Head of Growth - Accounting Channel

Company Description

Hi. We’re OFX, a global provider of online, international payment services. We solve the complexity of moving money and enable better decisions. Headquartered in Sydney with offices worldwide, we’re a customer-focused business that is all about inspiring customer confidence.

At OFX, you’ll have the opportunity to reach beyond your role and function across disciplines. Make use of your diverse skill set at a business that values your expertise and turn your potential into reality.

Job Description

We are building out a new growth channel (Accounting channel) where we will combine new strategy, new products, CVP & GTM specifically for the Channel. We are launching a new client platform and new products for SMBs and Accountants will be a both users and referrers of the new platform. The role will help us identify and drive new business opportunities, grow our existing Accountant portfolio, and oversee day-to-day management of the segment. customer outcomes for the A&NZ market and will be an industry thought leader and represent OFX and the business externally.

What you do

• Responsibility for building and growing the accounting channel as a standalone growth channel for SMBs. Own the creation and execution of the growth strategy, including a new GTM strategy for the channel.
• Provide management support and direct oversight to the local team of BDMs and relationship managers in the channel. Build a team that can work alongside Accountants to drive acquisition through the Accountant’s client base.
• Direct revenue responsibility. Drive performance across several qualitative and quantitative metrics (Profit – Revenue, Cost, New Dealing Clients, Active Clients, Product Penetration, portfolio growth) 
• External focus, and market development. Leverage channel expertise and networks for business development. Experience with selling SaaS based solutions into accounting channel. Able to lead by example with sales team in business development opportunities. Able to build and establish an external Accountant Advisory Council.
• Able to manage sales cycle, sales pipeline, and sales operating rhythm specifically for partnerships.
• Strong relationship management abilities, proficient in developing strong relationships with key business partners. Understands the importance of managing key accounts.
• Works closely with Product and other key stakeholders to provide feedback and ideas to continuously improve on the CVP and processes for the target market.
• Recruit, retain and develop a high performing team. Develop talent both leadership and technical and be an exporter of talent. 
• Strong stakeholder manager for the A&NZ based team across the organisation. Be a strong influencer across the business and foster an action and results orientated environment.
• Strong communicator, able to engage teams with clarity and conviction. Able to break down complexity and articulate in a simple way. 
• Prepare inputs to SLT, GET and Board meetings as and when required. 

Qualifications

• Bachelor of Business / Finance / Accounting or other related discipline
• CA or CPA – qualified preferable, but not essential.

Knowledge, skills, experience

• 5+ years relevant experience in Payments and having experience selling SaaS solutions into accounting professional services channel.
• Strong business development and relationship management skills.
• Highly networked in industry, has ability to be thought leader and capable of representing OFX externally in the market.
• Strong strategically, ability to develop channel strategies for the target market.
• Extensive understanding of OFX product offering and value propositions – particularly SaaS products, understanding of account payable and billings processes.
• Strong evidence of managing multiple stakeholders (both internally and externally) to deliver effective business outcomes. 
• 5+ years’ experience in leading sales/relationship management teams and coaching and developing staff.
• Strong sales management skills, experience with sales systems and tools. 
• Excellent written and verbal communication skills. 
• Ability to work unsupervised with a high level of self-motivation. Ability to work well under pressure and able to handle competing priorities.
• Have led significant business transformation.

Additional Information

What it's like working at OFX

We’re OFXers because we want to make a difference. We see challenges as opportunities and we’re not afraid to roll up our sleeves to get stuff done. We’re committed to making things easier for our clients, pushing boundaries and continuing to move with the times so that we can continue to inspire confidence every day and through every transaction.

We operate as one team, cross-functionally and globally, to drive outcomes that deliver excellence for our customers. We're curious self-starters who love learning and sharing our knowledge with others. We embrace change and use our initiative and resilience to overcome challenges.

• Always keep learning. We offer a wide range of learning and career development opportunities to help every OFXer build their capacity and career, with leadership training, secondments, internal mobility and access to a large library of online learning.
• Make a difference. Through our Make a Difference program, we encourage OFXers to give back to causes and communities that are important to them. We celebrate this with an annual volunteer day, which OFXers can use together or individually, as well as matched giving and the opportunity to nominate charity of choice every quarter.
• Reward and recognition. We recognise a job well done. OFXers are encouraged to celebrate their peers’ effort, technical expertise or support through a range of global and regional channels and awards, including quarterly and annual awards, milestones and shout outs.
• Showing our social side. Our Good Vibes employee-led committees around the globe organize events to help keep our employees engaged inside and outside the office. Whether it’s a wellbeing activity, end of year celebration, or a monthly team get-together, our team wants you to feel welcome!
• Benefits that mean something. We offer a range of fantastic benefits, primary and secondary gender neutral carer parental leave (16 weeks) or birthday leave, you'll feel well-supported at OFX.
• A great work environment. Enjoy work-life balance and flexibility with our hybrid work model, in an inclusive, diverse and non-hierarchal culture.

At OFX, we are committed to fostering a diverse, inclusive and accessible workplace where we value, respect, and encourage our people to be their authentic selves. With an employee base as diverse as the clients we serve, we know that fostering an inclusive workplace is fundamental to our continued success. If you require accommodation for any portion of the recruitment and hiring process, please email us at [email protected].
We encourage you to apply if this role aligns with your career aspirations.