Director of Sales & Channel Partnerships

Location: Bangalore, India (managing global partner network)

Department: Sales & Channel Partnerships

Reports To: CEO

Employment Type: Full-Time

About Deep Cognition AI

Deep Cognition AI is a fast-growing B2B SaaS company building AI-powered document extraction and automation tools for the logistics and freight forwarding industry. Our products help freight forwarders, customs brokers, and logistics companies eliminate manual data entry, accelerate shipment processing, and reduce costly errors. We are pre-Series A, revenue-positive, and at an inflexion point where the right sales leader can define the business's trajectory.

The Opportunity

We are looking for a Director of Sales to build our global sales function from the ground up. This is a foundational hire you will be our first dedicated sales leader, responsible for assembling and managing a diverse, distributed network of sales partners, resellers, independent reps, and channel resources who sell into the logistics industry across multiple countries. These resources may operate on a full-time or part-time basis, and your role is to identify, recruit, enable, and hold them accountable to revenue targets.

You will work directly with the CEO and have significant influence on company strategy, product direction, and international market expansion. This is not a traditional hire-a-team-in-one-office role it requires a builder who can architect a flexible, multi-geography sales network and make it perform.

Key Responsibilities

Build a Global Sales Partner Network: Identify, recruit, and onboard a diverse mix of sales resources across key logistics markets worldwide including independent sales reps, channel partners, resellers, andindustry consultants. These partners may work full-time or part-time.

Manage & Enable Distributed Reps: Create onboarding programs, sales playbooks, training materials,and enablement resources that allow partners in different countries and time zones to sell effectively withminimal hand-holding.

Design the Go-to-Market Playbook: Define the sales process, pipeline stages, qualification criteria, and forecasting methodology. Establish repeatable motions that can be replicated across geographies and partner types.

Own Revenue Targets: Set and deliver against quarterly and annual revenue goals across the partner network. Build forecasting models, track partner-level performance, and take corrective action when targets are at risk.

Drive Enterprise & Mid-Market Sales: Support partners on complex, consultative sales cycles with freight forwarders, customs brokers, and logistics technology buyers. Step into deals as needed to navigate multi-stakeholder procurement processes.

Structure Partner Economics: Design commission structures, revenue-sharing models, and incentiveprograms that attract high-quality partners and align their efforts with company growth objectives.

Implement Sales Infrastructure: Select and deploy CRM, partner management, and analytics tools. Establish KPIs, dashboards, and reporting cadences to monitor partner pipeline and performance across regions.

Expand into New Markets: Evaluate and prioritize new country markets based on logistics industry density, competitive landscape, and partner availability. Launch sales coverage in new regions through local partners and reps.

Partner with Product & Marketing: Provide market and customer feedback from across geographies to shape product roadmap priorities. Collaborate with marketing on positioning, collateral, and region-specific campaigns.

What We're Looking For

812+ years of B2B SaaS sales experience, with at least 35 years building and managing channel partner networks, reseller programs, or distributed sales teams across multiple countries.

Proven track record of recruiting and enabling independent sales reps, agents, or partner organizations ideally in a model where resources operate part-time or on commission.

Experience selling to the logistics, freight forwarding, supply chain, or trade compliance industry is strongly preferred.

Demonstrated ability to design partner compensation models, commission structures, and incentive programs that drive performance.

Strong cross-cultural communication skills and comfort managing relationships across different countries, time zones, and business cultures.

Deep understanding of consultative and solution selling methodologies (e.g., MEDDIC, Challenger, SPIN) and the ability to train partners on these approaches.

Hands-on experience with CRM and partner management platforms (Salesforce, HubSpot, PartnerStack, or similar).

Strong analytical skills comfortable building pipeline models, tracking partner-level metrics, and using data to optimise the network.

Exceptional communication and presentation skills, with the ability to influence both external partners and internal stakeholders.

Self-starter mentality with high ownership, comfort with ambiguity, and a bias toward action.

Nice to Have

Experience with AI/ML-powered products or document automation / intelligent document processing (IDP) solutions.

Familiarity with logistics workflows: Bills of Lading, customs declarations, pre-alert processing, freight management systems (e.g., CargoWise).

An existing network of contacts, agents, or sales partners across the logistics technology and freight forwarding ecosystem in multiple countries.

Prior experience at a company that was acquired or went through a strategic M&A process.

Experience building partner programs from scratch at an early-stage company.