New Channel Development

Clay Labs•New York, NY

About The Position

As our New Channel Development hire, you'll own the build-out of Clay's consulting and advisory partnerships from the ground up. That means identifying and activating global consulting firms, global system integrators, and revenue advisory practices - and turning those relationships into a real, repeatable pipeline channel. This is a 0→1 builder role. You'll design the programs, build the assets, run the pilots, and figure out what actually works. The goal is simple: drive meaningful pipeline through consulting and advisory partners. If you've worked at or alongside large consulting firms, know how they buy and sell, and have a track record of building GTM programs from scratch — please apply!

Requirements

8–10 years of experience working across consulting, tech, or GTM roles — ideally with direct exposure to large consulting or GSI firms and a strong understanding of how they operate, buy, and sell.
You have a track record of building GTM programs from scratch — not inheriting them.
You know how to drive pipeline through partners, not just manage relationships.
You can build the asset and run the program: deck, enablement, CRM, follow-through.
You create structure in ambiguity — you don't wait for it.
Strong communicator who earns trust with senior partners and internal GTM teams alike.

Nice To Haves

Experience in partnerships, GTM, solutions, or RevOps at a B2B SaaS company
Familiarity with enterprise sales workflows or data/AI infrastructure
Background in technical consulting or GTM engineering

Responsibilities

Activate and own consulting partnerships
Identify, recruit, and activate the right consulting and GSI partners — global firms, boutique revenue advisory practices, and operator-led networks.
Own relationships end-to-end: from first outreach through active co-selling.
Become the trusted point of contact for partners and internally for Clay's GTM team.
Turn relationships into pipeline
Work with partners to surface client opportunities where Clay fits and move deals forward.
Run joint GTM motions: co-branded workshops, proof-of-value pilots, and transformation sprints that get Clay in front of the right enterprise buyers.
Track and grow partner-sourced pipeline — this is a results role, not a relationship role.
Run pre-sales and post-sales alongside Clay's GTM team
Partner closely with GTM Engineers (Sales) and Solution Engineers during pre-sales — from scoping partner-led opportunities to supporting technical evaluations and deal cycles.
Coordinate with Growth Strategists (Customer Success) post-sale to ensure consulting-led deals land well: smooth handoffs, clear delivery expectations, and successful outcomes for the end client.
Be the connective tissue between the partner, the buyer, and Clay's internal teams across the full deal lifecycle.
Build the programs and assets that make it work
Design partner programs from scratch: engagement models, success metrics, and expansion paths.
Build the collateral consulting partners actually need — decks, solution briefs, ROI frameworks, case studies — in their language, for their client conversations.
Onboard and enable partner teams so they can go to market with Clay confidently.
Operationalize and scale
Build the operating model behind the channel: CRM hygiene, attribution, pipeline tracking, handoff processes.
Turn successful pilots into repeatable, documented programs.
Partner with GTM ops to ensure visibility and clean reporting.