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About the Role

COOL AI is seeking a Head of Channel Partnerships to own the full partnership lifecycle, including strategy, recruitment, enablement, co-selling, and revenue performance. This player-coach role involves building and leading a high-performing partnerships team, collaborating cross-functionally, and serving as the internal and external face of COOL AI’s partner ecosystem. The goal is to scale the go-to-market engine through strategic channel partnerships to reach new markets, verticals, and customer segments.

Responsibilities

Define and own the COOL AI channel partner strategy for the US market.
Develop a 12–24 month partner recruitment roadmap aligned to revenue and market expansion goals.
Establish KPIs for the channel program and report to CRO quarterly.
Identify, recruit, and sign strategic partners including VARs, managed service providers, GSIs, and technology ISVs.
Lead all commercial negotiations for partnership agreements.
Design and continuously improve the partner onboarding experience.
Build and maintain a partner enablement program.
Work closely with COOL AI AEs on co-sell motions.
Coordinate with Marketing on partner-focused demand generation, events, and co-branded content.
Own and deliver against a channel-sourced and channel-influenced revenue target.
Forecast partner pipeline weekly with accuracy.
Manage partner incentive programs within approved budget.
Hire, develop, and lead a partnerships team.
Select and administer PRM software.
Create and maintain a Partner Playbook.

Requirements

8+ years in channel partnerships, alliances, or business development, preferably in B2B SaaS or AI/ML.
Proven track record of building and scaling a partner program from early stage to meaningful ARR contribution.
Experience recruiting, structuring, and managing partnerships with VARs, GSIs, ISVs, and technology alliances.
Strong commercial acumen: ability to structure deals, negotiate contracts, and manage co-sell motions.
Excellent communication and executive presence.
Proficiency with CRM and PRM tools (Salesforce, PartnerStack, Impartner, or similar).
Experience working in a US-based entity with an understanding of US go-to-market dynamics.
Experience in the AI, ML, or data infrastructure space.
MBA or equivalent advanced degree.
Prior team-building experience (hired and led a partnerships team of 3+).
Familiarity with AWS, Google Cloud, or Azure marketplace and co-sell programs.
Track record of working with SI partners on large enterprise implementations.
Must be able to work primarily between the hours of 9:30 AM - 6:30 PM ET.
Must have a player/coach mentality.
Ability to juggle multiple projects concurrently and set and meet deadlines.
Skilled at receiving and providing direct feedback.
Collaborative mindset and great teamwork skills.
Entrepreneurial & adaptable; great learning skills.
Curious, research-minded, data-informed.
Able to search for possible solutions and apply them.
Creative confidence.
Proactive communicator.
A sense of humor and a love of online culture.
Thrives in a start-up culture.

Skills

Channel Partnerships
Alliances
Business Development
B2B SaaS
AI/ML
Partner Program Scaling
VARs
GSIs
ISVs
Technology Alliances
Commercial Acumen
Deal Structuring
Contract Negotiation
Co-sell Motions
Communication
Executive Presence
CRM
PRM Tools
Salesforce
PartnerStack
Impartner
US Go-to-Market Dynamics
AI
ML
Data Infrastructure
AWS Marketplace
Google Cloud Marketplace
Azure Marketplace
Strategic Thinking
Commercial Excellence
Relationship Building
Cross-functional Leadership
Execution
Accountability
Data Analysis
Performance Improvement
Narrative Development
Presentation Skills
Teamwork
Adaptability
Learning Agility
Problem Solving
Creativity
Proactive Communication

Location

Work Type

Full-time

Experience Level

8+ years in channel partnerships, alliances, or business development
Prior team-building experience (hired and led a partnerships team of 3+)

Education Level

MBA or equivalent advanced degree

Benefits

Competitive Salary
Health, Dental and Vision Insurance
Annual Performance Bonus
Paid Time Off
Company Holidays
Flexible work schedule
401k

About the Company

At the COOL company, we believe in creating a win-win environment where everyone benefits.
We are committed to ensuring users, publishers, franchisees, and advertisers all have a better experience and achieve more than they ever thought possible through our innovation, advanced AI, groundbreaking advertising technology, and teams of inspired experts.
Our every move, expansion, acquisition, and upgrade is done to provide that better experience for an ever-growing list of satisfied clients and users all over the world.
COOL Media products under the COOL company include DCO & Creative Automation, a data-driven, creative ad server capable of personalizing, automating, measuring, and optimizing digital ads and placements for advertisers; Franchise & Multi-Location, a complete advertising management platform for franchise and network businesses; Media & Attribution, a managed service solution for agencies and brands to reach and measure audiences; Publisher Experiences, a premier SSP and engagement platform for publishers; and Supply-Side Platform, delivering website and app publishers everything they need to maximize their ad revenue.
Coming soon in 2026, COOL AI is a next-generation advertising platform that builds, buys, and optimizes digital ad campaigns faster and smarter using AI.
It automates every step of the media journey—from generating ad creatives to launching campaigns and optimizing performance across channels like Google and Facebook.
With no agency fees or waiting, COOL AI helps brands maximize ROI through data-driven strategy, automated creative generation, and real-time performance measurement.
Collectively, the COOL company reaches over 350 million consumers monthly across their network of premium publishers and advertisers, including Disney, Hyundai, Air France, Kohler, Suzuki, Acer, Pearle Vision, Trek, Brita, Viking Cruises, MLB, Playmaker, Blitz, Evolve Media, and more.
Under the former umbrella of Insticator, the COOL company is a proud 7x recipient of the Inc 5000 list of America's fastest-growing private companies, a 2x recipient of Deloitte's Fast 500, recognized on Crain's New York Fast 50 list, recognized by Digiday's Digiday Media Awards as a company working to modernize digital media, and awarded as one of AdWeek's Top 10 Fastest Growing Solution Providers globally.
Our Core Values At the COOL company, we believe in being C.O.O.L.: Creative - we look to find solutions that others can’t and new ways of doing things that are smarter, faster, better and more efficient. Open-minded - we’re always evolving and keep an open mind as to new ways of doing things, new solutions and new processes that can help us. Optimistic - The glass is always half full :) as a growing tech startup we’re always faced with new challenges, we overcome them because we see them as opportunities. Leaders - We look for drivers, people who like to set the pace of the organization, who don’t simply go with the flow, you’re setting a fast impact pace and holding others to it. We look for speed, impact, and setting the industry benchmark.
We creatively integrate new elements in innovative combinations, fueled by our optimism to drive success.
Our open-mindedness allows us to embrace new ideas and approaches, empowering us to lead our industry through bold initiatives.
That’s the attitude we bring to work with us every day, and it’s what we expect from everyone who works here.
That’s just part of the values that drive us to greatness.
We also believe in this trio of truths that inform every decision we make and everything we do: Sleeves Up: At the COOL company, we provide you with the autonomy and creativity needed to own your role.
We encourage iteration where necessary so that you can drive massive impact.
100% Viewability: the COOL company is passionate about open feedback at all levels of the company.
This allows us to fail fast, create in real-time, and build an open company culture.
Be Defiantly Great: We're defiant, and that's in our blood.
Challenging the status quo is a central part of who we are.
We're capable of much more than what others deem impossible.