Channel Account Manager - Saas Sales Career At Workleap

Channel Account Manager - SaaS Sales Career at Workleap in WilmingtonThis is a
senior individual contributor channel sales role
at a growth-stage Canadian SaaS company with real traction — 15,000+ customers and two active product lines. It's a strong career move for someone who wants to
own a territory and shape channel strategy, not just manage existing relationships.
Compensation context:
The base of $105K–$120K CAD with OTE of $150K–$170K CAD is
competitive for Canadian channel sales, roughly on par with mid-market SaaS channel roles in Toronto or Montreal. It trails comparable USD-denominated US roles by 20–30%, but Canadian purchasing power and benefits (RRSP, family health, telemedicine) partially offset this.
Strategic partner management at Premier/Elite tier — highly transferable to any Microsoft ecosystem vendor.
AI-augmented sales workflows (Claude, Copilot, ChatGPT) — an increasingly differentiated and in-demand skill set.
Channel GTM strategy: partner business planning, enablement, and demand generation.
Green flags:
The role has clear ownership (defined book, quota, growth plans), a fast-growing team with stated 6–12 month ambitions, and AI tooling provided company-wide. The LTIP program signals an intent to retain and reward long-term contributors.
Yellow flags:
The "hunter mindset" language and emphasis on creating your own pipeline suggest the channel is earlier-stage than the company's tenure implies — expect to build, not just manage. The 30% travel requirement is real and ongoing.
Ideal for a channel sales professional looking to step into a
strategic ownership role
within the Microsoft 365 ecosystem.
Company DescriptionWorkleap is a Montreal-based tech company, founded in 2006. We're builders at heart — we make simple products that actually matter to the people who use them. We have two product lines: Workleap Agent, our newest solution built to make every manager more effective, and ShareGate, the world's leading solution for Microsoft 365 migration and governance. More than 15,000 companies worldwide trust us to do exactly that. We're intentional about who joins us. If you're the kind of person who gets excited by a hard problem and wants to help shape what comes next, there's a place for you here.
Your RoleShareGate is a trusted favourite with partners who run Microsoft 365 migrations, and we're now taking those relationships from product-centric to strategic. As Channel Account Manager, you'll own a defined book of Premier and Elite partners across North America and be the strategic owner of their growth with ShareGate. This is a sales-first role: we're looking for someone with a hunter mindset who goes after revenue alongside partners, not someone who simply maintains accounts.
Your impact:
Drive partner-led revenue growth by owning your number, keeping pipeline coverage strong, and forecasting accurately, so ShareGate hits (and beats) its channel targets quarter after quarter.
Own your book of Premier and Elite partners by building a growth plan for each one (goals, joint actions, success metrics), so top performers scale, high-potential partners take off, and underperforming partners become growth accounts.
Evolve partner relationships from product-centric to strategic by building multi-level connections (sales, technical, leadership) and becoming your partners' ShareGate Sherpa, so ShareGate is the vendor they choose to grow their business with.
Equip partners to sell more and close faster by running sales training and technical sessions with the enablement team, bringing in the right internal resources (technical, RevOps, direct sales) at the right time, and building demand with channel marketing, so more partners close ShareGate deals on their own and no opportunity stalls for lack of support.
Open new revenue streams with your partners by uncovering larger, more complex migration opportunities, expanding mailbox migration (including displacing competitive tools) and Protect adoption, and driving uptake of new partner programs as they launch.
Use AI daily for account research, partner planning, forecasting, and communications, so your time goes to the conversations that move deals forward, not to prep work.
Your TeamThe ShareGate Channel team is growing fast and works the way we like to: quickly, collaboratively, and with plenty of trust. You'll report to the Channel Sales Manager and work daily with the Director, fellow Channel Account Managers, Distribution Channel Managers, and Partner Development Managers, with channel marketing, RevOps, technical enablement, support, and direct sales close by whenever you need them.
Over the next 6 to 12 months, the team's ambition is to shift the channel from product-centric to strategic: deepening relationships with Premier and Elite partners, driving adoption of new partner programs as they launch, and turning high-potential partners into true growth accounts. Within six months, you'll own your book and cadences, have built a growth plan for your partners, and be testing new ideas to set up what comes next.
What You'll Bring
5+ years of channel sales experience in North America, ideally including the US, with a documented track record of meeting and exceeding quota (up to 30% travel between Canada and the US);
Experience managing Premier- or Elite-level partners, including building and executing partner business plans;
A sales-first,hunter mindset: an independent, entrepreneurial owner who creates their own pipeline, shows sound judgment and initiative, and can hit the ground running;
Strong communication, presentation, and negotiation skills, with the ease to talk to both sales teams and executives at partner organizations;
A solid understanding of the IT channel ecosystem (distributors, resellers, and services partners);
Comfort using AI tools (e.G. Claude, Copilot, ChatGPT) daily for account research, planning, forecasting, and communications: not an experiment, a habit;
Bonus:
Microsoft ecosystem experience and existing relationships with M365 partners.
What the Job Comes With
Base salary: $105,000 – $120,000 CAD. This range reflects our Canada-wide compensation scale. Final offers may be adjusted based on the candidate's region to align with local market conditions.
OTE: $150,000 – $170,000 CAD
LTIP program — share in Workleap's long-term growth.
RRSP + Family health insurance + telemedicine + annual wellness budget.
Flexible vacation policy.
Remote work, with access to our Montreal office.
In-person gathering twice a year.
Claude access, for everyone.
What Drives UsAt Workleap, we build software that sits at the center of how people experience work, every day, at every level.
We move fast. Priorities shift, decisions get made with the information we have, and we iterate. If you thrive on intensity and ambiguity doesn't slow you down, you'll feel right at home.We're builders. We do what it takes to move forward. AI is part of our toolkit. We use it to go faster and decide smarter, not to replace judgment.
If you want real impact and a place where your decisions matter, this is it.
Is this role fully remote or is office attendance required? The role is primarily remote, with access to Workleap's Montreal office. There are also two company-wide in-person gatherings per year, plus up to 30% travel between Canada and the US for partner meetings. What is the total compensation for this Channel Account Manager position? The base salary ranges from $105,000 to $120,000 CAD, with an on-target earnings (OTE) of $150,000 to $170,000 CAD. Final base offers may be adjusted based on the candidate's region within Canada. Do I need prior Microsoft 365 or ShareGate experience to apply? Microsoft ecosystem experience and existing M365 partner relationships are listed as a bonus, not a requirement. The core requirements are 5+ years of North American channel sales experience with Premier- or Elite-level partners and a hunter sales mindset. How much travel is involved in this role? The role requires up to 30% travel between Canada and the United States for partner visits and meetings. What does the hiring process look like at Workleap? The process includes a recruiter call, a virtual interview with the hiring manager, a take-home case study, and a session with future colleagues to discuss it. AI is used to support some steps, but all hiring decisions are made by humans.
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