Senior Channel Account Manager (Remote)

About Us:

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500.

How We Work:

We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles:

One team, One mission

Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves.

Own it

We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset.

Accountable to our customers

We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do.

Excellence in execution

Driven by passion and precision, ​we exemplify excellence in our delivery with innovative, top-quality results.

Be bold, fail fast, learn faster

We learn as we grow, dare to try, ​and bravely question. We are not chasing perfection but forever iterating towards it.

These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best.

The Role

Nitro is seeking a strategic and growth-oriented Senior Channel Account Manager to expand and strengthen our partner ecosystem across North America. This individual will be a self-starter with a strong business development mindset, responsible for developing existing partners, recruiting new partners, and converting partner engagement into measurable pipeline and revenue.

As a leader in document productivity solutions, Nitro helps organizations improve efficiency, collaboration, and digital workflows. In this role, you’ll play an important part in accelerating Nitro’s channel-led growth strategy and expanding our market presence throughout North America.

What You’ll Do

• Develop and execute a channel sales strategy that supports regional revenue, pipeline, and market expansion goals.
• Recruit, onboard, develop, and grow strategic relationships across distributors, direct market resellers, value-added resellers, managed service providers, systems integrators, and technology partners.
• Identify and pursue new partner-led business opportunities that expand Nitro’s reach within target markets and customer segments.
• Build executive-level relationships within partner organizations and establish joint business plans, priorities, and success measures.
• Work closely with partner sales teams to identify target accounts, uncover customer opportunities, and advance joint sales activity.
• Train and enable partners to confidently position, demonstrate, and sell Nitro’s solutions.
• Provide high-level product demonstrations and support partners in aligning Nitro’s solutions to customer business needs.
• Maintain visibility into partner-generated pipeline, sales activity, next steps, and revenue performance.
• Monitor market trends, competitive activity, and partner feedback to identify opportunities and adjust regional strategy.
• Collaborate with Sales, Marketing, Customer Success, Operations, and other internal teams to deliver a consistent partner experience.
• Represent Nitro at partner meetings, industry events, and regional conferences to build market awareness and strategic relationships.
• Travel regularly across North America for partner meetings, planning sessions, enablement activities, and events.
• Who You Are
• You have 7+ years of channel sales, partner management, business development, or related experience within SaaS or enterprise software.
• You have a demonstrated record of developing partner relationships and converting those relationships into pipeline and revenue.
• You understand North American channel models, including distributors, direct market resellers, value-added resellers, managed service providers, and systems integrators.
• You are comfortable building relationships with partner executives, sales leaders, and frontline sellers.
• You bring a proactive, growth-oriented mindset and are equally comfortable developing existing partners and opening new relationships.
• You can deliver compelling presentations, product demonstrations, and value propositions to both partner and customer audiences.
• You possess strong negotiation, communication, planning, and analytical skills.
• You are organized, accountable, and disciplined in managing follow-up, partner activity, pipeline, and internal reporting.
• You work effectively across functions and can align internal stakeholders around shared partner and revenue objectives.
• You are willing and able to travel regularly for face-to-face partner engagement.
• A Bachelor’s degree or equivalent practical experience in Sales, Business Development, Marketing, or a related discipline is preferred.