Partner Lead, VARs & Implementation

About the role

You'll build DualEntry's Reseller channel from the ground up. Many resellers built their businesses on legacy platforms like NetSuite and Sage Intacct; they are actively looking for a modern alternative to bring to their book. Your job is to source the right resellers whose existing book of business sits in our ICP (venture-backed SaaS $3M to $75M ARR), and stand up a repeatable motion with them. Note: implementation is handled by our in-house CX team. This role is focused on the sales side of the reseller motion; sourcing, activating, and expanding VAR partners.

Responsibilities

• Sourcing the right resellers; identify VARs whose existing book of business sits in our ICP (venture-backed SaaS $3M to $75M ARR)
• Standing up a repeatable motion; design the reseller partnership model, negotiate commercials, and build the playbook for how new resellers activate and produce
• Owning our presence at reseller-ecosystem events (SuiteWorld, Sage Intacct Advantage, Acumatica Summit, etc.) and running our own reseller onboarding gatherings
• Designing the reseller program structure: certification requirements, tiered rate cards, and margin / incentive design
• Manning resale motions end-to-end: partner-led deal registration, ICP alignment, deal support, and conflict resolution with direct sales
• Setting clear expectations with partners on product fit and ideal customer profile, and correcting misalignment early
• Managing partner agreements from strawman to signature, balancing structural fairness with commercial outcomes

Requirements

3 to 6 years in channel sales, VAR / SI partner management, or reseller programs; ERP or fintech channel experience strongly preferred, ideally sourcing VARs whose existing book overlaps with a specific ICP

Understanding of reseller economics: margin, services revenue, and why a firm bets its practice on a platform

Experience designing or operating partner tiers, rate cards, or certification programs, and building the playbook for how new resellers activate and produce

Strong commercial judgment on partner-fair deal structure and agreements, from strawman to signature

Skill at managing channel conflict between direct and partner-led sales, including deal registration and ICP-alignment processes

Comfortable representing the company at reseller-ecosystem events (e.g., SuiteWorld, Sage Intacct Advantage, Acumatica Summit) and running your own partner gatherings

Data-driven and experimental mindset

Qualifications

Nice to have:

• Existing relationships in the NetSuite, Sage Intacct, Acumatica, or mid-market ERP reseller ecosystem
• Experience running a reseller program at a mid-market fintech or ERP company
• Familiarity with deal registration and PRM tooling
• Experience at an early-stage (Seed to Series B) company

Skills

Existing relationships in the NetSuite, Sage Intacct, Acumatica, or mid-market ERP reseller ecosystem

Experience running a reseller program at a mid-market fintech or ERP company

Familiarity with deal registration and PRM tooling

Experience at an early-stage (Seed to Series B) company

Benefits

Compensation & Benefits

• Equity: $40,000 - $65,000
• Base Salary: $120,000 - $200,000
• Commission: $30,000 - $60,000 (uncapped)

Medical, dental & vision insurance

One Medical membership

Mental health support (Talkspace)

Fertility & family-building support (Kindbody)

Virtual healthcare (Teladoc Health)

401(k)

Commuter benefits

Learning & development budget for courses, certifications & language learning

Unlimited AI tokens

AI skills development & enablement

Visa & permanent residence sponsorship

Relocation support for employees moving to New York

Flexible PTO (27 days, including public holidays)

Collaborative, in-office culture with no bureaucracy

Snacks, drinks, team events & more

Pay

$120,000 - $200,000 Base Salary

$40,000 - $65,000 Equity

$30,000 - $60,000 Commission (uncapped)

Schedule

Not specified