Director, Partner Sales

Accountabilities:: You will take full ownership of partner channel performance, leading the teams and initiatives responsible for acquiring new partners and expanding existing relationships. Through hands-on coaching, structured performance management, and cross-functional collaboration, you will build a high-performing sales organization capable of delivering sustainable growth. Own partner channel results across new partner acquisition and existing account expansion, ensuring achievement of monthly, quarterly, and annual sales targets. Lead, coach, and develop a team of Account Executives and Account Managers, helping individuals strengthen their capabilities and consistently achieve or exceed performance goals. Conduct regular deal reviews, sales call coaching, one-on-one meetings, field visits, and joint partner meetings to improve selling skills and sales effectiveness. Coach team members to independently manage and close opportunities rather than relying on direct managerial intervention. Drive pipeline generation through inbound and outbound sales activities, ensuring adequate opportunity coverage across the team. Establish clear performance expectations and accountability standards for sales activity, pipeline generation, CRM accuracy, conversion rates, and forecasting. Monitor team performance regularly, identify gaps, and implement corrective actions to maintain consistent execution. Own monthly and quarterly forecasting processes, including committed and potential revenue assessments, risk identification, and performance improvement plans. Represent the partner channel in the field through joint sales meetings, strategic business reviews, and participation in key accounting industry conferences and association events. Translate annual partner channel objectives into actionable quarterly sales strategies, campaigns, offers, incentives, and performance targets. Collaborate with Revenue Operations to design territories, allocate account portfolios, establish coverage models, and define responsibilities between acquisition and account management teams. Recruit, onboard, and develop high-performing sales professionals, including contributing to hiring strategies, interview processes, and structured 30-, 60-, and 90-day onboarding plans. Partner with Sales Enablement to identify development needs, improve onboarding programs, and implement repeatable sales methodologies across the team. Work closely with Marketing to shape partner campaigns, events, messaging, and lead-generation initiatives that support a healthy pipeline of qualified opportunities. Share partner feedback and market intelligence with internal stakeholders to identify product improvement opportunities and remove barriers to partner growth. Ensure smooth transitions from new partner acquisition through onboarding and ongoing relationship management. Requirements : The ideal candidate is an experienced B2B sales leader with a proven ability to build high-performing teams, develop strategic partnerships, and deliver measurable commercial results. You should combine strong coaching capabilities with a data-driven approach to sales management and the ability to operate effectively across multiple business functions. At least 7 years of experience in B2B sales, including a minimum of 3 years directly managing quota-carrying sales professionals. Proven track record of achieving team sales targets through effective leadership, coaching, and performance management rather than relying primarily on individual sales production. Experience leading both new business acquisition teams and account management or customer expansion teams. Demonstrated ability to recruit, onboard, develop, and manage sales professionals, including handling challenging performance discussions. Strong frontline coaching skills, including deal strategy, sales call coaching, and developing individual selling capabilities. Solid understanding of pipeline management, sales forecasting, activity monitoring, and performance measurement. Ability to establish clear expectations, maintain accountability, and address performance issues proactively. Confidence working alongside sales teams in the field and building strong, lasting relationships with partners. Experience developing scalable, repeatable sales strategies and ensuring consistent execution across teams. Strong analytical and data-driven mindset, with the ability to interpret funnel metrics, conversion rates, sales activity, and pipeline coverage. Excellent cross-functional collaboration skills, particularly when working with Revenue Operations, Sales Enablement, Marketing, and Professional Services. A balanced leadership approach combining high standards, accountability, empathy, and a genuine commitment to employee development. Willingness and ability to travel regularly within assigned Canadian territories. Additional assets that will help you stand out: Experience selling to accounting and bookkeeping firms or an established professional network within this industry. Background in payroll, Human Capital Management (HCM), or related software and services. Previous experience leading partner sales, channel sales, or indirect sales teams. Benefits : Annual base salary ranging from CAD $145,000 to $162,000. On-target earnings (OTE) ranging from CAD $240,000 to $270,000. Comprehensive benefits package. Fully remote working environment with flexibility and autonomy. Professional development opportunities and support for continuous learning. Opportunities for career growth and exposure to new professional challenges. Collaborative and supportive team culture that encourages knowledge sharing and celebrates collective achievements. Innovative environment that values curiosity, experimentation, and the responsible use of AI. Opportunity to make a direct contribution to business growth and the development of payroll solutions for small businesses. Inclusive workplace committed to mental wellness, diversity, and equal opportunities. Virtual interview process with accommodations available to candidates who require them.