Director, Partner Sales

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take ownership of Wagepoint's partner channel performance by focusing on both new partner acquisition and the expansion of existing channels.

• Guide, mentor, and nurture the development of Account Executives and Account Managers.

• Facilitate deal reviews, call coaching sessions, one-on-one meetings, ride-alongs, and collaborative partner meetings.

• Support representatives in successfully closing their own deals.

• Generate pipeline activity through both inbound and outbound efforts.

• Set accountability standards for activities such as pipeline generation, CRM maintenance, conversion rates, and forecasting accuracy.

• Manage monthly and quarterly forecasting processes, including commit and upside discussions.

• Identify potential risks and create strategies to address performance gaps.

• Lead field activities, including joint partner meetings, business reviews, conferences, and industry events.

• Break down the annual partner strategy into actionable quarterly plays, offers, incentives, and objectives.

• Collaborate with Revenue Operations on territory assignments, business portfolios, coverage models, and engagement rules.

• Recruit, onboard, and cultivate a high-performing team.

• Develop hiring plans and 30/60/90-day ramp-up strategies.

• Collaborate with Sales Enablement to address skill gaps, onboarding processes, and sales strategies.

• Work alongside Marketing on campaigns, events, messaging, and lead management.

• Convey partner feedback and market insights to internal stakeholders.

• Ensure seamless transitions from acquisition through onboarding and account management.

• Report directly to the VP of Sales.

⛳️ Requirements

• Over 7 years of experience in B2B sales.

• A minimum of 3 years of direct experience managing sales professionals who carry quotas.

• Proven history of meeting team sales objectives through effective coaching, leadership, and performance oversight.

• Experience leading teams focused on both new business acquisition and account management or expansion.

• Background in hiring, onboarding, developing, and managing sales teams.

• Proficiency in handling challenging performance discussions.

• Strong skills in front-line coaching, including deal strategy and call coaching.

• A disciplined approach to managing the sales pipeline, forecasting, activity assessment, and performance evaluation.

• Ability to establish clear expectations, hold team members accountable, and take swift action when performance declines.

• Comfort in working in the field with sales teams and fostering relationships with partners.

• Experience in developing and consistently executing repeatable sales strategies.

• Data-driven understanding of funnel metrics, conversion rates, activity levels, and pipeline coverage.

• Excellent cross-functional collaboration abilities with teams in Revenue Operations, Sales Enablement, Marketing, and Professional Services.

• Experience in the accounting and bookkeeping industry or a strong network in this field is advantageous.

• Background in payroll, HCM, or related sectors is a plus.

• Experience leading partner or channel sales teams is also a plus.

🏝️ Benefits

• Comprehensive benefits package.

• Opportunities for professional development.

• Career advancement possibilities.

• Flexible and autonomous remote work options.

• Virtual interview process.

• Support for accommodations during the recruitment process.

• Commitment to mental wellness and inclusion.