Channel Sales Manager
Job Blurb
Join Expensify’s Sales Team to own a book of accounting firms and integration partners that you will develop into a network of Expensify experts. You’ll build those relationships through in-person meetings, live training, conferences, and ongoing outreach. You’ll teach partners how to recognize when Expensify is a good fit and how to introduce the product to their customers. Over time, your work will grow the partner channel into our most durable source of new customers.
Your Mission, Should You Choose To Accept
Join our passionate team of Sales Experts to solve real-world problems, and help people spend less time managing expenses and more time pursuing their real goals. As we revolutionize the way people manage their expenses, being part of the Expensify team means building the easiest, fastest, and most efficient platform to automate everything expense-related.
Channel Sales Manager Overview
The Channel Sales Manager is responsible for turning partner relationships into actual business for Expensify. From the beginning, you will be assigned a mix of existing accounting firms and integration partners that are already fans of Expensify. It will be your job to dive in and understand what is holding each relationship back then determine the right next step to get that partner sending qualified leads. As you gain experience in the role, you will identify which approaches work best and write them into repeatable processes the team can use to continue developing relationships across the channel.
What Makes This Opportunity Special
Build relationships in person: Travel to partner offices and industry events to meet face to face, lead training sessions, and get to know your contacts firsthand.
Work that keeps paying off: Help a partner become an Expensify expert today and their referrals will keep growing your results as you focus on the next relationship.
Ownership with clear results: A defined set of firms, one number you're measured on, and nobody sitting between you and the outcome.
Help shape the team: Join as Expensify reimagines its approach to channel and partner sales, and influence how the team develops.
Flexible work arrangements: You’ll start with in-office training, then have the flexibility to work from home or the office between partner visits, conferences, and other travel, with no set office days after training.
About You
You already know your way around B2B SaaS sales and enjoy having a target to beat. You’re ready to own a book of partners and build it into a reliable source of new customers.
You love to demo products. Whether it’s for an individual, or in front of fifty people, you relish at the opportunity to demonstrate a product that will solve problems for people.
Teaching is part of your approach. You understand that your success depends on partners knowing the product well enough to sell it even when you’re not in the room.
You’re good at research and put what you learn to work, using your understanding of how a firm works or what an integration does to explain where Expensify adds value.
Building a network is something you enjoy. You’re a people person who puts in the time to keep those relationships active.
Collaboration comes naturally to you. You contribute ideas, work with teammates to develop best practices, and are eager to help shape our channel sales approach.
You enjoy learning a product inside and out and keeping up as it changes. You’re excited to do the same with Expensify, adapting how you teach so your partners stay current, too.
Experience and Background
Required:
3+ years of experience in B2B SaaS sales or partnerships, with personal responsibility for a sales target.
Willing to travel at least once a month for partner visits and conferences.
Confident presenting to a group, whether you’re leading a webinar for 50 accountants or in a room full of partners.
Comfortable using a CRM to keep track of contacts, follow-ups, and sales progress.
Desirable:
Experience selling expense management or accounting software, or working with accounting firms in a sales or partnerships role.
An existing network in accounting, bookkeeping, or client advisory services (CAS).
CRM experience in HubSpot.
Daily Focus & Responsibilities
Own your book:
Respond to everything inbound from your firms: certification graduations, new client requests, and the support moments that turn into training opportunities.
Keep up with product launches and new sales hires at integration partners, and use those moments to offer training, introduce Expensify to new contacts, or propose a joint promotion.
Be in constant contact with firm staff, partners, and leadership, reaching out with something specific to their firm rather than an easy to ignore check-in.
Sweep your book weekly for firms that signed up and never got started, keeping an eye out for any real drop off outside of a firm's normal pattern.
Book next month's sessions in advance so every firm has a standing rhythm with you.
Document each partner and firm's rollout plan and relevant details so anyone can check where a relationship stands.
Get in front of them:
Host product training for accountants at your firms. This is most of your calendar, and it's the highest-leverage thing you do.
Train integration partners’ sales teams to recognize which customers are a good fit, explain the value of using Expensify alongside their product, and confidently make a referral.
Host CPE-eligible webinars, registered with the firm, that teach something genuinely useful and then show where Expensify fits.
Offer onsites and lunch and learn sessions aggressively to any firm that isn't fully remote.
Work conferences with intent: interview your contacts to learn which they attend, target one a month, have meetings set before you book a flight, then follow up on every lead when you return.
Run a training webinar after every significant product update and personally invite the stakeholders from your assigned firms and integration partners who need to see it.
Grow the relationship:
Identify the champions inside each firm and integration partner and invest in them, from beta access to time together when you're in their city.
Run quarterly business reviews on real metrics, be transparent about what the data says, and leave the meeting with a joint plan for the next quarter.
Drive approved vendor and tech stack status at the larger firms, including security reviews and certification demos.
Review referral results from integration partners and look for recurring customer setup issues or integration failures that could be limiting growth. Work with your partner contact to understand what’s going wrong and coordinate with the appropriate internal teams on training or fixes.
Feed firm-level results into our partner marketing, so what each firm hears from us is specific to them.
Collaborate on Product initiatives:
Articulate and document product feedback from firms and their clients, clearly identifying areas for improvement.
Collaborate with our Product team to find and create solutions to challenges raised by firms or your fellow teammates, contributing valuable insights from a partner sales perspective.
Participate actively in product discussions, ensuring the needs of accountants and their clients are represented.
Level Up the Program:
Create the material your firms need such as recorded demos or partner with Marketing and Design to produce one-pagers and co-branded content.
Identify where our partner processes are outdated, over-complicated, or too manual, and improve them.
Champion the effective use of sales tools like HubSpot, Gong, and any new partner that we create an integration with.
Keep our accountant certification curriculum honest as the product changes, so firms are never trained on a version we no longer ship.
Compensation & Benefits
Full-time salaried position with starting compensation of $120,000 - $150,000 including equity with additional commission opportunity based on performance.
401(k) with up to 4.5% employer match
100% employer-paid medical, dental, and vision coverage
$20,000 annual fertility and family-building benefit through Carrot
Up to $5,000 in relocation reimbursement if you move to one of our offices
Three months of paid parental leave; six months for birthing parents
Commuter, healthcare FSA, and dependent care FSA benefits
Flexible vacation policy
We’re committed to providing a fair and inclusive hiring experience. If you need a reasonable accommodation at any stage of the process, just let us know—we’re happy to help