Channel Sales Manager (Accounting & Bookkeeping)

Relay is a digital banking platform that gives self-made business owners the tools and know-how to be great with money - bringing clarity, confidence, and control to every dollar earned, so they can turn hard work into lasting success. We do this by replacing financial guesswork with real visibility, transforming cash flow from a constant source of stress into a clear signal owners can use to run stronger, more resilient businesses.

We are looking for a Channel Sales Manager to grow Relay's Accounting & Bookkeeping (AB) channel. You will lead a team of Account Executives and Account Managers, taking ownership of team performance, sales execution, and the growth of our AB partnerships. This is a hands-on leadership role where you'll set clear expectations, coach your team, remove roadblocks, and work alongside your reps to help them build strong partnerships with accounting and bookkeeping firms that recommend Relay to their clients. A single partnership can reach dozens of small businesses. You will report to the Director of Sales.

Accountants and bookkeepers are the most trusted advisors a small business has, and winning them takes a consultative, value-based approach. The AB channel is a key part of how Relay has grown and remains a focus for the business. If you are energized by rebuilding something with real momentum behind it, and by helping a team of reps do the best work of their careers, this is the seat. You will set the direction alongside the Director and build the way the team works as we bring the right accounting, bookkeeping and advisory firms into the channel.

Joining Relay means an opportunity to make a huge impact in building solutions with the potential to reach 29 million small businesses across North America.

What You'll Be Doing

• Lead, coach and develop a team of AEs and AMs through weekly 1:1s, call reviews and deal coaching, with specific feedback on skills and behaviours, not just results

• Own the team's partner revenue results, with a clear and honest view of where the team will land each month

• Go beyond delivering your team's number and work with the Director to improve the channel playbook and evolve how we best attract, support, and enable our partners - new and existing

• Attract and retain ICP firms into the channel by developing and maintaining robust sales and account development processes

• Use data across hundreds of partner firms to decide where each AE and AM should spend their time

• Build the playbooks, talk tracks and tools your team needs, and test new approaches alongside them

• Lead hiring, onboarding, and ramping of new team members, ensuring they have the skills, knowledge, and support needed to succeed

• Leverage AI to improve how you prepare, coach, and lead your team, finding practical ways to increase efficiency, strengthen decision-making, and improve performance

• Work cross-functionally with Business Development, Marketing, Product, Risk, Customer Experience, Revenue Operations, and Sales Enablement

• Become an expert in our product and in the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem our partners work in every day

Who You Are

• You have 5-6 years of experience, including at least 1-2 years managing people, ideally leading AEs. We also welcome high-potential candidates with less tenure who show real hustle and self-direction

• You're a hands-on leader who takes ownership of developing your team, providing direct, actionable coaching and addressing performance gaps proactively

• You run toward problems. You move work forward without waiting to be told, favour progress over perfection, and speak up early when you need help or see a risk

• You're energized by complex challenges, take ownership of outcomes, and know how to prioritize competing demands to focus on what matters most

• You have a hunter's mindset and have built and closed pipelines yourself, so you coach from experience

• You are comfortable with data and a one-to-many motion, where success comes from managing hundreds of partner firms, not a single deal pipeline

• You take a consultative, discovery-led approach and sell on value rather than technical functionality

• You are proficient with CRM software and sales tools (Salesforce, Outreach, ZoomInfo, and similar) and actively use AI to work more effectively

• You enjoy collaborating with other departments and advocating for your team

• You have strong interpersonal skills, a growth mindset, and the adaptability to thrive in a fast-scaling, evolving environment

Bonus Points

• You have experience in fintech, accounting software, or a neobank

• You have sold through a channel, partner, or referral motion (for example cybersecurity or agency sales or directly with accounting & bookkeeping firms)

• You have worked with SMBs in North America

• You have helped build or run sales onboarding programs or partner enablement programs

• You are trained in Command of the Message

The Interview Process

• Stage 1: A 45-minute video call with a member of the Talent team

• Stage 2: A 60-minute video call with our hiring manager the Director, Sales

• Stage 3: A 60-minute case study with our sales leadership team

• Stage 4: A 45-minute in-person Bar Raiser interview with our leadership team

Our Compensation Approach

We believe Relayers should feel rewarded for the impact they have on our mission and growth. Compensation follows impact. As impact increases, compensation grows, and we do not limit compensation changes to a once-a-year review cycle.

The annual on target earnings (salary + commission) range for this role is $170,000 - 220,000 OTE CAD.

For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is 200,000 OTE CAD. Offers below this point reflect candidates we believe can grow into the full scope of the role with support and development. Offers above this point reflect impact that meaningfully exceeds the role’s defined expectations or an expanded scope from day one.

We encourage you to have a conversation with your recruiter and ask questions about compensation throughout the hiring process. For more information on our compensation philosophy and perks and benefits, visit our Candidate Hub.

Why Relay Might Be the Perfect Fit For You

• You push relentlessly for reinvention: You're always asking "how can this be better?" -- in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You'd rather build something better than defend something familiar.

• You crave autonomy: We trust our team with big challenges and the freedom to solve them. If you’re someone who takes initiative, is comfortable taking risks, and seeks input when needed, you’ll find the freedom here empowering.

• You own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks.

• You build with AI, not just use it: You're actively embedding AI into how you work, pushing what's possible, and bringing your team along with you.

• You care about impact, not noise: You care deeply about the substance of your work. You measure success by results, not recognition, and you let your work speak for itself. 

• You’re energized by complexity and ambiguity: You enjoy tackling problems that don’t come with a playbook. You’re comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward.

• You seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvement.

• Small businesses are why we're here: Relay exists to help them thrive -- and that mission has to resonate with you.

Join Us

We're looking for people who are relentless, curious, and care deeply about the work. You're encouraged to apply even if your experience doesn't perfectly match the job description -- your perspective and drive matter more. We welcome diverse backgrounds and people who think critically, challenge the status quo, and want to help small businesses thrive.

If you require accommodations at any stage of the hiring process, please reach out to your Talent Partner.

Disclaimer: For compliance reasons, all offers of employment at Relay are conditional upon a successful background check and employment verification through Certn.

Important Notice: Relay’s recruitment team only contacts candidates and corresponds from official corporate email addresses ending in @relayfi.com. We will never ask for sensitive personal data (such as bank account details, credit card numbers, or social security/insurance numbers) during the initial application or interview stages.