Channel Account Executive, Accounting Partnerships

Deel

15d • Remote

About The Position

The Channel Account Executive (Channel AE) – Accounting is responsible for driving accountant-sourced pipeline by activating and scaling relationships across our accounting partner ecosystem, including accounting firms, CPA firms, and CAS practices. This role owns accountant relationships end-to-end with a focus on sourcing, qualifying, and introducing high-quality opportunities into the sales process.

Acting as the connective tissue between accounting partners and go-to-market teams, the Channel AE ensures that accountant influence is leveraged effectively throughout the sales cycle—from initial signal identification through co-selling and close. This is a highly strategic, relationship-driven role requiring strong commercial judgment, a builder mindset, and cross-functional collaboration.

Requirements

• 3+ years of experience in B2B SaaS sales, channel, partnerships, or accounting-focused ecosystem roles.
• Demonstrated success in unlocking accounting firm networks and sourcing high-quality pipeline.
• Exceptional relationship-building skills with the ability to earn trust from firm partners, CPAs, and senior stakeholders.
• Strong commercial instincts with the ability to identify buying signals within client portfolios and act quickly.
• Highly organized with comfort operating cross-functionally as a central point of coordination between partners and sales.
• Ability to operate effectively in ambiguous environments and build new channel motions from the ground up.
• Willingness to travel as required to support partner relationships and industry events.

Nice To Haves

• Experience working with accounting firms, CPA firms, CAS practices, or professional services ecosystems is a strong plus.

Responsibilities

• Proactively identify, source, and qualify opportunities from accounting firms’ books of business, client portfolios, and networks.
• Drive consistent accountant-sourced pipeline through structured outreach, referrals, joint account planning, and clear qualification standards.
• Own and activate relationships with assigned accounting partners, unlocking access to client accounts and warm introductions.
• Enable accountants on ideal customer profiles, use cases, buying triggers (e.g., growth events, entity expansion, compliance changes), and referral best practices through regular working sessions.
• Partner closely with Account Executives to introduce, co-sell, and support accountant-sourced opportunities with clean handoffs and strong deal context.
• Act as the connective tissue between accountants and GTM teams, collaborating with Partner Managers, Channel SDRs, and Core Sales.
• Help define and refine the accountant channel motion by testing messaging, engagement models, and sourcing strategies to build repeatable playbooks.
• Maintain strong CRM hygiene, forecast accountant-sourced pipeline, and report on partner activity, performance, and conversion trends.
• Represent Deel at accounting industry events, firm meetings, and ecosystem gatherings to deepen relationships and unlock new opportunities.

Benefits

• Stock grant opportunities dependent on your role, employment status and location
• Additional perks and benefits based on your employment status and country
• The flexibility of remote work, including optional WeWork access

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed