Director, Channel Sales

About the role

We are seeking a high-impact, results-driven Channel Sales Director - EMEA to lead and scale our channel ecosystem across the region. This is a senior leadership role with a strong hunter mentality and a proven ability to drive revenue growth through partners.

The successful candidate will own the EMEA channel revenue number, lead and develop a team of Channel Sales Managers, oversee quota management and performance execution, and drive excellence across our Partner Academy and Partner Operations functions. This role requires a strategic thinker who is equally comfortable closing complex deals, building executive partner relationships, and leading high-performing teams.

Who we are

Join the fintech revolution with Mambu, the leading SaaS cloud banking platform. We're on a mission to make banking better for a billion people.

What you’ll do

Revenue Growth & Channel Expansion

• Own and deliver the EMEA channel revenue target.
• Develop and execute a high-impact channel strategy aligned to company growth objectives.
• Identify, recruit, and activate high-value strategic partners across EMEA.
• Personally engage in complex, enterprise-level deal cycles with key partners.
• Drive pipeline generation, partner-led demand creation, and deal acceleration.
• Establish clear performance metrics and accountability frameworks for partner contribution.

Leadership & Team Development

• Lead, coach, and scale a team of Channel Sales Managers across EMEA; set clear quotas, KPIs, and performance standards for the channel organization.
• Foster a culture of accountability, high performance, and commercial discipline.
• Build leadership bench strength and succession plans within the region.
• Partner with Sales, Marketing, Product, and Customer Success to ensure aligned execution.

Partner Ecosystem & Enablement

• Oversee the Partner Academy to ensure scalable onboarding, enablement, and certification programs; ensure partners are equipped to sell, implement, and support core banking solutions effectively.
• Lead the Partner Operations team to ensure contract execution, deal registration, and operational excellence.
• Continuously refine partner tiers, incentives, and engagement models to maximize ROI.

Executive Engagement

• Build C-level relationships with strategic partners and represent the EMEA channel organization internally and externally.
• Contribute to global channel strategy and executive planning discussions.

What you’ll bring

• 10+ years of enterprise software sales experience, with significant channel leadership exposure.
• Proven track record of exceeding revenue targets through indirect sales models.
• Experience in SaaS, fintech, banking technology, or core banking.
• Demonstrated success leading geographically distributed teams across EMEA.
• Natural “builder” with the ability to scale teams, processes, and partner ecosystems; data-driven leader with rigorous forecasting and pipeline management skills.
• High emotional intelligence and executive presence.
• Relentless focus on revenue growth and new partner acquisition.
• Comfortable engaging in complex, multi-stakeholder enterprise sales cycles.

What you’ll get

• Competitive base salary
• Company equity for all
• Learning and development opportunities
• Hybrid/Remote working (location dependant)
• 30 day working abroad
• 4 week paid sabbatical after 5 years service
• Additional benefits based on location

As part of the recruitment (or HR onboarding) process, you will be required to obtain authorized criminal background and credit screening results, as well as be queried against a sanctions/anti-money-laundering/counter terrorism financing/politically exposed persons screening service and your employment is conditional upon approval of these results.