Location: San Leandro, CA or Hybrid

Employment Type: Full Time (9am-5pm Pacific Standard Time)

Experience Level: Senior

Compensation: $115-$145k, dependent on experience, eligible for variable incentives up to 35% of base earnings and complemented by a generous equity package

Reports to: CEO

Team: Sales

Apply before: March 20, 2025

OVERVIEW

Sway is a California-based biomaterials startup harnessing the power of seaweed to create home-compostable replacements for single-use plastics. We are currently focused on developing and scaling flexible seaweed-based packaging for the fashion and outdoor industries. Sway's technology drops directly into traditional plastic infrastructure, while simultaneously replenishing ocean health, promoting regenerative materials, and ultimately creating a more inclusive climate movement.

THE ROLE

Sway seeks a senior-level Channel Partner Manager to drive revenue growth through our distributor network. This role is critical in developing and managing relationships with distribution partners who will bring Sway’s innovative seaweed-based materials to market. They will be responsible for the entire partner lifecycle — from recruitment and onboarding, to ongoing enablement and performance optimization.

Our ideal candidate excels at building and maintaining strong distributor relationships while driving partner sales performance. The Channel Partner Manager will work directly with the CEO and collaborate across Marketing, R&D, and Supply Chain teams to ensure our partners' success.

KEY RESPONSIBILITIES

• Channel Management & Development
• Oversee and optimize all distributor sales channels to meet revenue targets
• Develop and maintain strong relationships with key distributor stakeholders
• Resolve channel conflicts and ensure healthy partner ecosystem
• Recruit and onboard new distribution partners to expand market reach
• Partner Enablement & Support
• Create and deliver comprehensive partner training programs on Sway's products and value proposition
• Sponsor and deliver sales enablement materials and tools to support partner success
• Manage partner ongoing education programs
• Provide regular business reviews and performance feedback to partners
• Performance & Operations
• Track and report on channel KPIs including partner-influenced and partner-sourced revenue
• Manage partner pipeline and forecast accuracy through CRM (e.g., Salesforce, HubSpot)
• Optimize partner processes to improve operational efficiency
• Drive partner compliance with program requirements and agreements

REQUIRED QUALIFICATIONS

• 5+ years of channel partner management experience, preferably in materials, packaging, or related B2B industries
• Proven track record of growing distributor sales and meeting revenue targets
• Experience developing and executing partner enablement programs
• Strong understanding of distribution channel dynamics and partner ecosystem management
• Excellent relationship building and conflict resolution skills
• Proficiency with CRM systems and partner management tools
• Demonstrated ability to work independently while collaborating across teams

PREFERRED QUALIFICATIONS

• Experience in sustainable materials or packaging industry
• Background in technical or product-focused sales
• Degree in Business, Sales, Marketing, or related field
• Startup experience
• Passion for sustainability and materials innovation

HOW TO APPLY

Submit your resume/CV and cover letter through our application portal by March 20, 2025. Selected candidates will be contacted for interviews on a rolling basis.