Director, Accountant Channel

About FreshBooks

FreshBooks is a leading cloud-based SaaS accounting software designed with one goal: to help small business owners grow. We reached unicorn status after raising our valuation to more than $1 billion and continue to scale our business to serve business owners, their clients, and accountants in more than 160 countries worldwide. FreshBookers are found all over the globe, and our goal is to create connection as a human-first workplace. Our teams have adopted different working environments based on how they collaborate best. Some are fully remote and others are truly hybrid - it all comes down to what's best for the team and for everyone FreshBooks builds for.

 

The Opportunity - Director - Accountant Channel

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.

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

What You'll Do as a Director - Accountant Channel

• 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