Channel Sales Leader

About the role

You will architect and scale the end-to-end channel sales motion for Basis, owning the full lifecycle of strategic relationships with enterprise CPA firms. You will recruit, enable, and manage a portfolio of implementation and reseller partners to drive sustainable revenue growth. This role requires you to design the commercial frameworks, sales playbooks, and implementation standards that make partners successful. You will build the infrastructure, training programs, and governance models that allow the channel to operate at scale. You will own channel-sourced and channel-influenced pipeline, forecasting, and performance reporting. Ultimately, you will establish Basis as the platform of choice within the enterprise accounting ecosystem.

Key facts

What you'll do

• Build the channel sales program from the ground up, defining the strategy, target firm list, and commercial structures for enterprise CPA partners.
• Recruit and onboard high-quality enterprise CPA firms, establishing formal reseller and implementation partnerships that align with Basis growth objectives.
• Design and deploy sales enablement assets, including playbooks, training programs, and co-selling motions to equip partner teams.
• Create implementation enablement resources such as certification programs, detailed guides, and support structures to ensure successful deployments.
• Build and lead a high-performing channel team, covering channel management, enablement, and channel success functions.
• Own channel revenue targets, developing robust forecasting, reporting, and performance dashboards to measure program ROI.
• Establish governance frameworks and performance scorecards to manage partner health and incentive alignment.
• Collaborate with product and engineering teams to surface partner and customer feedback into the product roadmap.
• Negotiate and structure partner commercial agreements, including revenue share, referral programs, and tiered incentives.
• Drive adoption and expansion within the channel, identifying new use cases and upsell opportunities for existing partners.
• Partner with marketing to build joint campaigns, content, and events that generate pipeline and reinforce the Basis brand.
• Ensure compliance and quality standards across the channel, maintaining data security and professional service standards.
• Analyze channel performance metrics, conducting deep dives to optimize partner productivity and sales effectiveness.
• Act as the primary subject matter expert on channel strategy for executive leadership and cross-functional stakeholders.
• Build long-term strategic relationships that position Basis as a core platform within the CPA firm ecosystem.

Requirements

• 7-15+ years of experience in channel sales, business development, or go-to-market roles, with a focus on building channel programs from early stages.
• Demonstrated experience building and scaling system implementor (SI) or managed services partner channels.
• A proven track record of creating enablement programs for external partner organizations, covering both sales and implementation capabilities.
• Experience in structuring, negotiating, and managing partner commercial agreements and revenue share models.
• Ability to work in the office in Manhattan five days per week, aligning with team and partner commitments.
• Strong background in selling to enterprise customers within professional services or adjacent regulated industries.
• Experience managing complex, multi-stakeholder sales cycles involving finance, operations, and IT decision-makers.
• Deep understanding of partnership frameworks, channel economics, and pipeline management metrics.
• Comfortable operating in a fast-paced, high-growth startup environment with evolving priorities.
• Excellent written and verbal communication skills, capable of influencing without direct authority.

Nice to have

• Deep relationships within the enterprise CPA firm ecosystem, including the Big Four and top 25 firms.
• Background in accounting, fintech, or professional services software domains.
• Prior experience at a startup that built a channel sales motion as a new go-to-market lever.
• Hands-on experience building partner certification and implementation programs from scratch.

Practical notes

You must be available to work in the New York Office in Manhattan five days per week. This role requires consistent presence to partner closely with internal teams and external CPA partners. There are no formal travel requirements specified, but engagement with enterprise clients and partners may involve occasional travel. The position does not have an expiration deadline for applications.