Channel Direct Sales Executive | Mid-Market [REMOTE]

Plate IQ

Anywhere Remote only

Sales Leadership

Commerce Software

Feb 20

Plate IQ helps fast growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Plate IQ’s AP Automation and VendorPay Network helps businesses pay and get paid faster.

At Plate IQ, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team.

Our values are at the center of our company and culture. At Plate IQ, we value: Growth, Innovation, Communication, Accountability, and Customer Focus.

The Role

The Channel Direct Sales Executive (Mid-Market) is a hybrid business development and channel role that is responsible for sourcing, developing, and managing relationships with partners within core vertical markets across the United States. In this role, you will focus on creating demand to change and leading the full sales cycle to acquire and close new partners with the goal of supporting sales efforts within Plate IQ and partner organizations. You will play an integral role in building the channel and partnership program from the ground up and you will help drive company growth by establishing new sources of lead flow and building deeper relationships that will help entrench PIQ as a market leader in our space.

The ideal candidate is a driven self-starter with past experience establishing partnerships with accountants and/or bookkeepers, deep knowledge of AP Automation/Business Automation and SaaS, and proven expertise sourcing and selling to large/mid-market clients. At the core of it, we are looking for a “hunter” that will go beyond building relationships.

Key Responsibilities

  • Source, develop, and close partnerships with bookkeepers, CPAs, etc., in an effort to expand our overall sales efforts and attract new lead flow.
  • Build and manage an alliance pipeline through targeted outreach efforts into a nationwide territory within core vertical markets.
  • Manage full sales cycle with consistent outbound outreach, prospecting, and follow-up efforts and ability to develop and negotiate proposals and contracts in a fast-paced environment.
  • Become an expert on PIQ software and leverage strong understanding of who/what our software plays well with to engage appropriate partners, convey a compelling business proposition, and drive demand to change.
  • Drive success of the company’s goals and objectives through achievement of individual quotas and targets.
  • Forecast sales activity and revenue achievements accurately through proper use of sales tools.
  • Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo.
  • Oversee onboarding and activation of new partners.
  • Provide partner and market feedback loop to internal functions on tools and programs.
  • Collaborate effectively and engage various internal resources as needed


  • BS/BA degree or equivalent experience.
  • 5+ years of business development, sales, and/or channel experience in the business automation space.
  • Prior experience sourcing and closing large/mid-market deals in the SaaS/technology industry.
  • Demonstrated expertise in Business Automation and/or AP Automation space.
  • History of exceeding individual sales goals.
  • Executive presence with excellent communication and negotiation skills.
  • Ability to drive demand for change within identified partners.
  • Driven self-starter with a “hunter” mentality.

Preferred Qualifications

  • Ability to collaborate with internal, cross-functional, and external resources.
  • Data-driven with strong analytical and strategic thinking skills.
  • Ability to navigate a fast-paced and evolving work environment.
  • Deep ERP Knowledge
  • Technical expertise with ability to lead complex conversations about our product with C-Suite Executives (CFOs).

A Recipe For Total Rewards

We care deeply about making Plate IQ an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work. 

The specific benefits/perks we offer are continually evolving, but currently include:

  • Compensation: $200-250K OTE
  • Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.
  • Competitive salary based on skills & experience.
  • Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.
  • Employer sponsored 401(k) with company match.
  • Unlimited Paid Time Off (and the encouragement to use it).
  • Annual company retreats.
  • Promote from within philosophy.

Beyond the tangible benefits though:

  • You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.
  • You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.
  • You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution. 
  • Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.
  • We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.
  • Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.
  • We truly love what we do and who we do it with - and we think you will too!

Plate IQ is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.

About Plate IQ

Plate IQ is Automated Accounts Payable.

Automated AP software replaces manual data entry by digitizing your invoices down to the line item, automatically assigning them to your proper GL codes, and syncing the information to your accounting software.

Plate IQ also offers one-click bill pay, advanced approval workflows, expense management, and cloud-based data storage that allows you to go paperless, and work together remotely over multiple time zones.

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Plate IQ

The Accounts Payable automation and payments platform.