Director, Channel & Alliances

FinQuery • Atlanta, GA

8d

About The Position

FinQuery is building the next generation of AI-powered accounting automation solutions. Our unified smart subledger connects contracts and other source documents to accounting and finance workflows and outputs. Our platform helps controllers and finance teams drive compliance, controls and liquidity. We act as a unified subledger for an organization’s largest areas of spend. By eliminating manual, error prone workflows, we help customers improve accuracy, reduce risk, and free finance teams to focus on strategic work rather than spreadsheet maintenance. FinQuery has 8700 customers, hundreds of partners, and users in 92 countries. We have been recognized as the market leader by G2 in a core category for 19consecutive quarters.

Solve the Problems That Matter Most

FinQuery is hiring a Director, Channel and Alliance Partnerships to build and lead our global partner engine. This role will own the strategy, execution, and performance of all channel and alliance routes to market, including accounting firms, ERP and ISV alliances, adjacent accounting and finance companies, system integrators, and referral partners. You will lead the Channel and Alliances team, and turn partnerships into a durable, scalable revenue engine. The ideal candidate combines partner strategy, sales execution, and team leadership. You know how to design a partner program, recruit and enable the right partners, and hold the organization accountable for partner sourced and partner influenced growth. This role will work closely with Sales, Marketing, Customer Success, Product, Corporate Development, and Finance to achieve goals.This role reports to the VP, Sales.

Requirements

• 8 or more years of experience in B2B SaaS, with at least 5 years focused on channel sales, alliances, or partner management
• Proven track record building and scaling a partner program that drives a meaningful share of new ARR and expansion revenue
• Experience leading a team of partner managers or channel sellers, including hiring, coaching, and performance management
• Strong understanding of accounting firms, ERP ecosystems, and finance technology partners, ideally including NetSuite, Sage, Microsoft, and other key platforms
• History of successfully recruiting, negotiating, and enabling VARs, SIs, ISVs, and referral partners, with clear examples of deals closed with or through partners
• Commercial acumen and “sales DNA” with comfort owning targets, negotiating terms, and working closely with direct sales teams
• Ability to build joint business plans, including pipeline targets, marketing investments, and enablement milestones, and then drive execution against them
• Excellent communication skills, including the ability to clearly explain how FinQuery creates value for partners and their clients
• High level of organization, with the ability to manage multiple partner relationships, internal stakeholders, and initiatives in a fast growth environment
• Willingness to travel up to 25% of the time for partner meetings and industry events

Nice To Haves

• Experience working with or for Top 10 accounting firms or their CAS and advisory practices
• Background in accounting software, fintech, or financial operations platforms
• Prior experience building or revamping a partner program from low single digit to double digit percentage of new ARR
• Knowledge of lease accounting, fixed assets, or related technical accounting domains

Responsibilities

• Drive the global channel and alliance strategy to back FinQuery's contract-driven subledger roadmap and revenue goals.
• Lead, mentor, and grow the Channel and Alliances team, setting a clear operating rhythm, goals, and development paths for everyone.
• Hit ambitious targets for partner-sourced and partner-influenced pipeline, ARR, and retention, delivering solid monthly and quarterly forecasts.
• Design and fine-tune the partner program structure—including tiers, perks, incentives, and partner economics—to get partner efforts aligned with FinQuery's objectives.
• Find, recruit, and sign top-tier partners, focusing on key areas like accounting firm CAS practices, ERP systems, ISVs, VARs, and SIs.
• Develop and manage a consistent partner recruitment approach that uses outbound outreach, events, and relationship building with key decision-makers.
• Team up with Marketing to create and roll out joint go-to-market plans, involving co-branded campaigns, events, content, and account-based strategies.
• Make sure partners are ready to sell and deliver FinQuery by providing sales playbooks, training, demos, pricing help, and competitive intel.
• Put in place a partner governance model, including QBRs, scorecards, and joint business plans, and keep tabs on pipeline, revenue, enablement, and satisfaction.
• Work closely with Sales leadership to establish clear rules of engagement, defining how opportunity registration and conflict resolution work between direct and channel teams.
• Collaborate with Revenue Operations to ensure partner data, opportunity credit, and reporting are accurate and easily visible in CRM and dashboards.
• Partner with Product and Corporate Development on strategic alliances, looking into embedded OEM opportunities and potential acquisition targets to strengthen our ecosystem.
• Represent FinQuery at industry events, conferences, and partner forums to boost awareness and find new alliances.
• Bring back organized partner feedback to help shape the product roadmap, pricing, and packaging decisions.

What This Job Offers

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