Commercial Business Unit Lead, Accounting & Invoicing Software Role

Commercial Business Unit Lead, Accounting & Invoicing Software Role

We're looking for a Business Unit Lead to own and grow our Invoicing & Accounting software business in the Netherlands, home to our Tellow and Shine NL products - Tellow with an established user base, and Shine NL newer and fast-growing. The Netherlands is a strategic market for Shine with continued investment across our full financial offering. This is a full commercial ownership role: you carry the revenue number for the category, you hold the budget to grow it, and you decide how to spend it.

The Dutch invoicing and accounting market is large, competitive and shifting: mandatory e-invoicing regulation is coming into force over the next two years, and it will push a wave of small businesses onto digital accounting software for the first time. Accountants are the primary influence on which software a small business chooses. Winning that channel, alongside a strong self-serve product motion and disciplined unit economics, is the core of this role.

Beyond the market opportunity itself, Shine is early in its brand journey in the Netherlands. With strong investment behind brand building, and our global brand team as a partner, you get to define how Shine shows up in the Dutch market. The product is moving fast, too. You will be in regular, close contact with users as new features ship, adjusting what you do in the market in step with what the product can do. Tellow's established base gives you a real foundation to build from, plus the freedom to shape what comes next.

Reporting line: General Manager, The Netherlands.

📍 Job located in the Netherlands, Amsterdam with in office policy and possibility for remote working days.

What You’ll own

• Revenue and commercial performance for Invoicing & Accounting in the Netherlands, end to end.
• The go-to-market budget for the category, and how it's deployed across acquisition, retention and partnerships.
• The local commercial team: sales, paid acquisition, content, partnerships and CRM.
• The relationship with our accountant and CPA partner network, the single biggest lever on new customer growth in this category.
• The self-serve acquisition motion alongside the partner channel, so growth doesn't rely on one lever alone.
• Local pipeline, forecasting and performance reporting.

How We'll Measure Success

• Revenue and paying customer growth for the category.
• CAC and CAC payback: your primary efficiency metric in year one.
• Net revenue retention and subscriber churn.
• Funnel conversion from signup through activation to paying subscriber.

Working with Product

Global product teams build the platform once and deploy it across every market. You'll work closely with the product team responsible for Invoicing & Accounting to feed in local market needs, priorities and customer feedback, and to launch new capability into the Dutch market. You own the commercial outcome, product owns the roadmap.

What You’ll Bring

• Minimum of ten years of relevant experience.
• Strong experience in invoicing, accounting, bookkeeping, fintech and/or SMB software, ideally with real exposure to the accountant or CPA channel.
• A track record of owning a P&L or budget with real accountability for acquisition efficiency, not just top-line growth.
• Comfortable moving between strategy and hands-on execution: you'll be building this as much as running it.
• Strong analytical skills and confidence working with revenue reporting, forecasting and business performance.
• Fluency in Dutch and English.

You'll be a strong fit if you've

• Run a P&L or business unit with real commercial autonomy, not just a functional budget
• Built or scaled a channel through a professional intermediary (accountants, brokers, advisors) rather than pure direct-to-consumer
• Worked in or adjacent to SMB fintech/accounting software (Xero, Pennylane, Qonto, Moneybird, or similar), and understand how accountants actually choose and recommend tools
• Balanced a partnership-led motion against a self-serve product motion, and know how to make unit economics work across both

Equal Opportunity Employer

We follow the principle of equal treatment to consider all job applicants and do not discriminate based on their gender, sexual orientation, colour, racial or ethnic origin, religion, disability, etc. as per applicable law.

Recruitment process

1️⃣ A 30' first call with Recruiting Partner to get to know you better and share more about Shine. 2️⃣ A 45' interview with a Team Member who is based in the Netherlands. 3️⃣ A 45' interview with Hiring Manager to discuss your past experiences and the role we are offering. 4️⃣ A 45' business case presentation to highlight your skills and give you a hands-on feel for the role.

Department

Revenue

Role

Growth

Location

Amsterdam

Revenue

·

Amsterdam

Lead Shine’s Invoicing & Accounting growth in the Netherlands: own revenue, shape the brand, and build lasting accountant partnerships that help small businesses thrive.

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