Senior Global Channel Manager

About Nabu Casa Nabu Casa is the organisation behind Home Assistant, the world's largest free and open-source smart home platform used by over two million households. We were founded to ensure the project's sustainability, and in 2024, we partnered with the Open Home Foundation to protect and promote a wide range of open-source initiatives. Our guiding principles—privacy, choice, and sustainability—are embedded in everything we do, from our architecture to our community. We are a profitable company with no external investors. Our funding comes directly from users who subscribe to Home Assistant Cloud and purchase Home Assistant hardware, ensuring our only stakeholders are our employees and our users. We also support other open-source projects, including those focused on hardware, standards, and voice technology. The RoleWhat You Are Going To Do Channel Growth & Acquisition

• Identify and onboard new distributors, resellers and installer partners globally
• Evaluate market potential and regional gaps
• Drive structured expansion into new territories
• Follow up on inbound leads from Customer Service and marketing

Distributor Management

• Own day-to-day commercial relationships with distributors
• Run Quarterly Business Reviews (QBRs)
• Track regional revenue performance
• Support partners in sell-through strategies
• Align promotions and launches with marketing

Revenue Ownership

• Contribute to and support revenue targets by region
• Drive hardware and subscription growth through the channel
• Monitor pricing consistency and margin structure
• Support forecasting from a commercial perspective

Internal Collaboration

• Work closely with Supply Chain to align demand planning
• Collaborate with Marketing on partner enablement
• Provide structured feedback from the market to Product and Leadership

Market Enablement

• Improve accessibility and clarity of our hardware and Cloud offerings
• Support partner education and positioning
• Represent Nabu Casa at selected industry events when relevant

What You Need To Have

• 8+ years experience in channel sales, distribution, or B2B sales
• Experience in hardware, IoT, consumer electronics, or similar industries
• Experience working with e-commerce platforms (e.g., Amazon)
• Strong communication and relationship-building skills
• Data-driven and structured mindset
• Ability to operate independently with clear ownership
• Be comfortable in a remote-first environment

It would be great if you also have:

• Experience with Home Assistant and Nabu Casa’s Hardware

What we offer You Nabu Casa is a fully remote organization that uses Remote to employ people from all over the world. You will be a normal salaried employee in your country. This is a full-time position for 40 hours per week. Because we are a fully remote company, there is no fixed schedule. For the purpose of team communication, we do try to ensure at least 3 hours of overlap in the workday. You will report to our VP Commercial, based in Norway. Core to the establishment of Nabu Casa was the well-being of the people building the future of the smart home. We will provide all the benefits required by the country you reside in. However, we also want to make sure all our employees, regardless of country of origin, get at least a minimal set of benefits, including:

• Five weeks (twenty-five days) of paid time off.
• Fourteen days of paid sick leave if your country/laws treat them as unpaid.
• Six weeks of paid and six weeks of unpaid parental leave to be used in the first year after birth. We will provide the missing days if your country/laws do not provide such compensation.
• A budget for your work hardware once you start. After three years, you may keep this equipment for personal use.
• An annual smart home budget to ensure you keep up-to-date with the latest smart homes offer.
• An annual education budget to help you grow and stay on top of your game.
• A yearly performance bonus based on the company performance.
• A 50% contribution to your internet connection fee at your home workspace.
• One day every two weeks to work on your personal projects.
• If you are currently working on Home Assistant-related side projects, you can spend work time maintaining them.

When first offering a position to a new member, Nabu Casa aims to provide a total compensation package that matches the 75th percentile for the new hire's role, seniority, and local market rates. In our primary operating countries, the approximate yearly compensation will be the following

• Spain: 65.000 - 88.000 EUR
• Norway: 890.000 - 1.130.000 NOK
• UK: 71.000 - 91.000 GBP
• Germany: 81.000 - 100.000 EUR
• Other countries: Compensation can be discussed during the first interview.

These figures may be adjusted based on experience, qualifications, and work hours. About Us Nabu Casa funds the development of Home Assistant and other projects at the Open Home Foundation, Nabu Casa is best known as the organization driving the development of Home Assistant, the world's largest free and open-source smart home platform. More than two million households benefit from its home automation capabilities. Powered by a worldwide community of open-source developers, GitHub ranked it the most active open-source project in the world in 2024. We were initially founded to ensure that the development of Home Assistant would remain sustainable as it kept growing, but over time it has grown to support more open home initiatives. In 2024, the Open Home Foundation was formed to protect these open-source projects and ensure they thrive into the future. Nabu Casa is a commercial partner of the foundation, and our principles are aligned with a joint commitment to privacy, choice, and sustainability in the smart home. These are the values that we put at the heart of every decision we make. It’s woven into our architecture, licensing, community, and everything else. Nabu Casa is profitable, has no external investors, and our only funding comes from people subscribing to Home Assistant Cloud and buying Home Assistant hardware. That means the only stakeholders we have to concern ourselves with are our employees and our users. Other Open Home Foundation projects and collaborations supported by Nabu Casa include:

• Open hardware tools (e.g.,ESPHome, ESP Web Tools)
• Open standards (e.g., Python Matter Server, Z-Wave JS, ZigPy, BTHome, Improv Wi-Fi)
• Open voice (e.g., Rhasspy, Wyoming Protocol, Piper)
• Music Assistant

The recruitment process

• Apply for the role
• Our team will review your application with the hiring manager
• Screening
• Take home assignment
• Interview with our Commercial Team
• Offer
• Join our team!