West Coast Channel Sales Manager — Equity Eligible

Expensify; San Francisco (CA); Hybrid; USD 120,000 - 150,000; Full time

Benefits offered by this job

401(k) match

Medical, dental, vision coverage

Relocation assistance

Parental leave

Flexible vacation

Fertility/family-building benefit

Job summary

Expensify’s Channel Sales Manager role owns a book of accounting firms and integration partners, developing them into Expensify experts through in-person meetings, live training, conferences, and ongoing outreach. You will build repeatable processes, identify effective approaches, and travel monthly to partner offices and events to grow qualified leads and revenue for Expensify.

The ideal candidate has 3+ years in B2B SaaS sales or partnerships, confidence presenting to groups, and CRM

Qualifications

• 3+ years of experience in B2B SaaS sales or partnerships, with personal responsibility for a sales target.
• Willing to travel at least once a month for partner visits and conferences.
• Confident presenting to a group, whether you’re leading a webinar for 50 accountants or in a room full of partners.
• Comfortable using a CRM to keep track of contacts, follow-ups, and sales progress.
• Experience selling expense management or accounting software, or working with accounting firms in a sales or partnerships role.
• An existing network in accounting, bookkeeping, or client advisory services (CAS).
• CRM experience in HubSpot.

Responsibilities

• Respond to inbound from firms: certification graduations, new client requests, and training opportunities.
• Keep up with product launches and new sales hires at integration partners, and use those moments to offer training, introduce Expensify to new contacts, or propose a joint promotion.
• Be in constant contact with firm staff, partners, and leadership, reaching out with something specific to their firm rather than an easy to ignore check-in.
• Sweep your book weekly for firms that signed up and never got started, keeping an eye out for any real drop off outside of a firm's normal pattern.
• Book next month’s sessions in advance so every firm has a standing rhythm with you.
• Document each partner and firm's rollout plan and relevant details so anyone can check where a relationship stands.
• Host product training for accountants at your firms.
• Train integration partners’ sales teams to recognize which customers are a good fit, explain the value of using Expensify alongside their product, and confidently make a referral.
• Host CPE-eligible webinars, registered with the firm, that teach something genuinely useful and then show where Expensify fits.
• Offer onsite and lunch-and-learn sessions to any firm that isn't fully remote.
• Attend conferences with intent: schedule meetings, then follow up on every lead when you return.
• Run a training webinar after every significant product update and invite stakeholders from your firms and integration partners.

Skills

B2B SaaS sales

Partner management

Public speaking

Training

Networking

Travel readiness

Tools

HubSpot

Job description

Expensify’s Channel Sales Manager role owns a book of accounting firms and integration partners, developing them into Expensify experts through in-person meetings, live training, conferences, and ongoing outreach. You will build repeatable processes, identify effective approaches, and travel monthly to partner offices and events to grow qualified leads and revenue for Expensify.

The ideal candidate has 3+ years in B2B SaaS sales or partnerships, confidence presenting to groups, and CRM