Senior Sales Manager, Accountant Channel

The Opportunity

- Senior Sales Manager, Accountant Channel

Reporting into the VP of Sales North America, this is a crucial role within the organization and the Sales Organization, as Accountants are a high priority opportunity for FreshBooks. You will be responsible for managing a sales team that will begin with 4 Partner Sales Consultants growing to 8 by the end of 2024. You will be responsible for managing this team in addition to collaborating with the GM of Accountants to continue to improve and refine the Accountant Channel Sales strategy and execution of closing revenue from our Accountant Channel. The Senior Sales Manager for the Accountant Channel will also be responsible for sales forecasting, analytics, productivity, processes, playbooks, training, CRM maintenance (Salesforce.com) and other sales support functions. You wake up everyday energized thinking about how you will lead your team to overachieve on your revenue goals.

NOTE: This role can be worked remotely from the above location. 

What You'll Do as a Senior Sales Manager, Accountant Channel

Build a business plan and prospect strategy for finding net new FreshBooks Accounting Partners to build your team’s pipeline

Develop new call/email scripts, define sales territories within North America, create rules of engagement, and anything else that will help drive results for your organization

Review reports, data, insights, sales activities, accountant characteristics in an effort to always be looking for opportunities to gain efficiencies, increase conversions, and optimize resources and efforts

Lead, manage and mentor the Partner Consultant team on sales strategies, building long term relationships with their accounts, leaning into customer success principles and consultative, one-to-many style selling

Keep the team up to date with the evolution of the accounting industry and provide ongoing relevant training as the FreshBooks product evolves to meet the needs of the market

Ensure your team meets or exceeds monthly revenue and upgrades targets through effective prospecting and communication with accountants in North America

Complete accurate weekly/monthly sales forecasts, activity reports and business presentations in a timely manner

What You'll Bring to the Role

Experience in the accounting industry including selling technology to accountants

5+ years experience as a successful Sales Professional and 2+ years as a successful Sales Leader who has managed team of 5+ reps preferred

Demonstrated effectiveness in upsell and cross-sell experience with accountants

Strong communication skills will the ability to tackle cross-functional work, building relationship and influence

Experience with data analysis and/or reporting.

Understanding of Software-as-a Service (SaaS) revenue funnel as it applies to accountants and a one-to-many sales model

Ability to effectively utilize CRM tools (Salesforce) to monitor performance and effectiveness of Lead generation and complete Opportunity Funnel

You'll Stand Out If You Bring Experience In

Leading cross functional sales organizations and collaborating with other product, marketing, and support organizations

Extensive experience hiring and scaling rapidly growing teams

Multiple experiences working in companies and teams that sell to and through accounting professionals and/or other partnership/reseller models

What You'll Bring to the Role

5+ years experience as a successful Sales Professional

2+ years as a successful Sales Leader who has managed team of 5+ reps preferred

Experience in the accounting industry including selling technology to accountants

Demonstrated effectiveness in upsell and cross-sell experience with accountants

Created and managed initiatives that resulted in a significant measurable impact

Demonstrated leadership, strong communication skills and comfortable with presentations

Strong communication skills will the ability to tackle cross-functional work, building relationship and influence

Experience with data analysis and/or reporting. 

Understanding of Software-as-a Service (SaaS) revenue funnel as it applies to accountants and a one-to-many sales model

Ability to effectively utilize CRM tools (Salesforce) to monitor performance and effectiveness of Lead generation and complete Opportunity Funnel

Our Commitments to You

At FreshBooks each person knows their opinion is valued, and can see their impact on the lives of over 10 million small business owners around the world. Accelerate your career, work on projects you're passionate about, and work as a part of a collaborative team without ego! Here are some of the ways FreshBooks recognises and rewards our full time employees:

Comprehensive Health and Wellness Benefits. Including retirement savings program or pension plan matched to your local office, stock options for every full time employee, generous time off, parental leave and new parent support, annual healthy living credit, comprehensive medical and dental benefits dependent on your region, and more.

Perks that Matter. Including a Peer Recognition Program, an Employee Assistance Program, headphone credit, meaningful in-person gatherings to bring onsite and remote employees together, and more perks matched to your locale.

Working Environments to Help You Thrive. Beautiful office spaces welcome you in Canada and Mexico, and those without access to a FreshBooks office receive a home office credit to set up your home office.

Supportive Peer Group, Mentors, and Leaders . We care about each other across the organisation and have programs to support this so everyone feels a strong sense of belonging, and believes in collective impact. 

Accelerated growth. Comprehensive company onboarding, career development through continuous coaching, training, and learning on the job.