Senior Channel Sales Director
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 customer 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.
This position sits at the intersection of business development, ecosystem strategy, and revenue execution - working directly with Sales, Marketing, and Product to convert partner relationships into pipeline and closed revenue. You'll own and build out a portfolio of ERP/ISV, professional services, banking/fintech, and channel partners across EMEA, with full accountability for their commercialization and growth.
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
Required Skills:
- 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.
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees. So, if your experience aligns but doesn't exactly match each and every qualification, apply anyway. You may be exactly what we are looking for!
What You'll Get:
- Hybrid Work Environment: Enjoy the best of both worlds with our inviting office spaces and the freedom to work remotely. #LI-Hybrid
- 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.
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