Director, IT Partner Sales

Job Description

Where You'll Work: US (remote)

Sales at GoTo

At GoTo, our Sales team connects businesses and people with technology solutions that simplify and empower their day-to-day lives. We’re constantly elevating our approach by leveraging the latest AI-driven tools—giving you the edge to identify opportunities, personalize outreach, and deliver meaningful results for our customers and partners. Here, creative problem-solving and data-backed insights go hand-in-hand, helping you prospect smarter and match our solutions to each unique need. Join us and be part of a company where innovation is at the core, and where your ambition helps shape the future of sales in an AI-powered world.

Your Day to Day  
As Director, MSP Partner Sales, you will:

• Lead our lean, high-ownership MSP Partner Sales team, instilling best-practice pipeline and forecast discipline.
• Rapidly scale outreach and engagement with Managed Service Providers (MSPs), leveraging company investments in MSP-specific products, SKUs, and prominent MSP marketplaces.
• Define the ideal MSP Partner Profile to guide recruitment and onboarding for new and existing marketplace-led MSP motions—including headcount expansion.
• Drive revenue growth through effective recruitment, enablement, and co-sell collaboration with targeted MSP partners—ensuring pipeline consistency and forecast hygiene.
• Assess and energize our current MSP Partner portfolio, making data-driven changes to accelerate revenue and solidify our competitive position in the MSP ecosystem.
• Cultivate strong internal partnerships with Sales, Product, Customer Success, SEs, and Marketing (including tight collaboration with marketplace leads).
• Advise on and negotiate pricing, margin structures, marketplace terms, and incentives tailored for MSP partners and distributor-led motions.
• Actively engage and represent the business at MSP industry events, leveraging your deep network and marketplace experience to source competitive intel and new opportunities.

What We’re Looking For 
As Director, MSP Partner Sales, your background will include:

• Hands-on experience building and leading successful partner ecosystems in the MSP space, including direct experience selling to and/or through MSPs and MSP marketplaces.
• Proven track record as a hunter—skilled at new-logo acquisition, pipeline generation, disciplined forecast management, and driving consistent growth in a competitive IT/SaaS environment.
• Established relationships across the MSP community including RMM/PSA vendors, competitor offerings, and prominent MSP industry events.
• Minimum 2-5 years experience managing, motivating, and developing high-performing sales teams; comfortable inheriting and growing a lean team in a rebuilding phase.
• Experience designing and executing partner go-to-market strategies specific to MSP product launches, marketplace integration, and market-share capture.
• Strong grasp of partner sales fundamentals—pricing/margin negotiations, incentive models, pipeline discipline, and team building in distributor or MSP-centric environments.

What We Offer

At GoTo, we believe in supporting our employees with a comprehensive range of benefits designed to fit your life—at work and beyond. Here are just some of the benefits and perks you can expect when you join our team:

• Comprehensive health benefits, life and disability insurance, and fertility and family-forming support programs
• Generous paid time off, paid holidays, volunteer time off, and quarterly self-care days and no meeting days
• Tuition and reading reimbursement programs to support your continuous learning and professional growth
• Thrive Global Wellness Program, confidential Employee Assistance Program (EAP), as well as One to One Wellness Coaching
• Employee programs—including Employee Resource Groups (ERGs), GoTo Gives, and our charitable matching program—to amplify your connection and impact.
• Registered Retirement Savings Plan (RRSP) to help you plan for your future
• Gym reimbursement programs to encourage your physical well-being
• Access to telemedicine services for convenient healthcare support
• GoTo performance bonus program to celebrate your impact and contributions
• Monthly remote work stipend to support your home office expenses

At GoTo, you’ll find the flexibility, resources, and support you need to thrive—at work, at home, and everywhere in between. You’ll work towards a shared goal with an open-minded, cohesive team that’s greater than the sum of its parts. We’re committed to creating an inclusive space for everyone, because we know unique perspectives make us a stronger company and community. Join us and be part of a company that invests in your future, where together we’ll Be Real, Think Big, Move Fast, Keep Growing, and stay Customer Obsessed.

Benefits: Comprehensive health insurance (medical, dental, vision), 401(k) plan with discretionary company match, paid time off, employee discount programs, Short Term and Long Term Disability, Basic Life Insurance, and fertility benefits.

The above shows our ranges from minimum to maximum. Your compensation will be determined based on your location, experience, and the pay of employees in similar positions. You will also be eligible for a variable pay component and benefits.