Strategic Alliances Lead

Tabs is the leading AI-native revenue platform for modern finance and accounting teams. Tabs agents automates the entire contract-to-cash lifecycle, including billing, collections, revenue recognition, and reporting, to help teams eliminate manual work and accelerate cash flow.

High-growth companies like Cursor and Statsig rely on Tabs to generate invoices directly from contracts, reconcile payments in real time, and automate ASC 606 compliance.

Founded in 2023, Tabs has raised over $91 million from Lightspeed Venture Partners, General Catalyst, and Primary. The team is headquartered in New York and brings deep expertise in finance and AI.

About the Role

The Partnerships team at Tabs is looking for a Strategic Alliances Lead to build out our Value Added Reseller (VAR) and Systems Integrator (SI) channel. You’ll define the channel strategy, identify the right partners, create the playbook, and drive measurable volume and growth. This is a hands-on, self-directed role where you’ll own partner selection, enablement, and go-to-market execution.

What you’ll do:

• Set the strategy for a new VAR and Systems Integrator channel including market segmentation and target lists, engagement and activation playbooks, program infrastructure, and GTM motion

• Develop deep fluency in Tabs’ product, ideal customer profile, and position in the finance automation ecosystem

• Exceed pipeline and revenue targets for this channel

• Travel to conferences and partner offices to deepen relationships

• Grow our number of engaged and active partners consistently quarter to quarter

• Work closely with product and post-sale teams on building the right infrastructure for our partnerships - including product guides, FAQs, and internal handoff requirements

• Refine the playbook and strategy as we learn and gain success in this channel

Who you are

• 5+ years of experience working with in a go-to-market role with 2-3 years experience owning VAR, SI, or ERP partnerships

• Deep familiarity with channel motions within the office of the CFO, specifically around the Netsuite and Sage Intacct ecosystems

• Proven track record of successful full partner lifecycle management, starting with outreach and continuing through activation and expansion

• Comfortable operating as an individual contributor with a high degree of ownership

• Strategic thinker who can translate complex ecosystems into clear, executable plans

• Strong cross-functional collaborator with implementation, sales, customer success, product, and marketing

• Experience building functions from the ground up a plus

• Competitive compensation and equity

• Unlimited PTO

• Up to 100% employer covered monthly healthcare premium (medical, dental, vision)

• Lunch provided via Sharebite, plus dinner for any later office days.

• Parental leave up to 12 weeks

• Tax free commuter and parking benefits

• Voluntary insurances (Life, Hospital, Critical Illness, Accident)

• Employee Assistance Program (Rightway)

• Free One Medical Membership

• 401k

Tabs is an equal opportunity employer. We welcome teammates of all identities and do not discriminate on the basis of race, ethnicity, religion, gender identity, sexual orientation, age, disability, veteran status, or any other protected characteristic. We’re committed to creating an environment where everyone can grow, contribute, and feel comfortable being themselves.