Channel Sales Director

Los Angeles, California, United States | Full-time


Role Summary:

This is an opportunity in the exciting and fast-growing transportation technology industry.  You’ll join a small and rapidly growing sales team and massively lift the company’s growth trajectory. 

As a Channel Sales Director, you’ll be responsible for developing the strategy and execution for onboarding and managing channel partners. You will be directly responsible for targeting, securing, onboarding, and developing our channel partner relationships. This position will work cross-functionally with our sales, customer success, and marketing teams to increase our channel partners' commercial success. Within the role, you will manage the negotiation of service agreements, support onboarding and training of partners, establish marketing development and cooperative advertising programs, developing and adopting partner support tools and solutions, and working with our sales team to drive our partners' commercial success and adoption of the RideCo platform.

Your day-to-day responsibilities will include:

  • Strategy: Develop a channel strategy focusing on market segment, geography, product, pricing objectives, and Channel Partner verticals
  • Prospect and Qualify: Research and contact high-quality Channel Partner prospects through various channels including email, phone, LinkedIn, and industry tradeshows. Qualify opportunities that are catalyzed by partnerships. Map all key stakeholders within a Channel Partner and document relationship status
  • Educate: Understand potential Channel Partners’ pain points and articulate our value proposition by providing presentations, product demonstrations, case studies, and relevant content. Help potential partners and public transit clients in shaping RFP requirements before publication
  • Customer Success: Work directly with sales and customer success teams to provide cadenced updates on project status, KPIs, and recommendations. Field and resolve feedback from Channel Partners on technology, service delivery, or support
  • Grow Existing Channel Partner Accounts: Execute our land-and-expand business model. Build broader relationships within existing partnerships across various departments and stakeholders.  Convert pilots into full-scale deals. Convert at-scale deals into even larger deals through expansion to new areas and use cases for the transit agencies
  • Collaborate: Engage with co-workers in the product and operations teams to address clients’ questions and build proposals tailored to client requirements. Collect insights or concerns from the market and feedback to marketing and product teams, to help continuously improve the product, content, and sales playbook. Document your activities on the CRM system
  • Develop Collateral: Support joint proposals tailored to Channel Partners or RFP requirements, adapting our existing proposal templates and leveraging help from team members to build customer-specific financial and operating models. Develop and execute marketing and advertising programs for and with our Channel Partners. Work with marketing communications to develop tools and materials used to support Channel Partner needs
  • Win Deals: Coordinate all aspects of closing including contract review (with legal & finance), negotiating terms, and securing signatures

Preferred qualifications:

  • Proven track record in business development/sales in one or more of the following: enterprise software, SaaS, public transit, transportation services, management consulting
  • Willing and able to travel to client sites at least 35% of working time, as needed. Travel to client sites for in-person meetings (at clients’ or management’s discretion) is an essential function of this role
  • Proposal writing experience preferably for large enterprise contracts, public-sector RFPs, or management consulting
  • Experience working at a management consulting or startup company is considered an asset 
  • Education: Degree in business/marketing/economics or related discipline.
  • Location: Based in Los Angeles, California

Compensation and benefits

  • Base salary: $100-140k
  • Total target compensation: $140k - $180k, includes commission and base salary


Who we are:
RideCo powers on-demand transit. Public transit agencies use RideCo's cloud-based software platform to provide on-demand shared rides in dynamically routed buses and vans. Our clients include some of the world’s largest transportation operators such as San Antonio Metro, Los Angeles Metro, Calgary Transit, and Grab.

Have you experienced getting frustrated with transfers and waiting while taking a public bus? Have you seen buses drive around in low-density areas with very few passengers on-board and wondered how inefficient that seems to be? You're likely aware of the first & last mile access challenges faced by transit hubs. We are solving these problems by re-imagining shared mobility. Imagine a world where vehicles have dynamic routes responsive to real-time trip demand. This 'dynamic shuttle' (or van /sedan) would pick you up, on-demand, at or near your doorstep and take you to your destination or transit hub. Along the way, it may pick-up other passengers going in your direction. Your experience will be seamless: less waiting, less walking, fewer transfers, shorter travel time, and timely pickups and drop-offs. RideCo's 'dynamic shuttle' platform enables this new mode of transit. By seamlessly moving more people in fewer vehicles we are catalyzing a generational shift in how people get around cities and towns. This means commuters spend less time in transit and more time doing what they enjoy.

RideCo powers a diverse range of use cases, including residential/ suburban travel; first-mile-last-mile connections for transit hubs; and corporate employee transportation. We are investing to scale up and capture the growing demand for on-demand shared rides solutions.



Email your resume (or LinkedIn profile) and cover letter to:

Email Subject: “Channel Sales Director”