Director of Accountant Channel, FreshBooks

• 10+ years of experience in Accountant-focused offerings within a SaaS organization or a similar industry
• Demonstrated experience in driving revenue growth and optimizing Accountant conversion rates
• Demonstrated experience managing an operating expense budget, making informed trade-offs when necessary to achieve required results on time and on budget
• Demonstrated experience managing and developing high-performing, multi-disciplinary teams
• Experience leading channel-based marketing and business development endeavors
• Strong understanding of Accountant technologies, systems, and industry trends
• Proven analytical ability for program measurement, ROI assessment, and adept program execution
• Familiarity with regulatory and compliance requirements in the Accountant industry
• Effective “zooming in and out”, comfortable working both strategically and tactically
• A commitment to the connection between happy customers and engaged teams
• Exceptional leadership, communication and decision-making skills
• An innovative mind, with a drive to push boundaries, test new ideas, and implement creative approaches to work

Desirable

• As the Director of the Accountant Channel you will be responsible for overseeing and managing all aspects of our account channel operations and GTM motions
• You will play a critical role in ensuring the smooth and efficient operation of the accountant channel, optimizing revenue streams, and driving customer satisfaction
• Accountant Strategy Development: Develop and implement a comprehensive Accountant strategy that aligns with the organization's goals and objectives. Identify and leverage emerging trends, technologies, and industry best practices to enhance the experience for our customers
• Accountant Operations Management: Oversee all accountant channel operations. Ensure adherence to regulatory and compliance standards, while optimizing operational efficiency and minimizing costs
• Vendor Management: Manage relationships with accountant channel service providers. Negotiate contracts, monitor service level agreements, and ensure seamless integration of accountant channel-specific systems with our SaaS platform
• Channel Efficiency: Collaborate with cross-functional teams, including Sales, Marketing, and Product, to identify opportunities for revenue growth and optimization. Analyze channel data, customer behavior, and market trends to develop strategies that increase conversion rates and reduce churn. Ensure channel efficiency through ownership of operating expenses, making informed trade-offs to deliver high-quality results
• Team Leadership: Build and lead a high-performing direct channel team. Provide guidance, prioritization, and clarity of vision to the cross-functional accountant channel’s team composed of team members from different parts of the business, all focused on building the accountant channel’s products and services. Foster a collaborative and inclusive work environment that promotes innovation and continuous improvement
• Partnership Development: Help to identify and prioritize key partnerships that will benefit the channel and align with the needs of our accountant customer, and work with the business development group to secure working agreements around co-marketing, cross-functional sales, and/or product integrations
• Reporting and Analytics: Establish key performance indicators (KPIs) and metrics to monitor the performance of channel operations. Work with Analytics team members to generate regular reports, dashboards, and scorecards. Provide insights and recommendations to senior leadership, and pivot the channel based on informed leading and lagging indicators to achieve results
• Revenue Growth: Work cross functionally to refine the product, program, sales strategies, and marketing for the channel to continue to meet and exceed the company’s goals around revenue growth for this emerging market
• Funnel Refinement: Oversee an emerging marketing team and work with them to refine a multi-funnel approach to marketing to the accounting profession that generates leads, accountant hub signups, and accountant conversions in the form of adding clients to FreshBooks
• Product Priorities: Work closely with the heads of product development to refine and reprioritize our product development pipeline to ensure it stays in sync with both our wider strategies for the growth of the channel and continues to be designed around the needs and feedback of our accountant partners
• Sales Development: Collaborate with sales leadership to ensure we establish best in class sales operations and management, and continue to offer feedback as we refine the sales structure and strategies over time
• Support Scalability: Work in tandem with our evolving support infrastructure to ensure we have skilled support teams that are equipped to support accounting professionals in alignment with the ongoing growth of the channel
• Customer Experience: Drive a customer-centric approach, ensuring our customers' seamless and frictionless experience. Collaborate with Customer Support teams to address Accountant-related inquiries, escalations, and issues