Channel Sales Lead, Accounting & Bookkeeping Partnerships

Relay; Toronto; On-site; CAD 170,000 - 220,000; Full time

Job summary

Relay is a digital banking platform helping accounting and bookkeeping firms grow their clients by providing visibility and tools to manage cash flow. The Channel Sales Manager will lead AEs and AMs, drive partner revenue, and refine the channel playbook to attract and enable AB partnerships across North America.

You will build strong partnerships with accounting firms, coach a high‑performing team, and leverage AI and data to improve decision making and outcomes.

Qualifications

• 5-6 years of experience, including 1-2 years managing people; led AEs/AMs
• Hands-on leader with coaching focus and proactive problem-solving
• Proficient with CRM software and sales tools; comfortable with data-driven decisions

Responsibilities

• Lead and coach a team of AEs and AMs with regular 1:1s and deal coaching
• Own partner revenue results and monthly trajectory with Director
• Improve channel playbook and partner enablement across the org
• Attract and retain ICP firms and maintain robust sales and account development
• Use data across hundreds of partner firms to allocate time and resources
• Build playbooks, talk tracks, and tools; test new approaches
• Lead hiring, onboarding and ramping of new team members
• Leverage AI to coach and improve team performance
• Collaborate cross-functionally with BD, Marketing, Product, Risk, CX, RevOps, Sales Enablement
• Become product and accounting-ecosystem expert (QuickBooks Online, Xero, Gusto)

Skills

People leadership

Coaching

Data-driven

CRM proficiency

AI-driven

Cross-functional collaboration

Hiring & onboarding

Sales enablement

Tools

Salesforce

Outreach

ZoomInfo

Job description

Relay is a digital banking platform helping accounting and bookkeeping firms grow their clients by providing visibility and tools to manage cash flow. The Channel Sales Manager will lead AEs and AMs, drive partner revenue, and refine the channel playbook to attract and enable AB partnerships across North America.

You will build strong partnerships with accounting firms, coach a high‑performing team, and leverage AI and data to improve decision making and outcomes.