment, new partner onboarding and activation, partner success and revenue growth

  • Secure partner commitment to quarterly net-new revenue targets, their field sales activation, and buy-in to build a winning proposition wrapped around trustpilot (incl. Consulting, SI and Managed Services propositions)

  • Develop a joint business plan with select strategic partners, with a commensurate Review cadence to ensure execution and avoid channel conflicts.

  • Be accountable for the successful onboarding and activating new partners; Work closely with Internal enablement team to develop certification curriculums for Partners, and with marketing teams

  • Lead and develop a geographically distributed team of Partner managers and Senior Partner Managers

  • Promote a High Performance culture through the delivery of revenue targets at a Trustie and team level.

  • Drive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities

  • Engage & influence Trustpilot resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, Product Liaisons, marketing, etc), Provide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs

Who you are:

  • We are looking for a motivated candidate and proven hands-on Leader in the e-commerce or SaaS spaces.

  • Extensive partnership and/or sales experience

  • A Proven people leader, coach and team developer (Direct and Cross-functional), with track record of collaboration to bring people along a journey

  • Proven record in managing and growing B2B SaaS channel programs with either Media agencies, SIs, VARs, Business Solutions Providers

  • Existing network inside relevant partner ecosystem is desirable

  • Commercial mindset with expert negotiation skills as a persuasive written and verbal communicator

  • Ability to roll up sleeves and take-on assignments to support their team.

  • Strong familiarity with leading CRM and PRM tools

What’s in it for you:

  • A range of flexible working options to dedicate time to what matters to you

  • Attractive compensation package + bonus

  • 28 days holiday plus two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community

  • Rich learning and development opportunities supported through the Trustpilot Academy, LinkedIn Learning and Blinkist

  • Pension and Life Insurance

  • Health cash plan, Online GP, 24/7 Employee Assistance PlanFull access to Headspace, a popular mindfulness app to promote positive mental health

  • Paid parental leave

  • Season ticket loan and a cycle to work scheme

  • Central office location complete with table tennis, a gaming corner with a Nintendo Wii and VR headsets, coffee bars and all the snacks and refreshments you can ask for

  • Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials.

  • Free breakfast and lunch in the office on Tuesdays and Wednesdays along with extra treats throughout the month — think ice cream carts, chocolate fountains and cocktail/mocktail bars, to name a few.

  • Access to over 4,000 deals and discounts on things like travel, electronics, fashion, gym memberships, cinema discounts and more

Still not sure?

We are Open to All, which means we want everyone to feel like they can see themselves at Trustpilot. We're keen to hear about your experiences as well as how you can help to create a fantastic culture for our amazing Trusties. So, don't worry if you're looking at this job description and feel like you don't meet all the requirements, we'd still really like to hear from you!

#LI-Hybrid #LI-IA1

About Trustpilot

At Trustpilot, we’re passionate about our mission to offer a free and open to all review platform, built on collaboration. For consumers, we’re a place to connect with and influence businesses. For companies, we’re a platform for progress; a way to improve and innovate by engaging and collaborating with consumers.

We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be a tangible symbol of trust in an ever-changing world. With vibrant office locations all around the world and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.

Our purpose is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense.

A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go.

Join us at the heart of trust.

Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religion, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.

Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed and stored globally as necessary for the uses and disclosures stated in our Privacy Policy.