Channel Account Executive

Job Overview

As a Channel Account Executive (Channel AE), you will own and drive partner-sourced and partner-influenced opportunities from qualification to close. You’ll work in close collaboration with our Channel Managers, Strategic Partner Enablement, and core Sales teams to execute co-selling motions, build joint value propositions, and accelerate revenue through our partner ecosystem. This role is critical to ensuring that partnerships translate into closed-won revenue and long-term customer success.

What you'll do

• Own the deal cycle for partner-sourced and partner-influenced opportunities, from initial engagement to close

• Co-sell with partners, including resellers, referral partners, and strategic alliances, providing sales expertise, demos, and commercial negotiation support

• Qualify and manage pipeline of partner-driven opportunities, ensuring accurate forecasting and deal progression

• Collaborate cross-functionally with Channel Managers, Partner Marketing, Solutions Engineers, and RevOps to accelerate sales velocity and improve win rates

• Build joint sales strategies with partners to position offerings effectively, align on target customers, and address objections

• Ensure partner readiness by helping to coach partners through key stages of the sales process, especially in early-stage or high-value deals

• Report on partner performance and deal outcomes to inform enablement, compensation, and partner investment decisions

• Contribute feedback to improve channel processes, tools, and partner programs

What we're looking for:

• 3–5+ years of quota-carrying sales experience, preferably in SaaS, B2B tech, or channel sales

• Demonstrated success managing complex sales cycles and closing partner-driven deals

• Experience working with or through channel partners, resellers, or alliances

• Strong sales acumen with excellent discovery, presentation, and negotiation skills

• Collaborative mindset and ability to work cross-functionally in a matrixed environment

• Familiarity with CRM systems (e.g., Salesforce) and sales enablement tools

• Ability to thrive in a fast-paced, high-growth environment

• Partner-sourced revenue and deal volume

• Win rates and sales cycle length for partner-influenced deals

• Partner satisfaction with sales collaboration

• Forecast accuracy and pipeline conversion

About AvidXchange

AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of who we are. We focus on creating a culture of Diversity, Inclusion & Belonging, and are proud to be a safe place where teammates can bring their whole selves to work. At AvidXchange, mindset is everything. We are Connected as People, Growth Minded, and Customer Obsessed. These three mindsets represent our culture – who we are, who we’ve always been, and they guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,600 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a Great Place to Work®. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years – that AvidXchange is a Great Place to Work®. 

Who you are: 

• A go-getter with an entrepreneurial mindset – that means you are not afraid of taking risks, winning big or facing the unknown. 
• Someone who understands that business is people centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships. 
• Focused on making a difference for our customers. AvidXchange exists to help solve complex problems for our customers so we can all realize our potential. 

What you’ll get:  

AvidXchange teammates (we call them AvidXers) get the perks and prestige of a publicly traded tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings, providing work/life balance, development programs, competitive benefits and equity options. At AvidXchange, we are building more than a tech company – we are building an experience. We remain committed to a culture where you can fully be 'you’ – connected with others, chasing big goals, and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories you’ll tell for years, you’ve come to the right place.

AvidXers enjoy:  

• 18 days PTO* 
• 11 Holidays (8 company recognized & 3 floating holidays) 
• 16 hours per year of paid Volunteer Time Off (VTO) 
• Competitive Healthcare 
• High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage 
• 100% AvidXchange paid Dental Base Plan Coverage
• 100% AvidXchange paid Life Insurance 
• 100% AvidXchange paid Long-Term Disability 
• 100% AvidXchange paid Short-Term Disability  
• Employee Assistance Program (EAP) - Provides counseling services, legal and financial consultations and health advocacy for Teammates and their eligible dependents
• Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents
• 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
• Parental Leave: 8 weeks 100% paid by AvidXchange** 
• Discounts on Pet, Home, and Auto insurance 
• WeeCare Childcare Service: helps teammates find affordable daycare, childcare, and tutors 40% less expensive than traditional daycare centers 
• Perks at Work: free discount program that provides teammates the opportunity to save on items from electronics, movie tickets, car buying, vacations, and more 
• Onsite gym fitness center, yoga studio, and basketball court
• Tuition Reimbursement up to the federal maximum of $5,250***
• Hybrid Workplace Flexibility
• Free parking

*Fully granted from beginning of year, pro-rated if hired mid-year 

**Must be full-time for at least 3 months

***Must be full-time for at least one year 

Equal Employment Opportunity

AvidXchange is an equal opportunity employer. AvidXchange is committed to equal employment opportunity in accordance with applicable federal, state, and local laws. AvidXchange will not discriminate against applicants for employment on any legally recognized basis. This includes, but is not limited to veteran status, race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age and physical or mental disability.