Reporting directly to the Chief Revenue Officer (CRO), the Head of Reseller & Embedded Solutions will spearhead and scale indirect sales, embed, and reseller partner programs from the ground up. The role is a high-impact, strategic individual contributor position responsible for identifying, pitching, structuring, and closing reseller and platform-embedded agreements across global partner channels.
Responsibilities
Drive indirect GTM strategy and revenue across embed and reseller motions; Build and scale partner alliances with internal Partner Business Managers, executive relationships, commercial term negotiation, and formalized reseller and embed agreements; Define joint value propositions for alliance partners such as HCMs, Payroll providers, and Tax/Advisory firms; Collaborate with the Senior Director of Integrations to present staged, fully embedded workflows to prospective partners; Establish channel frameworks for reseller terms, channel support, revenue-share models, and joint go-to-market plans; Take accountability for signing strategic partners and ensuring long-term commercial activation, targeting at least five high-impact reseller/embed partners in the first year
Requirements
10+ years of progressive sales, channel, or strategic partnerships leadership experience within enterprise SaaS; Demonstrated track record of successfully building, scaling, and closing complex indirect GTM, reseller, or platform-embedded partnership programs from scratch or early stages; Deep domain expertise within HR Tech, EOR (Employer of Record), HCMs, or Tax & Advisory partner ecosystems; Strong technical fluency; comfortable discussing APIs, deep-linking, embedded workflows, platform integrations, and MCP servers with product teams and partner executives (no hands-on technical execution required); Proven ability to negotiate and structure complex, multi-million-dollar commercial software deals and revenue-share models; Exceptional executive presentation, storytelling, and relationship-building skills
Nice to have
Prior experience building reseller or embed motions within leading global HR Tech, EOR, or enterprise advisory networks (e.g., Workday, Deel, Rippling, Gusto, ADP, BambooHR, or SoftwareONE); Experience operating effectively in a fast-paced, matrixed, global remote-first software company; Proven ability to navigate early-stage program ambiguity as an individual contributor before building out a supporting team
Benefits
Generous paid parental leave; flexible time off; spending accounts; medical insurance; dental insurance; vision insurance; sabbatical after 5 years
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