Channel Sales Manager

Expensify

. Own a book of accounting firms and integration partners and develop them into a network of Expensify experts .

Posted 10/6/2026full-timeNew York City • New York • United StatesMid-LevelSenior💰 $120,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and maintaining partner relationships within the accounting sector, leveraging strong presentation skills and CRM proficiency to drive sales and training initiatives. Capable of developing repeatable processes for channel relationship development and analyzing performance metrics to enhance partner engagement.

Highest-signal resume keywords

B2B SaaS Sales ExperiencePartner Relationship DevelopmentCRM Proficiency in HubSpotExpense Management Software SalesPublic Speaking and Presentation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Target ResponsibilityTraining DevelopmentPerformance Metrics AnalysisWebinar HostingProduct TrainingLead GenerationProcess ImprovementCPE-Eligible Webinar CreationClient Advisory Services KnowledgeIntegration Issue Resolution

Soft Skills

Relationship BuildingCommunication SkillsProblem-SolvingCollaborationConfidence in Presenting

Tools & Technologies

HubSpotGongWebinar PlatformsAccounting SoftwarePartner Integrations

Certifications & Qualifications

Accountant Certification

Industry Keywords

Accounting FirmsIntegration PartnersExpense ManagementB2B PartnershipsClient Advisory Services

About the role

Key responsibilities & impact

Own a book of accounting firms and integration partners and develop them into a network of Expensify experts
Build partner relationships through in-person meetings, live training, conferences, and ongoing outreach
Teach partners to recognize when Expensify fits and introduce it to their customers
Understand barriers in each relationship and determine steps to generate qualified leads
Develop repeatable processes for channel relationship development
Respond to inbound requests from firms, including certification graduations, new client requests, and training opportunities
Monitor partner product launches and new sales hires and offer training, introductions, or joint promotions
Maintain regular, firm-specific contact with firm staff, partners, and leadership
Review the book weekly for inactive firms and identify unusual drop-off
Schedule recurring training sessions and document rollout plans
Host product training for accountants and train integration partners’ sales teams
Host CPE-eligible webinars and lunch-and-learn sessions
Attend approximately one conference per month, arrange meetings, and follow up on leads
Run training webinars after significant product updates
Identify and develop champions within firms and integration partners
Conduct quarterly business reviews using performance metrics and create joint plans
Drive approved-vendor and technology-stack status, including security reviews and certification demos
Analyze referral results, identify setup or integration issues, and coordinate internal fixes or training
Feed firm-level results into partner marketing
Document product feedback and collaborate with Product on solutions
Represent accountants’ and clients’ needs in product discussions
Create demos and partner with Marketing and Design on one-pagers and co-branded content
Improve outdated, complex, or manual partner processes
Promote effective use of HubSpot, Gong, and partner integrations
Keep accountant certification curriculum aligned with current product versions

Requirements

What you’ll need

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 leading a webinar for 50 accountants or presenting to partners
Comfortable using a CRM to track contacts, follow-ups, and sales progress
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
Must be able to join the team in the NYC office when not traveling for this role

Benefits

Comp & perks

Equity
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
Flexible work arrangements: work from home or the office between partner visits, conferences, and other travel, with no set office days after training
Reasonable accommodation during the hiring process