Job Description

OneSource Virtual (OSV) has helped more than 1,000 Workday customers take their teams from transactional to transformational with innovative technology and services for HR, payroll, and finance. Founded in 2008, OSV is the leading exclusive provider of Business-Process-as-a-Service (BPaaS) solutions for Workday, delivering services with unparalleled choice, unwavering commitment, and uncompromising support. OneSource Virtual’s global headquarters is located in Dallas, Texas, with additional locations across North America and Europe. Find your company’s solution at www.onesourcevirtual.com

The Channel Sales Director will lead the full-cycle sourcing, development, and closure of sales for a SaaS offering at OSV. This high-impact role will have company-level impact through targeting companies in defined channels that use our solution as part of their customer offerings.

You will be instrumental in pioneering the channel sales pipeline and eventually direct B2B pipeline from the ground up with the authority to influence a dynamic new-market launch, delivering immediate revenue. You will work together with the Director of Product Commercialization, Product Management, Sales, and Marketing functions to assess market feedback, refine positioning, and ensure the offering aligns with end-customer needs.

Essential Functions/Duties/Responsibilities

• Build strong visibility and credibility in target channels through long-term partner relationships.
• Source, negotiate, and close SaaS agreements with payroll resellers, service bureaus, and other channel partners or other applicable market targets to achieve quarterly and annual targets.
• Conduct prospect research, maintain CRM accuracy, and generate pipeline through targeted sales activities and marketing-supported activities.
• Orchestrate complex buying cycles by aligning stakeholders across prospect organizations and internal functions at OSV.
• Serve as the primary liaison between channel prospects and Sales Leadership / Director of Product Commercialization, delivering ongoing market intelligence, competitive insights, and product feedback to accelerate commercialization success.
• Leverage channel prospect feedback to influence product direction, messaging, and customer experience.
• Attend events (e.g., conferences, on-site presentations), with the approval of management, to build pipeline and advance deals.
• Coordinate demos, contract negotiations, and provide relevant operational information for implementation support.
• Prepare and deliver proposals to target prospects, as applicable
• Participate in weekly, monthly, and quarterly cross-functional pipeline reviews.

Required Competencies

• High integrity with a team-minded and accountability-driven mentality.
• Exceptional organizational skills and the ability to orchestrate stakeholders across prospect and internal organizations.
• Outstanding relationship-building skills that foster long-term, mutually beneficial relationships.
• Results-driven with a proven track record of consistently achieving or exceeding quarterly and annual sales goals, preferably in channel and/or B2B enterprise software markets for new products or new market launches.
• Outstanding presentation and meeting facilitation skills; able to lead polished, confident discussions with prospects’ senior leaders.
• Strong pipeline sourcing, prospect research, and deal-closing capabilities in SaaS B2B environments.
• Adaptability to navigate ambiguity and roll with early-stage challenges.
• Strong business acumen and data-driven decision-making to optimize pipeline velocity, ROI on efforts, and channel economics.

Supervisory Responsibility

This role will initially function as an individual contributor with an execution focus. It will evolve to include direct supervisory responsibility for channel sales representatives and managers as pipeline and revenue scale.

Qualifications and Experience

• Bachelor’s degree or equivalent; MBA preferred.
• 7+ years of Business Development experience, with proven success in new products or new market launches.
• 10+ years of SaaS or enterprise software sales experience, preferably in enterprise payroll, fintech, or HR SaaS systems.
• Proven track record selling to or through wholesale or reseller organizations.
• Proven ability to close marquee accounts and high contract value transactions along with building success-critical relationships.
• Proficiency in Excel, PowerPoint, Salesforce.com (or equivalent CRM), and standard sales tools.
• Experience operating in regulated or compliance-heavy environments (i.e. payroll, tax).

Preferred Qualifications

• Existing network visibility or relationships within payroll service bureaus, HCM resellers, HR-related associations, or HR-related services or implementation businesses.
• Prior B2B channel sales or sales leadership experience in HCM or Finance SaaS ecosystems (i.e. Workday, SAP, Dayforce, Oracle, Microsoft), or fintech.
• Basic understanding of payroll tax compliance, employer tax filing processes, or related B2B service models.

This job description does not cover a complete list of activities, duties, or responsibilities required of the employee for this position. Duties, responsibilities, and activities may change at any time with or without notice.

#LI--REMOTE

You are encouraged to learn and share ideas when you join the OneSource Virtual team. We reward innovative thinking, fresh perspectives, creative collaboration, and hard work. As an organization experiencing routine strategic growth, we are always on the lookout for intelligent, talented, and forward-thinking professionals to join our team. OSV employees enjoy a values-based culture, upward mobility, and professional development with opportunities of all kinds.