At a Glance
- Tasks: Lead and grow Billtrust's partner ecosystem across EMEA, driving revenue and strategic partnerships.
- Company: Join a leading AI-powered fintech company focused on customer satisfaction and innovation.
- Benefits: Hybrid work, flexible hours, growth opportunities, and recognition for your hard work.
- Other info: Diverse and inclusive culture that values unique perspectives and fosters professional growth.
- Why this job: Make a real impact in the fintech space while working with cutting-edge AI tools.
- Qualifications: 8+ years in channel sales or partnerships, with strong executive presence and self-starter attitude.
Who We Are
Finance leaders choose Billtrust to get paid faster, control costs, and maximize customer satisfaction. As the leader in B2B accounts receivable workflow and payment software, we provide the world’s leading brands with AI-powered solutions across the full AR lifecycle—from invoice presentment and payment processing to cash application and collections. With over 2,600 global customers, more than $1 trillion in invoice dollars processed, and a proprietary network of 13 million buyers, Billtrust delivers business value through deep industry expertise and a culture relentlessly focused on meaningful customer outcomes.
Our Values
- Customers: We relentlessly increase value for customers and do the right thing for them.
- Action: We make ‘thoughtfully fast’ decisions, act quickly, cut through red tape, deliver progress not perfection, take ownership and accountability.
- Team Spirit: We put the team ahead of ourselves, foster trust and respect, collaborate with passion, despise toxic politics, value our differences, and celebrate together.
- Innovation: We challenge the status quo, experiment thoughtfully, and are novel and brilliant in what we create.
- Excellence: We love to win, but we hate losing even more. We aspire to be the best and take pride in our work. When we fall short, we own it and come back stronger.
About the Role
The Senior Channel Sales Director is a strategic role responsible for building, activating, and scaling Billtrust's partner ecosystem across consulting, banking, and technology verticals in EMEA, and for driving measurable partner-sourced revenue growth across the region. You'll act as a strategic transformation partner to the broader partnerships organization: shaping how we recruit, activate, and commercialize channel and partner relationships across EMEA markets, while leveraging AI tools and co-worker agents to operate with more leverage than a traditional alliances role.
What You’ll Do
- Partner Portfolio Management: Own and build out a portfolio of active and prospective EMEA partners — ERP/technology ISVs, consulting and professional services firms, banking and fintech partners, and channel/implementation partners — with a clear engagement plan, revenue targets, and success metrics for each.
- Serve as the primary point of contact for assigned partners, managing executive alignment, day-to-day engagement, and partner QBR preparation — using AI tools to research partner news, prep briefing materials, and track relationship health between meetings.
- Recruit, sign, and onboard net-new channel partners that expand Billtrust's reach into target EMEA verticals and buyer personas, building structured onboarding that accelerates time to first partner-sourced opportunity.
- Support partners in establishing annual sales and revenue targets, and hold them accountable to those targets through regular pipeline reviews.
Go-to-Market Execution & Revenue Growth
- Own the overall revenue and commercialization outcomes of your EMEA partner portfolio — this is a quota-accountable, revenue-driving role, not a pure relationship-management function.
- Develop joint go-to-market plans, co-sell motions, and pipeline generation strategies with key partners, translating partner strengths into repeatable sales plays tailored to EMEA markets.
- Team with direct and partner sales reps to manage the sales process for partner-sourced opportunities, coordinating sales support resources for strategic deals (presentations, RFPs, etc.).
- Track and report on partner-sourced and partner-influenced pipeline, working closely with the CRO organization to ensure accurate attribution in CRM systems and conversion to closed revenue.
- Provide feedback on partner sales teams' fluency with Billtrust's solution and value proposition, coaching partners toward better execution.
- Represent Billtrust at industry events, partner QBRs, and ecosystem forums across EMEA, using AI-assisted research and prep tools to show up as a credible, informed presence in every conversation.
Cross-Functional Collaboration
- Collaborate with Sales, Marketing, Product, and Professional Services to align partner activity to company priorities, ensuring partners are enabled with the right assets, messaging, and product knowledge.
- Partner with Marketing on co-branded content, joint campaigns, and ecosystem-specific messaging that drives demand through EMEA partner channels.
- Use AI tools to synthesize partner performance data, surface trends across your portfolio, and bring data-backed recommendations to leadership and partner planning sessions.
What You’ll Bring
- 8+ years of experience in channel sales, partnerships, alliances, or business development — ideally within B2B SaaS, fintech, or enterprise software — with a track record that supports operating as a strategic, largely self-directed contributor.
- Experience building or scaling a partner ecosystem within EMEA, with an understanding of regional market dynamics and buyer behavior.
- Demonstrated success driving revenue through channel and partner programs, with the ability to show partner-attributed pipeline and revenue impact through data.
- Proven experience identifying, signing, and managing high-value partner relationships, including executive-level (CxO/VP) stakeholders internally and externally.
- Strong executive presence, communication, and presentation skills, with the ability to build trust across internal and external stakeholders at the most senior levels.
- Self-starter with a bias toward action — comfortable owning multiple partners and workstreams simultaneously in a high-growth, scaling SaaS environment, without close oversight.
- Demonstrated ability to build AI tools into personal workflows — for partner research, meeting prep, pipeline reporting, and ecosystem analysis — to operate with greater leverage than a traditional headcount-supported model.
- Experience working cross-functionally to align Sales, Marketing, Product, and Professional Services around shared partner priorities and joint GTM execution.
Preferred Skills:
- Familiarity with ERP ecosystems prevalent in EMEA (SAP, Microsoft Dynamics, NetSuite, Infor, etc.), AR/O2C workflows, or adjacent fintech solutions.
- Experience with partner management platforms (e.g., Crossbeam, PartnerStack, Salesforce PRM) and CRM-based pipeline attribution.
- Background in banking, payments, or B2B fintech, with existing EMEA relationships that can accelerate Billtrust's partner network growth.
- Fluency in additional European languages beyond English a plus.
- Experience using AI tools to build partner-facing content, GTM playbooks, or competitive ecosystem intelligence at scale.
What You'll Get:
- Hybrid Work Environment: Enjoy the best of both worlds with our inviting office spaces and the freedom to work remotely.
- A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
- Flexible Working Hours: We support your lifestyle- the results are what count.
- Opportunities for Growth: Fuel your professional journey with a diverse range of development programs, from mentorship initiatives to specialized training tailored to your aspirations.
- Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and Founders Awards, our employees are recognized for hard work and outcomes achieved.
- Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.
- Unique Individuals: We recognize the strength in our differences and champion diversity as a cornerstone of our forward-thinking culture. Join a team where unique perspectives and talents are valued and celebrated.
Benefits: Enjoy a comprehensive array of country-specific perks and fringe benefits designed to support your well-being and enhance your overall experience at Billtrust.
Senior Channel Sales Director in London employer: Billtrust
At Billtrust, we pride ourselves on being an exceptional employer that champions innovation and collaboration in the fintech space. Our hybrid work environment and flexible hours empower employees to balance their professional and personal lives while fostering a culture that values diversity and individual growth. With ample opportunities for professional development and recognition for achievements, joining our team means contributing to meaningful customer outcomes at the forefront of AI technology in EMEA.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Channel Sales Director in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Senior Channel Sales Director at Billtrust, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Billtrust. Tailor your message to explain why you’re drawn to them and how you can contribute as a Senior Channel Sales Director. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Senior Channel Sales Director in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Billtrust:When writing your cover letter, make sure to tailor your message specifically for Billtrust. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Billtrust
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Billtrust that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Billtrust that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Billtrust’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
