Strategic Partner Executive, UK

Employment Hero; Greater London; Remote; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Base salary £75,000

OTE £130,000

Remote-first environment

ESOP

Parental leave

Egg freezing subsidy

Home office allowance

Learning & development

Annual Global Gathering

Job summary

Employment Hero is seeking a UK-based channel and alliance sales leader to build and grow the VAR network around ERP and finance ecosystems. You will recruit partners, drive ARR through partner-sourced deals, and develop executive relationships at ERP vendors.

This is a remote-first, high-impact role with strong growth potential and cross-border collaboration. The role focuses on Sage Intacct/Sage 200 and related ERP ecosystems, with opportunities to expand to Acumatica, NetSuite and Dynamics

Qualifications

• 5+ years in channel, partner or alliance sales in SaaS, ERP or accounting software
• At least 3 years selling through VARs, resellers or referral partners in the UK
• Evidence of ARR delivered through partners
• Existing network in Sage/Intacct/NetSuite/Dynamics/Acumatica VAR community
• Credibility with VAR principals, MDs and vendor executives
• Understanding of mid‑market finance and ERP buying journey
• Experience building a channel from an early stage with limited structure
• Excellent written and verbal communication
• Advantageous: prior Sage/ERP/VAR program design experience or HR/payroll knowledge

Responsibilities

• Build the UK VAR channel and recruit partners
• Own a UK partner-sourced and partner-influenced pipeline and ARR target
• Lead joint account planning and regular business reviews with priority partners
• Train partner sales teams on positioning and qualification
• Manage vendor-level relationships and run co-sell with ERP vendors
• Assess and launch new alliances with finance and spend platforms
• Design partner tiering, incentives and channel economics
• Capture integration requirements and feed them to product with commercial weight
• Coordinate with UK sales org for lead routing and campaigns

Skills

Channel sales

Partner onboarding

ARR delivery

Go-to-market planning

Vendor relationships

Forecasting

Remote collaboration

Tools

Sage Intacct

Sage 200

NetSuite

Dynamics 365 BC

Acumatica

Job description

Who we are

Employment Hero is on a mission to make employment easier and more valuable for everyone around the world. Our Employment Operating System brings hiring, HR, payroll and benefits into an all-in-one solution.

Since launching in 2014, we've grown from startup to global scale, reaching a valuation of over $2 billion and building a presence across six countries, with even more growth ahead. We now serve over 350,000 SMEs, pay more than 3 million employees, and support a growing pool of job seekers finding their next role through our platform.

The EH Way

At Employment Hero, we’re proud of our unique DNA, which we call The EH Way.

1. We are Mission First - Our Mission determines what we work on, where we invest, and where we focus. Every decision runs through a single filter: does this accelerate our Mission?
2. We are Remote First - we champion a remote environment with a preference for asynchronous communication and a high degree of autonomy
3. We are AI First - we are committed to using AI to accelerate our mission; AI is not just a tool, it’s a fundamental part of how we operate, innovate, and scale
4. We Live by Our Values - we role model our values 100% of the time
5. We Expect High Performance - we set a high standard and we’re not satisfied with being average.

This role

You will own and grow our UK partner channel with ERP and finance platform ecosystems. The primary focus is the Sage Intacct and Sage 200 VAR community, extending to Acumatica, NetSuite, Microsoft Dynamics Business Central and newer finance and payments alliances.

This is a quota-carrying role. You will build the channel from an early stage, recruit and activate partners, and deliver ARR through them. You will also build executive relationships at the vendors behind those ecosystems. We have a proven model in Australia and are replicating it in the UK.

