Senior Director, Channel Sales

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. We’re an AI-first company, not just in what we build for our customers, but in how we work. Across every function, our teams use AI tools daily to work faster, make better decisions, and deliver higher-quality outcomes. We hire exceptional people, give them cutting-edge AI capabilities, and measure success by the impact they create. If you want to do the best work of your career at the frontier of AI and fintech, Billtrust is the place to do it.

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 the best and take pride in our work. When we fall short, we own it and come back stronger.

About the Role

The Partner Relationship Manager is a critical role responsible for building, activating, and scaling Billtrust’s partner ecosystem across consulting, banking, and technology verticals. You will leverage AI tools and co-worker agents to identify partner opportunities, track joint pipeline, and prepare for executive engagements — focusing your expertise on the relationship strategy, co-sell motion design, and partner activation decisions that only a skilled alliances professional can make. This role sits at the intersection of business development and ecosystem strategy, working directly with Sales, Marketing, and Product to convert partner relationships into measurable revenue impact. You’ll own a diverse portfolio of ERP/ISV, professional services, and fintech partners — recruiting net-new partners, developing joint go-to-market plans, and ensuring Billtrust is the preferred AR automation platform across the ecosystems that matter most to our buyers.

What You’ll Do

• Partner Portfolio Management: Own and manage a portfolio of active and prospective partners — including ERP/technology ISVs, consulting and professional services firms, banking and fintech partners, and implementation partners — ensuring each relationship has a clear engagement plan and success metrics. 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. Identify, recruit, and onboard net-new partners that expand Billtrust’s reach into target verticals and buyer personas, building structured onboarding experiences that accelerate time to first partner-sourced opportunity.
• Go‑to‑Market Execution: Develop joint go-to-market plans, co-sell motions, and pipeline generation strategies with key partners, translating partner strengths into repeatable sales plays that drive measurable revenue contribution. Track and report on partner-sourced and partner-influenced pipeline, working closely with the CRO organization to ensure partner activity converts to closed revenue and attributing impact accurately in CRM systems. Represent Billtrust at industry events, partner QBRs, and ecosystem forums — using AI-assisted research and preparation tools to show up as a credible, informed presence in every partner conversation.
• Cross‑Functional Collaboration: Collaborate with internal stakeholders across 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 to sell effectively. Partner with Marketing to develop co-branded content, joint campaigns, and ecosystem-specific messaging that drives awareness and demand through 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

• Required Skills: 4+ years of experience in partnerships, business development, alliances, or channel sales — ideally within B2B SaaS, fintech, or enterprise software. Proven track record of building and activating partner relationships that generate pipeline and revenue, with the ability to demonstrate partner-attributed impact through data. Strong executive presence and the ability to build trust with both internal stakeholders and external partners, including C-suite and VP-level contacts. Self-starter with a bias toward action — comfortable managing multiple partners and workstreams simultaneously in a high-growth or scaling SaaS environment. Demonstrated ability to build AI tools into personal workflows — using AI for partner research, meeting prep, pipeline reporting, and ecosystem analysis to deliver more with less manual effort. Experience working cross-functionally to align internal stakeholders — Sales, Marketing, Product, Professional Services — around shared partner priorities and joint GTM execution.
• Preferred Skills: Familiarity with ERP ecosystems (Microsoft Dynamics, NetSuite, SAP, 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 relationships in those ecosystems that can accelerate Billtrust’s partner network growth. Experience using AI tools to build partner-facing content, generate GTM playbooks, or synthesize competitive ecosystem intelligence at scale.

At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees.

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.