Accounting Channel Partner Manager
Manage and grow Brex's accounting channel partnerships by building relationships with accounting firms, driving client referrals, and executing go-to-market strategies to fuel revenue growth.
Partnerships Lead
Own and scale Crux’s accounting and tax advisory channel partnerships end-to-end. Drive referral conversion, build enterprise relationships, and expand mid-market reach to connect capital with clean energy projects.
United StatesPartnershipsRemote5+ YOE
About the role
What you’ll do
- Scale existing high-performing, enterprise partners: Deepen connectivity with the largest accounting firms in the US — leading partner meetings independently, navigating internal BD teams and independence constraints, and building champions across business units and geographies.
- Drive conversion, in collaboration with Commercial leads: Optimize the partner playbook, systematize referral lifecycles with conversion and revenue delivery as key success metrics.
- Expand up the mid-market tier: Scale work with mid-market and regional accounting firms, including shaping new referral and co-sell structures.
- Keep capital front and center: Prioritize relationships, business units, and referral types that bring tax credit buyers and tax equity investors onto the platform.
- Strengthen the operating system: Maintain partner records, attribution, and pipeline in HubSpot alongside RevOps; track champion health and referral momentum; refine playbooks.
- Get out in the market: Join partner briefings, conferences, and roadshows (~25% travel) to deepen relationships.
- Over time, grow your portfolio to include additional personas such as law firm relationships and emerging tax-adjacent partner personas.
What you bring
- Genuine tax fluency — ability to hold conversations with Big 4 tax partners, law firm BD teams, or in-house tax executives; understand how tax considerations drive deal structures.
- Professional services instincts — knowledge of how accounting and law firms operate inside transactions, including BD organizations, independence/compliance constraints, billing relationships, and partner motivations.
- Proven relationship building capabilities at enterprise-level partners.
- Commercial accountability — track record of driving material commercial outcomes (revenue, pipeline contribution, conversion metrics).
- Builder’s mindset with bias to action — roughly 5–6 years of experience owning meaningful workstreams or relationships independently; experience building/refining playbooks; comfortable without large support teams; excited to use AI tools.
- Cross-functional tact — successful collaboration with multiple teams with limited direct authority.
- Excitement to grow — curiosity and pace to ramp quickly on clean energy finance, transferable tax credits, and tax equity.
Skills
HubSpotPartnershipsBusiness DevelopmentRelationship ManagementTax AdvisoryRevenue OperationsPlaybook DevelopmentCross-Functional CollaborationPipeline ManagementDeal Structuring
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Accounting Channel Partner Manager
Manage and grow Brex's Accounting Channel partnerships by building relationships with accounting firms, driving client referrals, and executing go-to-market strategies to fuel revenue growth.