Strategic Partnerships Lead, Solution Providers

Outsiders Fund; New York, Northern (NY, KY); Hybrid; USD 120,000 - 200,000; Full time

Benefits offered by this job

Equity

Base salary

Commission

Medical insurance

401(k)

Flexible PTO

Visa sponsorship

Learning budget

AI tokens

Job summary

DualEntry, an AI-native ERP for finance, is building its partnerships function in New York City. You will source VARs whose books align with our ICP and stand up a repeatable reseller motion, while coordinating with in-house CX on implementation.

You will design the reseller program, manage partnerships end-to-end, and represent the company at major reseller events, shaping how partners activate and produce value for customers.

Qualifications

• 3–6 years in channel sales, VAR/SI partner management, or reseller programs; ERP or fintech channel experience preferred.
• Understanding reseller economics: margins, services revenue, and platform bets.
• Experience designing or operating partner tiers, rate cards, or certification programs.
• Strong commercial judgment on partner-fair deal structures from strawman to signature.
• Managing channel conflict between direct and partner-led sales, ICP alignment.
• Comfortable representing the company at reseller-ecosystem events and running partner gatherings.
• Data-driven mindset and willingness to experiment

Responsibilities

• Sourcing the right resellers; identify VARs whose existing book overlaps with our ICP.
• Standing up a repeatable reseller motion; design the partnership model and playbook.
• Owning presence at reseller events (SuiteWorld, Sage Intacct Advantage, Acumatica Summit) and onboarding gatherings.
• Designing the reseller program structure: certifications, tiered rate cards, margins, and incentives.
• Managing resale motions end-to-end: deal registration, ICP alignment, deal support, conflict resolution.
• Setting expectations with partners on product fit and ICP alignment; correcting misalignment early.
• Managing partner agreements from strawman to signature.

Skills

Channel sales

VAR management

ERP/fintech

Commercial judgement

Partner management

Event presence

Data-driven

Tools

PRM tooling

Job description

About DualEntry

DualEntry is building the OS for finance.

Every business needs a financial system of record, yet the world's largest fintech market ($220B+) still runs on software from the 1990s, with no new entrants in 30 years. DualEntry's AI-native ERP automates accounting from data entry to close, so finance teams move faster, spend less and incur less risk.

In just 2 years we've raised $100M+ from Lightspeed, Khosla Ventures, Contrary and Google Ventures and earned the trust of customers from $5M ARR to publicly traded companies.

We hire outliers. We're looking for people with a track record of accomplishing difficult things, whether through their careers or achievements outside of work. You'll find leaders, colleagues who've competed at the highest levels of sport, performed on Broadway, trained with UFC champions and founded the country’s largest Python community - because that's what it takes to reinvent a $220B industry.

Location: New York City HQ, 7 World Trade Center

Where you'll create impact

You'll build DualEntry's Reseller channel from the ground up. Many resellers built their businesses on legacy platforms like NetSuite and Sage Intacct; they are actively looking for a modern alternative to bring to their book. Your job is to source the right resellers whose existing book overlaps with our ICP, and stand up a repeatable motion with them.

Note: implementation is handled by our in-house CX team. This role is focused on the sales side of the reseller motion; sourcing, activating, and expanding VAR partners.

Your role includes:

• Sourcing the right resellers; identify VARs whose existing book of business sits in our ICP (venture-backed SaaS $3M to $75M ARR)

• Standing up a repeatable motion; design the reseller partnership model, negotiate commercials, and build the playbook for how new resellers activate and produce

• Owning our presence at reseller-ecosystem events (SuiteWorld, Sage Intacct Advantage, Acumatica Summit, etc.) and running our own reseller onboarding gatherings

• Designing the reseller program structure: certification requirements, tiered rate cards, and margin / incentive design

• Managing resale motions end-to-end: partner-led deal registration, ICP alignment, deal support, and conflict resolution with direct sales

• Setting clear expectations with partners on product fit and ideal customer profile, and correcting misalignment early

• Managing partner agreements from strawman to signature, balancing structural fairness with commercial outcomes

What Sets You Up for Success

• 3 to 6 years in channel sales, VAR / SI partner management, or reseller programs; ERP or fintech channel experience strongly preferred, ideally sourcing VARs whose existing book overlaps with a specific ICP

• Understanding of reseller economics: margin, services revenue, and why a firm bets its practice on a platform

• Experience designing or operating partner tiers, rate cards, or certification programs, and building the playbook for how new resellers activate and produce

• Strong commercial judgment on partner-fair deal structure and agreements, from strawman to signature

• Skill at managing channel conflict between direct and partner-led sales, including deal registration and ICP-alignment processes

• Comfortable representing the company at reseller-ecosystem events (e.g., SuiteWorld, Sage Intacct Advantage, Acumatica Summit) and running your own partner gatherings

• Data-driven and experimental mindset

Nice to Have

• Existing relationships in the NetSuite, Sage Intacct, Acumatica, or mid-market ERP reseller ecosystem

• Experience running a reseller program at a mid-market fintech or ERP company

• Familiarity with deal registration and PRM tooling

• Experience at an early-stage (Seed to Series B) company

Why you’ll thrive here

• Significant equity ownership in one of the top AI companies in the world

• You’re joining early and will grow with DualEntry

• Your feedback shapes the product directly

• High-speed, high-trust environment with high expectations

Meet the Partnerships Team

• Caelahn joined DualEntry to build the partnerships function from zero; inherited 323 partner conversations, defined our 4-channel taxonomy, and stood up the attribution and program infrastructure to activate and scale across all four channels in his first 8 weeks. He's now launching Technology, Advisory, Resellers, and Private Equity in parallel.

Compensation & Benefits

• Equity: $40,000 - $65,000

• Base Salary: $120,000 - $200,000

• Commission: $30,000 - $60,000 (uncapped)

• Medical, dental & vision insurance

• One Medical membership

• Mental health support (Talkspace)

• Fertility & family-building support (Kindbody)

• Virtual healthcare (Teladoc Health)

• 401(k)

• Commuter benefits

• Learning & development budget for courses, certifications & language learning

• Unlimited AI tokens

• AI skills development & enablement

• Visa & permanent residence sponsorship

• Flexible PTO (27 days, including public holidays)

• Collaborative, in-office culture with no bureaucracy

• Snacks, drinks, team events & more

Partnerships is how AI-native ERP wins. The legacy players took 30 years to build their networks. We're doing it at Series A, and we're going to make DualEntry the default across every finance ecosystem.

Caelahn Bullen, Strategic Partnerships Lead