Channel Sales Manager

HubSync; Franklin (VA); On-site; USD 120,000 - 160,000; Full time

Job summary

HubSync is seeking a Channel Sales Manager to build and lead the partner ecosystem driving qualified pipeline into the sales organization from the ground up. You will own relationships with accounting alliances, technology partners, private equity firms, and independent consultants, negotiating deals and ensuring scalable channel execution.

You will partner with Legal, Finance, and Marketing to co-sell, structure terms, and standardize processes across the portfolio.

Qualifications

• 5+ years in channel sales, partnerships, alliances, or business development within B2B SaaS.
• Experience building partner relationships that generate qualified pipeline, not just logos.
• Comfort leading contract terms alongside Legal and closing deals.

Responsibilities

• Develop and manage a multi-channel partner strategy (accounting alliances, tech partners, PE firms, independent consultants).
• Identify and cultivate relationships with accounting alliance networks to position HubSync as a preferred platform.
• Negotiate and execute partnership, referral, or reseller agreements with Legal and Finance alignment.
• Own the channel pipeline and enable sales through partnerships and co-sell motions.

Skills

Channel sales

Partnerships

Alliances

Business development

Relationship building

Job description

AboutHubSync

HubSyncis the AI-powered, end-to-end workflow automation platform built for CPA firms and accounting practices, unifying client portals, engagement management, document collection, e-signature, workpapers, and payments into a single system of record. Backed by a growth investment fromThomaBravo and recognized on the Deloitte Technology Fast 500 for consecutive years,HubSyncis scaling rapidly and investing in the partner ecosystem that will fuel its next stage of growth.

Position Summary

HubSyncis hiringourfirstaChannel SalesManagerto build and lead the partner ecosystem that drives qualifiedpipelineinto the sales organizationfrom theground up.This person will own relationships with accounting alliances, synergistic technology partners, private equity firms looking to cascadeHubSyncacross portfolio companies, and independent consultants. They will be the primary architect and closer of these partnerships —identifyingtargets, forging relationships, negotiatingand inkingpartnership and referral agreements, and operationalizing each channel so it reliably generates qualified pipeline for sales reps to close. This is a strategic, quota-carrying, individual-contributor role reporting directly into theSVP of Sales

Key Responsibilities

Partnership Development & Deal-Making

• Build and manage a multi-channel partner strategyfrom the ground up -spanningaccounting 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 positionHubSyncas a preferredor endorsedplatform.

• 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, positioningHubSyncto 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 andend to endexecution("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.

Pipeline Generation & Sales Enablement

• 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 barbeforehand off.

• Build repeatable processes for lead routing, deal registration, and partner attribution in partnership withRevOps/CRM systems.

• Equipchannel ppartnerswith the messaging, collateral, training, and incentives needed to confidently refer and co-sellHubSync.

• Partner closely with Marketing on joint campaigns, co-branded content, and events that support partner-sourced demand generation.

Program & Relationship Management

• 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 theSVP of Salesand executive team.

• RepresentHubSyncat industry conferences, alliance events, and PE portfolio-company gatherings to build the partner pipeline.

Qualifications

• 5+ years in channel sales, partnerships, alliances, or business development withinB2BSaaS, ideally serving the accounting, tax, or professional services industry.

• Demonstrated success building partner relationships that generate measurable, qualified pipeline — not justsignedlogos.

• Proventrack recordnegotiating and closing partnership, referral, or reseller agreements, including comfortleadingspearheadingcontractterms alongside Legal.

• Existing relationships and credibility within the accounting ecosystem (associations, alliance networks, consultants) and/or with PE firms active in accounting/professional servicesstronglypreferred.

• Experience working with, or selling into, private equity-backed portfolio companiesisa plus.

• Strong executive presence and consultative selling skills; comfortable being the face ofHubSyncwith 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, andevents.

• Experience working with, or selling into, private equity-backed portfolio companies is a plus.

What Success Looks Like

• Building thestrategy forchannel sales fromthe groundupin theform of aAdocumented, prioritized set of active partnerships across allmultiplechannels (accounting alliances, technology partners, PE firms, independent consultants).

• A predictable, growing volume of qualified pipeline sourced from channel partners each quarter.

• Signed, well-structured partnership agreements that protectHubSync's economics and set clear mutual expectations.

• Strong partner satisfaction and engagement, reflected in renewed and expanding relationships over time.

WhyHubSync

Join a fast-growing, AI-powered SaaS company backed byThomaBravo, recognized among North America's fastest-growing technology companies, and trusted by leading CPA firms to modernize their tax and accounting workflows. This is an opportunity to build a channel function from the ground up and have a direct, visible impact on company growth.

We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status