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-timeUnited 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 B2B SaaS landscape, particularly in expense management and accounting software. Proficient in delivering training, conducting webinars, and utilizing CRM tools to drive sales and enhance partner engagement.

Highest-signal resume keywords

B2B SaaS Sales ExperiencePartner Relationship ManagementWebinar Presentation SkillsCRM Proficiency in HubSpotExpense Management Software Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Target ResponsibilityTraining DevelopmentPerformance Metrics AnalysisProduct Feedback DocumentationIntegration Issue Resolution

Soft Skills

Confident PresentationEffective CommunicationRelationship BuildingProblem Solving

Tools & Technologies

HubSpotGong

Certifications & Qualifications

Accountant Certification

Industry Keywords

Accounting FirmsIntegration PartnersClient Advisory ServicesExpense ManagementCPE-Eligible Webinars

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 identify when Expensify fits and introduce it to their customers
Respond to inbound requests, certification graduations, new client requests, and support moments that create training opportunities
Monitor partner product launches and new sales hires and offer training, introductions, or joint promotions
Maintain regular, firm-specific contact with staff, partners, and leadership
Review the partner book weekly for inactive firms or abnormal drop-off
Schedule recurring sessions and document rollout plans and relationship details
Host product training for accountants and train integration partners’ sales teams
Host CPE-eligible webinars, onsite sessions, and lunch-and-learns
Plan and attend approximately one conference per month 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 joint plans
Drive approved-vendor and technology-stack status, including security reviews and certification demos
Analyze referral results, identify setup issues or integration failures, and coordinate fixes or training with internal teams
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, one-pagers, and co-branded content with Marketing and Design
Improve outdated, complex, or manual partner processes
Promote effective use of HubSpot, Gong, and partner integrations
Keep accountant certification curriculum current with product changes

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, including webinars for 50 accountants or rooms full of 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
Existing network in accounting, bookkeeping, or client advisory services (CAS)
CRM experience in HubSpot
Ability to join the team in either the San Francisco or Phoenix office when not traveling

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
In-office training
Reasonable accommodation support during the hiring process