Director, Partner Sales

Who we are:

At Wagepoint, we're good people. It's easy to feel that way when you're surrounded by folks doing the best work of their careers, building great payroll software for small businesses across Canada.

Our team brings together diverse backgrounds, perspectives, experiences, and ideas to make payroll the easiest part of running a business.

We're remote-first, growing, and looking for passionate people who don't settle for the first solution or the way it's been done before. We care deeply about our customers and each other, and understand that when it comes to payroll, getting it right matters.

Our values guide how we work and what we expect from one another:

• Cultivate Impact by focusing on what matters most and delivering meaningful outcomes for our customers.

• Unify as One Team by collaborating openly, communicating clearly, and rallying around shared goals.

• Stay Curious and Kind by challenging assumptions, learning quickly, and leading with empathy.

If you want to build the future of payroll in a place where your ideas are welcomed and your contributions matter, look no further!

The role at high level:

We're looking for an experienced Director, Partner Sales to lead Wagepoint's partner channel and drive results across both new partner acquisition and existing partner expansion.

You'll lead the Account Executives responsible for bringing new accounting and bookkeeping firms on board, as well as the Account Managers focused on growing and strengthening our existing partner relationships. You'll be accountable for the team's results, with your primary focus on coaching, developing, and enabling your people to consistently hit and exceed their targets.

This is a hands-on leadership role. You'll spend most of your time working alongside your team: coaching deals, developing selling skills, inspecting pipeline, improving forecast accuracy, and getting into the field with your reps and partners. You'll also build the plays, processes, and coverage models that help the team execute consistently and scale.

You'll report directly to our VP, Sales and be part of a team focused on growing Wagepoint's partner channel across Canada. This is a Canada-based role with regular in-territory travel alongside the team.

What you'll be expected to own:

• Own Wagepoint's partner channel results across new partner acquisition and existing channel expansion, driving performance against monthly, quarterly, and yearly targets.

• Lead, coach, and develop a team of Account Executives and Account Managers, helping each person build the skills, confidence, and consistency to exceed their targets.

• Spend meaningful time in deal reviews, call coaching, regular 1:1s, ride-alongs, and joint partner meetings. Coach reps to win their own deals rather than stepping in to close deals for them.

• Drive pipeline generation across the team, through inbound and outbound activity, ensuring every rep has the pipeline coverage needed to achieve their targets.

• Establish clear expectations and accountability standards for activity, pipeline generation, CRM hygiene, conversion, and forecast accuracy. Inspect performance regularly and address gaps quickly.

• Own the team's monthly and quarterly forecasting process, including commit and upside calls, identifying risks, and developing plans to close performance gaps.

• Lead in the field with your team and in front of partners, including joint meetings, business reviews with top partners, and participation in key accounting industry conferences and association events.

• Translate Wagepoint's annual partner strategy into clear quarterly plays, offers, incentives, and targets.

• Partner with Revenue Operations to design territories, assign books of business, establish coverage models, and create clear rules of engagement between Account Executives and Account Managers.

• Hire, onboard, and develop a high-performing team, including building hiring plans, supporting interview processes, and establishing 30/60/90-day ramp plans.

• Work closely with Sales Enablement to identify skill gaps, strengthen onboarding, and launch new sales plays that are consistently adopted across the team.

• Partner with Marketing to influence partner campaigns, events, messaging, and lead flow, ensuring the team has a healthy pipeline of qualified opportunities.

• Bring partner feedback and market insights to internal stakeholders, helping identify opportunities to improve our offering and remove barriers to partner growth.

• Maintain clean handoffs from new partner acquisition through onboarding and ongoing account management.

What you bring to the table:

• 7+ years of experience in B2B sales, with at least 3 years directly managing quota-carrying sales professionals.

• A track record of achieving team sales targets through coaching, leadership, and performance management, rather than relying on personal sales production.

• Experience leading both new business acquisition teams (hunters) and account management or expansion teams (farmers).

• Demonstrated experience hiring, onboarding, developing, and managing the performance of sales professionals, including navigating difficult performance conversations.

• Strong front-line coaching skills, including deal strategy, call coaching, and helping reps develop their sales capabilities.

• A disciplined approach to pipeline management, forecasting, activity inspection, and performance measurement.

• The ability to set clear expectations, hold people accountable, and act quickly when performance falls short.

• Confidence working in the field alongside sales teams and building relationships with partners.

• Experience developing simple, repeatable sales plays and getting teams to execute them consistently.

• A data-driven mindset, with the ability to understand funnel metrics, conversion rates, activity levels, and pipeline coverage.

• Strong cross-functional collaboration skills, particularly working with Revenue Operations, Sales Enablement, Marketing, and Professional Services.

• A leadership style that balances high standards and accountability with coaching, empathy, and a genuine commitment to developing people.

Bonus points if:

• You have experience selling into the accounting and bookkeeping industry or an established network in this space.

• You have experience in payroll, HCM, or a related industry.

• You have experience leading partner or channel sales teams.

What we bring to the table:

• Impact: Dig in and directly contribute to Wagepoint’s growth and success.

• Culture: Work alongside a team that genuinely enjoys solving problems together, celebrates wins, supports one another through challenges, and still finds time for the occasional terrible joke.

• Growth: We believe learning is part of the job. We're committed to helping you Get Better Every Day (a representation of our Stay Curious and Kind value!) by offering professional development, new experiences, and career growth as we continue to evolve.

• Innovation: Curiosity and experimentation encouraged! Bring ideas, challenge assumptions, responsibly utilize AI, and help shape better ways of working.

• Remote: Work from wherever you do your best work. Wagepoint has always been remote-first, giving you flexibility, autonomy, and hopefully a little extra time with the people (and pets) you love.

Compensation:

An excellent total compensation package with a base salary in the range of CAD $145,000–$162,000 (and OTE range of CAD $240,000–$270,000) along with comprehensive benefits.

Ready to join the team? Apply now and help us continue making payroll the easiest part of running a business.

Next steps:

If this sounds like the right fit, we'd love to hear from you! No need for a formal cover letter, just send us your resume and if you'd like, a few lines about what excites you about the opportunity.

If we agree it's a great match, someone from our team will reach out to schedule a call.

Psssst!

In 2026, we were recognized as one of Canada's Best Workplaces for Mental Wellness and Inclusion. That commitment extends to our hiring process, where we strive to create an experience that is welcoming, respectful, and inclusive from day one.

We welcome applicants from all backgrounds, experiences, identities, and perspectives, and we're committed to building a workplace where everyone can thrive.

As a remote company, all interviews are conducted virtually. If you require accommodation at any stage of the recruitment process, please let us know. We're happy to support you!

This job posting is for an existing vacancy.

As part of our hiring process, AI-based tools are used to support the initial review of applications. Rest assured, our People Ops team carefully reviews all applications and makes the final decisions on candidate progression.