Sr Director, Channel Sales

Rightworks offers the only intelligent cloud purpose-built for accounting firms and professionals. Backed by award-winning support, our fully managed IT and applications ensure customers have secure, reliable, on-demand access to their technology. We provide a curated software ecosystem that simplifies the complexity of running an accounting firm or small business, supported by a community of thought leaders, peer networks, and educational resources. Our success is made possible by leveraging decades of specialized experience in leading accounting firms, SMBs and technology companies. Thousands of Firms and SMBs count on us to run their business every day. 

We have a great team, we’re growing fast and have a winning culture based on innovation, teamwork, and mutual respect. 

Job Overview 

The Senior Director of Channel Sales will be responsible for leading and expanding our channel sales strategy in the accounting industry. This pivotal role requires an individual with a proven track record in building and managing high-performing sales channels, driving revenue growth, and fostering strategic partnerships. The Senior Director will be responsible for scaling our channel partner growth, developing and overseeing the execution of channel strategies, and collaborating cross-functionally within the organization. 

This is a hybrid position, with 3 days per week in our Nashua, NH headquarters.  

Responsibilities 

• Channel Strategy & Management: 
  Develop and execute a comprehensive channel sales strategy to drive revenue growth, market share expansion, and customer acquisition across key verticals in the accounting sector. 

• Partner Acquisition & Development: 
  Identify, recruit, and onboard new strategic channel partners (e.g., resellers, system integrators, accounting firms, consultants, etc.). Build strong, long-lasting relationships with partners and key stakeholders. 

• Sales Leadership & Team Development: 
  Lead, mentor, and motivate a high-performing team of channel sales professionals. Establish clear performance objectives, provide ongoing coaching, and foster a collaborative and results-driven sales culture. 

• Revenue Growth & Forecasting: 
  Drive the achievement of sales quotas and revenue targets through effective channel sales execution. Oversee pipeline management, forecasting, and territory planning. Collaborate with senior leadership to ensure alignment of sales strategies with overall company goals. 

• Market Analysis & Competitive Intelligence: 
  Stay informed of market trends, customer needs, and competitor activities in the accounting space. Leverage market insights to optimize sales strategies and identify new opportunities for growth. 

• Cross-functional Collaboration: 
  Collaborate with marketing, product management, and customer success teams to ensure that channel partners are equipped with the necessary resources, training, and support to succeed. Advocate for channel-specific product development and enhancements. 

• Channel Enablement & Training: 
  Collaborate with Product and marketing to develop and implement comprehensive channel partner enablement programs, ensuring partners have the knowledge, tools, and support required to sell the company's accounting solutions effectively. 

• Reporting & Performance Metrics: 
  Regularly report on channel performance, sales KPIs, and market insights to executive leadership. Use data-driven approaches to optimize sales performance and decision-making. 

 Requirements 

• Bachelor’s degree in business (MBA preferred). 

• 10+ years of experience in sales leadership, with at least 5 years in a channel sales role within the accounting, SaaS, or financial technology industries. 

• Proven experience developing and executing successful channel sales strategies, building and managing partner ecosystems, and consistently exceeding revenue targets. 

• Strong leadership skills with the ability to manage, motivate, and influence both internal and external partner teams. Demonstrated success in creating a collaborative and high-accountability culture. 

• In-depth understanding of the accounting software landscape, including familiarity with key players, trends, and regulatory issues affecting the industry. Knowledge of accounting firms desirable. 

• Strong negotiation and relationship-building skills. 

• Excellent communication, presentation, and interpersonal skills. 

• Proficiency in CRM software (Salesforce preferred) and other sales tools. 

• Strong analytical skills and the ability to leverage data to drive decisions. 

• Ability to see the big picture, forecast trends, and align channel strategies with broader business goals. 

• Focus on results and achieving sales objectives while maintaining quality and partner satisfaction. 

• Ability to influence and drive consensus among internal teams and external partners. 

• Ability to adjust strategies quickly based on market dynamics, customer feedback, and evolving business needs. 

• Ability to travel as required (up to 30% of the time). 

Eligibility Requirements 

• This role is open to US Citizens or permanent residents authorized to work in the United States. Rightworks LLC is unable to offer visa sponsorship.  

• Due to specific state regulations, we are unable to accept applications from residents of California, Hawaii, or Alaska.  

• Relocation will not be offered for this position. 

Benefits 

To provide best-in-class solutions, we need a best-in-class team. We offer competitive salaries to recruit the best talent. We provide company-paid short and long-term disability insurance, life insurance and a generous 401K match. We offer highly affordable medical, dental, vision coverage, and many other valuable benefits. We offer flexible PTO, and numerous paid holidays, affording you the time to be there for what is important in your life. We encourage giving back to our communities by providing paid volunteer time off. We are proud to be an Equal Opportunity Employer! 

This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of the employer.