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Accountant Channel Lead



Accounting & Finance
Toronto, ON, Canada
Posted on Tuesday, June 18, 2024

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 - Accountant Channel Lead

Please note that "Accountant Channel Lead" is an alternative title for "Director - Accountant channel" role.

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 Accountant Channel Lead

  • 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.

What You'll Bring to the Role

  • 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.

You'll Stand Out If You Bring

  • Master’s Degree Business, Finance, or a related field an asset.

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.


Even if your experience doesn't meet every bullet on the above lists, we'd love to learn more about you and why you think FreshBooks is the next step in your career.

FreshBooks is an equal opportunity employer. We do not discriminate based on gender, religion, race, mental disability, sexual orientation, age, or any other status. All applicants are considered based on their qualifications and merits. At FreshBooks, we inspire an environment of mutual respect and we believe diversity and inclusion are crucial to our success.

FreshBooks provides employment accommodation during the recruitment process. Should you require any accommodation, please indicate this on your application and we will work with you to meet your accessibility needs. For any questions, suggestions or required documents regarding accessibility in a different format, please contact us at phone 1-416-780-2700 and/or