Head of Reseller, Embedded Solutions

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

📋 Description

• Lead and expand indirect sales, as well as embed and reseller partner initiatives.

• Take charge of the commercial aspects of embed and reseller operations and formulate a channel strategy aimed at substantial revenue growth.

• Identify, propose, structure, and finalize agreements with resellers and platform integrations.

• Build executive relationships, negotiate commercial conditions, and formalize partner agreements alongside internal Partner Business Managers.

• Develop and present joint value propositions for HCM, payroll, tax, and advisory partners.

• Collaborate with the Senior Director of Integrations and product teams to showcase embedded workflows and link technical capabilities to commercial benefits.

• Create scalable frameworks for reseller terms, channel support, revenue-sharing models, and collaborative go-to-market strategies.

• Engage strategic partners and ensure sustained commercial activation, aiming for at least five high-impact reseller/embed partners in the initial year.

• Report directly to the Chief Revenue Officer.

⛳️ Requirements

• Over 10 years of progressive experience in sales, channel management, or strategic partnerships within enterprise SaaS.

• Proven track record of creating, scaling, and closing intricate indirect go-to-market, reseller, or platform-embedded partnership initiatives from inception or early stages.

• Extensive knowledge in HR Tech, EOR, HCMs, or Tax & Advisory partner ecosystems.

• Strong technical understanding of APIs, deep-linking, embedded workflows, platform integrations, and MCP servers; hands-on technical execution is not required.

• Documented success in negotiating and structuring complex, multi-million-dollar commercial software agreements and revenue-sharing arrangements.

• Outstanding skills in executive presentations, storytelling, and relationship management.

• Previous experience in developing reseller or embed operations within prominent global HR Tech, EOR, or enterprise advisory networks.

• Experience functioning effectively in a fast-paced, matrixed, global remote-first software organization.

• Proven capability to navigate early-stage program uncertainties as an individual contributor before establishing a supporting team.

🏝️ Benefits

• Generous paid parental leave.

• Flexible time off.

• Spending accounts.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Sabbatical after 5 years.

• Commission structure in addition to base salary for sales positions.

• Flexible and remote-first work environment.