Your key focus areas will be

• Build the VAR channel. Identify, recruit, onboard and activate ERP resellers and implementers as Referral Partners and Certified Partners, and decide which tier fits each partner.
• Deliver ARR. Own a UK partner-sourced and partner-influenced pipeline and ARR target, working alongside direct AEs to progress and close partner-originated deals. Forecast accurately and keep CRM data clean.
• Run joint business planning. Lead joint account planning and regular business reviews with priority partners, covering pipeline, attach rates and investment.
• Enable partners to win. Train partner sales and consulting teams on positioning, ICP and qualification. Guide new partners to early wins with well-fitted customers before they take on larger deals.
• Own vendor-level relationships. Build relationships with commercial, product and partner leadership at ERP vendors. Run co-sell and co-marketing with them, and represent Employment Hero at partner events and industry conferences.
• Launch new alliances. Assess finance, payments and spend platforms as partners. Build the business case covering ICP overlap, TAM and commercial model, and run joint go-to-market, including three-way co-sell with ERP, HR/payroll and a third platform.
• Manage partner commercials. Work within our referral and Certified Partner structures, design tiering and incentives with an eye on partner margin, manage channel conflict and keep acquisition cost disciplined.
• Be the voice of the partner to product. Capture integration and capability requirements, including multi-entity and ERP connector needs, and feed them to product with commercial weight behind them.
• Work across the UK sales org. Align with direct AEs, SDRs and marketing on lead routing, referral handling, account-based campaigns and shared pipeline.

Who you are

To thrive at Employment Hero, you’ll need to embody The EH Way - operating with focus, agility, and an obsession with impact. For this role, you’ll also bring

• 5+ years in channel, partner or alliance sales in SaaS, ERP or accounting software, with at least 3 years selling through VARs, resellers or referral partners in the UK
• Evidence of ARR delivered through partners, not only partner activity
• A strong understanding of VAR economics: margin expectations, how partners compensate their sellers, and how resellers decide where to invest sales capacity
• An existing network in the Sage, Intacct, NetSuite, Dynamics BC or Acumatica VAR community, or a comparable ecosystem
• Credibility with VAR principals, MDs and vendor executives, and comfort selling at that level
• A good grasp of the mid‑market finance and ERP buying journey
• Experience building a channel from an early stage with limited structure, and the commercial rigour to forecast and write a business case
• Excellent written and verbal communication
• Advantageous: time at Sage, another ERP vendor or a VAR; experience designing partner programme tiers (referral, certified, reseller); HR, payroll or HCM knowledge; integration or marketplace experience.

How success is measured:

• Delivery against the partner-sourced and partner-influenced ARR target of [to be confirmed]
• A mapped UK VAR landscape, with senior relationships held across the top-tier VARs
• Priority VARs activated, with partner-sourced pipeline building
• Certified Partners live and selling
• Accurate forecasting and clean CRM data across the partner pipeline.

What we can offer

At Employment Hero, we don't just talk about a better way to work. We live it.

Joining Employment Hero means you'll:

• Base salary of £75,000
• Variable of £55,000 at target, giving £130,000 OTE
• Work in a remote-first environment, giving you the autonomy to do your best work while delivering meaningful outcomes.
• Be trusted to own your work, make decisions, and have a real impact from day one.
• Access cutting-edge AI tools and technology that help you move faster, think bigger, and amplify your expertise.
• Surround yourself with ambitious, high-performing teammates who will challenge, support and inspire you to do the best work of your career.
• Own ESOP (Employee Share Options) in one of the world's fastest-growing technology companies, so you can share in the value you help create.
• Enjoy a comprehensive benefits package, including generous parental leave, subsidised egg freezing, a home office allowance, and outstanding learning and development opportunities to support your growth.
• Celebrate together globally at our Annual Global Gathering - from Thailand, Vietnam, Bali, Dubai and Australia to Singapore in September 2027!

Privacy and AI Notices

• We’re AI-first, so may use AI tools to review your applications and support our interviewing and hiring process. They help us cut the noise, surface great talent fast and make sure every candidate gets a fair, consistent experience. These tools do not replace human judgment and the final hiring decision sits with our team.
• We verify candidate identity and location as part of our hiring process.
• At Employment Hero, we are committed to safeguarding the privacy of your application data. By applying to this role, you acknowledge our Applicant Privacy Policy made available here: employmenthero.com/legals/applicant-policy/.