Strategic Partnerships Lead, Solution Providers (AI/ERP)

Location: New York City HQ, 7 World Trade Center, USA; in-office role. Relocation support is available for employees moving to New York.

Salary: USD 120,000–200,000 per year plus USD 30,000–60,000 uncapped commission and USD 40,000–65,000 equity.

Company

Builds an AI-native ERP that automates accounting from data entry through financial close.

What you will do

• Build the reseller channel from the ground up by sourcing VARs whose customer base matches venture-backed SaaS companies with USD 3M–75M ARR.
• Design the reseller partnership model, negotiate commercial terms, and create repeatable activation and production playbooks.
• Develop program structures including certification requirements, partner tiers, rate cards, margins, and incentives.
• Manage partner-led resale motions from deal registration and ICP alignment through deal support and conflict resolution with direct sales.
• Represent the business at reseller ecosystem events and run partner onboarding gatherings.
• Manage partner agreements from initial proposal through signature while maintaining fair commercial structures.

Requirements

• 3–6 years of experience in channel sales, VAR or SI partner management, or reseller programs.
• Understanding of reseller economics, including margins, services revenue, and platform practice economics.
• Experience designing or operating partner tiers, rate cards, certification programs, or reseller activation playbooks.
• Strong commercial judgment in structuring partner deals and agreements.
• Experience managing channel conflict, deal registration, and ICP alignment between direct and partner-led sales.
• Data-driven and experimental working style; ERP or fintech channel experience is strongly preferred.

Nice to have

• Existing relationships in the NetSuite, Sage Intacct, Acumatica, or mid-market ERP reseller ecosystem.
• Experience running a reseller program at a mid-market fintech or ERP company.
• Familiarity with deal registration and PRM tools.
• Experience at a Seed to Series B company.

Culture & Benefits

• Collaborative, in-office culture with high expectations and limited bureaucracy.
• Medical, dental, and vision insurance, One Medical, virtual healthcare, and mental health support.
• Fertility and family-building support, 401(k), commuter benefits, and flexible PTO including 27 days with public holidays.
• Learning and development budget for courses, certifications, and language learning.
• Visa and permanent residence sponsorship, plus relocation support for employees moving to New York.
• Equity ownership, AI skills development, and team events.