Sr. Revenue Enablement Manager, Channel Sales

Job Overview

At AvidXchange, our Channel Sales Motions are best-in-class and serve as a primary growth lever for our entire business. As the Senior Revenue Enablement Manager, Channel Sales, you will be responsible for driving strategic enablement programs that support the onboarding of new strategic channel partners, as well as developing innovative ways to accelerate sales and scale existing partnerships. This role requires a high degree of business acumen, systems thinking, and relationship-building capabilities.

This role is ideal for someone who excels at building repeatable, scalable programs and thrives while managing multiple partner motions simultaneously. You are a trusted collaborator—someone who builds strong relationships across teams and whom others actively seek out to partner on strategic projects.

What You'll Do

Enable Channel Managers & Internal Sales Teams

• Partner closely with Channel Managers to ensure they have the knowledge, content, resources, and training required to effectively support their partners.

• Build channel playbooks that help channel-aligned teams ramp and scale quickly. Identify the processes, messaging, tools, and systems that win in each channel, document best practices, and work with the broader enablement team to build content and tracking for each playbook.

• Track playbook adoption and business impact, continuously iterating based on quantitative feedback and performance metrics.

• Ensure Channel Managers can effectively utilize our PRM (Partner Relationship Management) and Partner LMS platforms to support their partners, from training delivery to performance reporting.

• Enable Channel Account Executives & SDRs/BDRs: Leverage channel playbooks to help AEs and SDRs/BDRs understand channel-specific messaging, sales processes, and high-converting plays.

• Establish processes in tools like Gong and our PRM to track seller success, analyze conversation intelligence, and identify gaps where targeted coaching is needed.

Enable Partner Resellers & Referral Sellers

• Serve as a strategic enablement resource for Channel Managers to accelerate partner-driven revenue growth.

• Architect and manage the external partner seller enablement playbook in close partnership with Product Marketing, Partner Marketing, and Channel Managers.

• Build a repeatable, scalable system to enable and train partners from "signature to scaled" utilizing e-Learnings, live virtual workshops, and targeted collateral.

• Build and nurture strong peer relationships with enablement counterparts at key strategic partner organizations to align on shared GTM goals and joint enablement programs.

Cross-Functional (XFN) Partnership

• Act as the subject matter expert in all things channel sales, helping translate product updates, brand messaging, and sales processes into clear, usable deliverables in partnership with cross-functional teams.

• Collaborate with RevOps to help teams supporting partners scale their strategy and enablement leveraging tools like Crossbeam, Salesforce, and Mindmatrix.

• Partner with Deal Desk, Legal, and internal leadership to document expectations, operational processes, and best practices to help each channel team execute faster.

• Partner with RevOps and Channel Leaders to document, optimize, and manage the end-to-end sales process.

• Align closely with Product Marketing on product content, messaging frameworks, and collateral needs for channel teams.

Channel Sales Tools & AI Innovation

• Manage channel-specific sales stack tools (e.g., PRM, Partner LMS) in partnership with RevOps to drive seller tool adoption and proficiency.

• Architect and champion AI-native and AI-forward programs that leverage our sales stack, enablement platforms, and AI tools (such as Claude and Microsoft Copilot) to transition our team into an AI-first enablement function.

What We’re Looking For

Experience & Qualifications:

• Channel & Enablement Background: 4+ years of experience in Channel Sales or Partner/Channel Enablement, OR 5+ years in Sales Enablement / driving Sales Programs & Training with a heavy channel focus.

• Domain Knowledge: Deep understanding of the sales process and distinct roles across channel ecosystems (Channel Managers, Channel AEs, BDRs), including the operational nuances between referral and reseller motions. Experience in Accounts Payable (AP) automation or ERP software environments is highly preferred.

• Education: Bachelor’s degree in Business, Communications, Marketing, or a related field (or equivalent practical experience).

Skills & Core Competencies:

• Program & Project Management: Proven ability to manage multiple complex workstreams, deadlines, and cross-functional stakeholders simultaneously.

• Systems Thinking: Strong systems thinker who thrives on building repeatable, scalable processes and frameworks rather than one-off solutions.

• Communication & Executive Presence: Excellent written and verbal communication skills; able to simplify complex technical or workflow concepts into clear, digestible messaging and confidently lead live executive training sessions.

• Self-Starter Mindset: Highly autonomous and proactive. You don't wait for direction—you create direction, continuously seek opportunities to expand your skills, and drive initiatives to completion.

• Collaboration: Trusted relationship-builder who collaborates seamlessly across Product Marketing, RevOps, Legal, and external partner organizations.

Tools & Technology:

• Experience with PRM / Partner LMS platforms (e.g., Mindmatrix) and partner intelligence/account mapping tools (e.g., Crossbeam) preferred.

• General working knowledge and proficiency with Salesforce CRM and conversational intelligence tools (e.g., Gong).

• Comfort with and enthusiasm for leveraging Generative AI tools (e.g., Claude, Microsoft Copilot) to streamline enablement workflows.