[Hiring] Account Director, Partnerships @Employment Hero

Role Description

You will own and grow our UK partner channel with ERP and finance platform ecosystems. The primary focus is the Sage Intacct and Sage 200 VAR community, extending to Acumatica, NetSuite, Microsoft Dynamics Business Central and newer finance and payments alliances.

This is a quota-carrying role. You will build the channel from an early stage, recruit and activate partners, and deliver ARR through them. You will also build executive relationships at the vendors behind those ecosystems. We have a proven model in Australia and are replicating it in the UK.

Your key focus areas will be:

• Build the VAR channel.
• Identify, recruit, onboard and activate ERP resellers and implementers as Referral Partners and Certified Partners, and decide which tier fits each partner.
• Deliver ARR.
• Own a UK partner-sourced and partner-influenced pipeline and ARR target, working alongside direct AEs to progress and close partner-originated deals. Forecast accurately and keep CRM data clean.
• Run joint business planning.
• Lead joint account planning and regular business reviews with priority partners, covering pipeline, attach rates and investment.
• Enable partners to win.
• Train partner sales and consulting teams on positioning, ICP and qualification. Guide new partners to early wins with well-fitted customers before they take on larger deals.
• Own vendor-level relationships.
• Build relationships with commercial, product and partner leadership at ERP vendors. Run co-sell and co-marketing with them, and represent Employment Hero at partner events and industry conferences.
• Launch new alliances.
• Assess finance, payments and spend platforms as partners. Build the business case covering ICP overlap, TAM and commercial model, and run joint go-to-market, including three-way co-sell with ERP, HR/payroll and a third platform.
• Manage partner commercials.
• Work within our referral and Certified Partner structures, design tiering and incentives with an eye on partner margin, manage channel conflict and keep acquisition cost disciplined.
• Be the voice of the partner to product.
• Capture integration and capability requirements, including multi-entity and ERP connector needs, and feed them to product with commercial weight behind them.
• Work across the UK sales org.
• Align with direct AEs, SDRs and marketing on lead routing, referral handling, account-based campaigns and shared pipeline.

Qualifications

• 5+ years in channel, partner or alliance sales in SaaS, ERP or accounting software, with at least 3 years selling through VARs, resellers or referral partners in the UK.
• Evidence of ARR delivered through partners, not only partner activity.
• A strong understanding of VAR economics: margin expectations, how partners compensate their sellers, and how resellers decide where to invest sales capacity.
• An existing network in the Sage, Intacct, NetSuite, Dynamics BC or Acumatica VAR community, or a comparable ecosystem.
• Credibility with VAR principals, MDs and vendor executives, and comfort selling at that level.
• A good grasp of the mid-market finance and ERP buying journey.
• Experience building a channel from an early stage with limited structure, and the commercial rigour to forecast and write a business case.
• Excellent written and verbal communication.

Requirements

• Time at Sage, another ERP vendor or a VAR.
• Experience designing partner programme tiers (referral, certified, reseller).
• HR, payroll or HCM knowledge.
• Integration or marketplace experience.

Benefits

• Base salary of £75,000.
• Variable of £55,000 at target, giving £130,000 OTE.
• Work in a remote-first environment, giving you the autonomy to do your best work while delivering meaningful outcomes.
• Be trusted to own your work, make decisions, and have a real impact from day one.
• Access cutting-edge AI tools and technology that help you move faster, think bigger, and amplify your expertise.
• Surround yourself with ambitious, high-performing teammates who will challenge, support and inspire you to do the best work of your career.
• Own ESOP (Employee Share Options) in one of the world’s fastest-growing technology companies, so you can share in the value you help create.
• Enjoy a comprehensive benefits package, including generous parental leave, subsidised egg freezing, a home office allowance, and outstanding learning and development opportunities to support your growth.
• Celebrate together globally at our Annual Global Gathering – from Thailand, Vietnam, Bali, Dubai and Australia to Singapore in September 2027!