New Channel Development

📋 Description

• • Are you a visionary builder, eager to architect the future of go-to-market (GTM) strategies? Clay Labs Inc. is seeking a dynamic and innovative New Channel Development professional to join our Partnerships Go-To-Market Team. This is a unique opportunity to be at the forefront of defining, building, and scaling entirely new strategic GTM channels for our cutting-edge AI-powered growth platform. If you thrive in ambiguous environments, relish the challenge of creating structure from nothing, and are passionate about forging impactful partnerships, this role is for you.
• • At Clay, we believe growth is a creative practice. Our mission is to empower organizations to transform any growth idea into reality. We provide the unique data, signals, and AI research that enable thousands of customers, including industry leaders like Anthropic, Notion, Google, and Ramp, to reach their best-fit customers with innovative approaches. Having recently achieved $100M in revenue and secured a $100M Series C funding round at a $5B valuation, backed by top-tier investors such as Sequoia, CapitalG, and First Round, Clay is in a period of rapid expansion and innovation. We foster a vibrant community of over 11,000 customers, 150+ integration partners, 125+ agencies, and a thriving Slack community of 30,000 members. Our culture celebrates diversity, creativity, and continuous learning, with employees encouraged to explore their passions outside of work and supported by world-class coaches.
• • As a foundational member of our Partnerships team, you will be instrumental in inventing, building, and scaling Clay’s next generation of strategic GTM channels. This includes forging relationships with global consulting firms, revenue advisory firms, and operator-led ecosystems. These channels are in their nascent stages, offering immense potential and requiring a pioneering spirit to define their trajectory. You will be responsible for shaping the channel strategy, identifying key partners, defining collaborative frameworks, and establishing how value is created for our mutual clients. This role is ideal for someone who is energized by the 0→1 building process, excels at navigating complexity, and possesses a knack for transforming intricate, unstructured problems into scalable, repeatable programs and partnerships.
• • Your responsibilities will span the entire lifecycle of new channel development. You will help define and launch novel partnership motions, meticulously shaping the channel strategy by identifying ideal partners, articulating collaborative engagement models, and pinpointing avenues for value creation. You will design and rigorously test pilot programs, workshops, and joint GTM offerings, iterating based on outcomes to scale successful initiatives. A core part of your role will involve transforming early experiments into robust, well-documented, and scalable partner programs. This includes co-designing GTM programs with consulting partners, such as AI GTM workshops, transformation sprints, and proof-of-value pilots, while clarifying engagement models like co-sell, referral, and implementation-led approaches. You will define critical success metrics, establish partner graduation paths, and develop expansion strategies for each program, ensuring they are partner-ready, scalable, and easily supported by Clay’s internal teams.
• • Furthermore, you will be a key architect in building essential assets and collateral. This involves creating and refining channel-specific materials, including partner-facing decks and narratives, joint solution briefs, program overviews, case studies, ROI frameworks, and internal enablement materials for GTM and Partnerships teams. You will collaborate closely with partners to co-build collateral that aligns with their methodologies, language, and client expectations, ensuring all assets are modular, reusable, and optimized for real-world client engagements. The operationalization and scaling of successful channels will be a significant focus. You will build the operational model for new channels, encompassing partner onboarding, enablement, pilot execution, handoffs, and expansion/renewal paths. Owning CRM structure, partner attribution, and workflow hygiene for these new channels will be critical. You will partner with RevOps to ensure seamless visibility, reporting, and execution, making it effortless for GTM Engineers (Sales), Solution Engineers, and Growth Strategists (Post-Sales Customer Success) to integrate with and leverage these new channels.
• • Finally, you will play a vital role in analyzing, prioritizing, and learning from channel development efforts. This includes supporting TAM mapping and prioritization across consulting and advisory ecosystems, analyzing pilot outcomes, partner engagement, and pipeline impact. Your insights will guide leadership decisions on where to invest further and what initiatives to deprioritize. You will translate these findings into clear, actionable recommendations and strategic next steps, ensuring continuous improvement and data-driven decision-making. This role offers a rare chance to shape entirely new GTM motions at Clay, from the initial concept to a fully realized, repeatable engine for growth.