Note: The job is a remote job and is open to candidates in USA. HubSync is an AI-powered, end-to-end workflow automation platform for CPA firms and accounting practices. The Channel Sales Manager will build and lead the partner ecosystem from the ground up, developing strategic relationships, negotiating partnership agreements, and generating qualified pipeline for the sales organization.
Responsibilities
- Build and manage a multi-channel partner strategy from the ground up - spanning accounting alliances, technology partners, PE firms, and independent consultants
- Identify, prioritize, and cultivate relationships with accounting alliance networks (e.g., associations, aggregators, and firm networks) to position HubSync as a preferred or endorsed platform
- Develop technology partnerships where clear, synergistic, mutually beneficial value exists — co-selling, integration, and joint go-to-market opportunities with complementary software providers
- Cultivate relationships with private equity firms investing in accounting and professional services, positioning HubSync to be cascaded and standardized across portfolio companies
- Recruit, onboard, and activate independent consultants and advisors who influence or recommend technology decisions within CPA firms
- Lead negotiation and end to end execution ("inking") of partnership agreements, referral agreements, reseller/co-sell arrangements, and related commercial contracts, working closely with Legal and Finance on terms, economics, and compliance
- Own the channel pipeline number: generate a consistent flow of qualified opportunities sourced from partner relationships and hand them to Account Executives for closing
- Define and track qualification criteria with sales leadership so that partner-sourced leads meet an agreed bar before handoff
- Build repeatable processes for lead routing, deal registration, and partner attribution in partnership with RevOps/CRM systems
- Equip channel ppartners with the messaging, collateral, training, and incentives needed to confidently refer and co-sell HubSync
- Partner closely with Marketing on joint campaigns, co-branded content, and events that support partner-sourced demand generation
- Serve as the primary point of contact and relationship owner for all strategic channel partners
- Establish governance for each partnership — mutual success metrics, QBRs, escalation paths, and renewal/expansion planning
- Monitor and report on channel performance (pipeline generated, conversion rate, revenue influenced/sourced, partner health) to the SVP of Sales and executive team
- Represent HubSync at industry conferences, alliance events, and PE portfolio-company gatherings to build the partner pipeline
Skills
- 5+ years in channel sales, partnerships, alliances, or business development within B2B SaaS, ideally serving the accounting, tax, or professional services industry
- Demonstrated success building partner relationships that generate measurable, qualified pipeline — not just signed logos
- Proven track record negotiating and closing partnership, referral, or reseller agreements, including comfort leading spearheading contract terms alongside Legal
- Existing relationships and credibility within the accounting ecosystem (associations, alliance networks, consultants) and/or with PE firms active in accounting/professional services strongly preferred
- Strong executive presence and consultative selling skills; comfortable being the face of HubSync with C-level partners and investors
- Highly self-directed and entrepreneurial — able to build a channel motion from the ground up in a fast-growing, PE-backed SaaS company
- Excellent cross-functional collaboration skills, working closely with Sales, Marketing, Legal, and Product
- Willingness to travel regularly for partner meetings, conferences, and events
- Experience working with, or selling into, private equity-backed portfolio companies is a plus
- Experience working with, or selling into, private equity-backed portfolio companies is a plus
Company Overview