Relay is a digital banking platform that gives self-made business owners the tools and know-how to be great with money
- bringing clarity, confidence, and control to every dollar earned, so they can turn hard work into lasting success. We do this by replacing financial guesswork with real visibility, transforming cash flow from a constant source of stress into a clear signal owners can use to run stronger, more resilient businesses. Channel Sales Manager to grow Relay's Accounting & Bookkeeping (AB) channel. You will lead a team of Account Executives and Account Managers, taking ownership of team performance, sales execution, and the growth of our AB partnerships. This is a hands‑on leadership role where you’ll set clear expectations, coach your team, remove roadblocks, and work alongside your reps to help them build strong partnerships with accounting and bookkeeping firms that recommend Relay to their clients. A single partnership can reach dozens of small businesses. You will report to the Director of Sales. Accountants and bookkeepers are the most trusted advisors a small business has, and winning them takes a consultative, value‑based approach. The AB channel is a key part of how Relay has grown and remains a focus for the business. If you are energized by rebuilding something with real momentum behind it, and by helping a team of reps do the best work of their careers, this is the seat. You will set the direction alongside the Director and build the way the team works as we bring the right accounting, bookkeeping and advisory firms into the channel. Joining Relay means an opportunity to make a huge impact in building solutions with the potential to reach 29 million small businesses across North America. Lead, coach and develop a team of AEs and AMs through weekly 1:1s,



call reviews and deal coaching, with specific feedback on skills and behaviours, not just results Go beyond delivering your team's number and work with the Director to improve the channel playbook and evolve how we best attract, support, and enable our partners
- current and existing Attract and retain ICP firms into the channel by developing and maintaining robust sales and account development processes Use data across hundreds of partner firms to decide where each AE and AM should spend their time Lead hiring, onboarding, and ramping of new team members, ensuring they have the skills, knowledge, and support needed to succeed Leverage AI to improve how you prepare, coach, and lead your team, finding practical ways to increase efficiency, strengthen decision‑making, and improve performance Work cross‑functionally with Business Development, Marketing, Product, Risk, Customer Experience, Revenue Operations, and Sales Enablement Become an expert in our product and in the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem our partners work in every day You have 5-6 years of experience, including at least 1-2 years managing people, ideally leading AEs. We also welcome high-potential candidates with less tenure who show real hustle and self‑direction You're a hands‑on leader who takes ownership of developing your team, providing direct,



actionable coaching and addressing performance gaps proactively You move work forward without waiting to be told, favour progress over perfection, and speak up early when you need help or see a risk You have a hunter's mindset and have built and closed pipelines yourself, so you coach from experience You are comfortable with data and a one‑to‑many motion, where success comes from managing hundreds of partner firms, not a single deal pipeline You take a consultative, discovery‑led approach and sell on value rather than technical functionality You are proficient with CRM software and sales tools (Salesforce, Outreach, ZoomInfo, and similar) and actively use AI to work more effectively Bonus Points You have experience in fintech, accounting software, or a neobank You have sold through a channel, partner, or referral motion (for example cybersecurity or agency sales or directly with accounting & bookkeeping firms) You have helped build or run sales onboarding programs or partner enablement programs Stage 1: A 45‑minute video call with a member of the Talent team Stage 2: A 60‑minute video call with our hiring manager the Director, Sales Stage 3: A 60‑minute case study with our sales leadership team Stage 4: The annual on target earnings (salary + commission) range for this role is $170,000
- 220,000 OTE CAD. For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is 200,000 OTE CAD. Offers below this point reflect candidates we believe can grow into the full scope of the role with support and development. For more information on our compensation philosophy and perks and benefits, visit our Candidate Hub. If you’re someone who takes initiative, is comfortable taking risks, and seeks

📌 Manager, Channel Sales (Canada)
🏢 Relay
📍 Canada