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Salary: USD 120,000 - 200,000 / annual
DualEntry is an AI-native ERP platform automating accounting workflows from data entry to close. The company has raised $100M+ from top-tier VCs (Lightspeed, Khosla Ventures, Contrary, Google Ventures) and serves customers ranging from $5M to publicly traded companies.
You will build DualEntry's reseller channel from the ground up, focusing on sourcing and activating Value-Added Resellers (VARs) and Systems Integrators whose existing customer base aligns with DualEntry's ideal customer profile (venture-backed SaaS companies with $3M–$75M ARR). Many resellers currently built on legacy platforms like NetSuite and Sage Intacct are actively seeking modern alternatives.
Key responsibilities include:
• Sourcing and identifying VARs whose existing book of business overlaps with the ICP, particularly those migrating from legacy ERP platforms
• Designing and standing up a repeatable reseller partnership motion, including partnership models, commercial terms, and activation playbooks
• Managing the full resale lifecycle: partner-led deal registration, ICP alignment, deal support, and conflict resolution with direct sales
• Designing the reseller program structure: certification requirements, tiered rate cards, margin structures, and incentive design
• Representing DualEntry at major reseller ecosystem events (SuiteWorld, Sage Intacct Advantage, Acumatica Summit) and hosting partner onboarding gatherings
• Negotiating and managing partner agreements from initial framework to signature, balancing fairness with commercial outcomes
• Setting clear expectations on product fit and ICP alignment, correcting misalignment early
Note: Implementation is handled by the in-house customer success team; this role focuses exclusively on the sales and partnership development side.
Ideal candidates bring 3–6 years of channel sales, VAR/SI partner management, or reseller program experience, ideally in ERP or fintech. You should understand reseller economics (margin, services revenue, platform adoption drivers), have designed or operated partner tiers and certification programs, and possess strong commercial judgment on partner-fair deal structures. Experience managing channel conflict between direct and partner-led sales is essential. You're comfortable at industry events and running your own partner gatherings. A data-driven, experimental mindset is required.
Nice-to-have qualifications include existing relationships in the NetSuite, Sage Intacct, or Acumatica reseller ecosystem; prior experience running a reseller program at a mid-market fintech or ERP company; familiarity with deal registration and PRM tools; and experience at early-stage (Seed to Series B) companies.
