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Director of Channel Partnerships

Seeking a Director of Channel Partnerships to land new distribution partnerships with the platforms that already sit between employers and their benefits: HCM and payroll providers, PEOs, and benefits administration platforms.

Your job is to open those relationships, structure the commercial agreement, and get that partner attaching, listing, or co-selling into their book. In year one you own the relationship end to end: first conversation, commercial terms, signature, launch, and the ongoing management of the partners you bring on. You are the face of those partnerships. Account management support comes later.

This is a builder seat. You will write the playbook and then run it. They want someone who already knows these partners, can open real conversations quickly, and has closed partner paper before. If you have wanted to stand up a channel from the ground up inside a well-capitalized company with a real consumer product behind it, this is your opportunity.

What you will own

• Identify, prioritize, and open new channel partnerships across HCM and payroll platforms, PEOs, and benefits administration providers.
• Run the full deal cycle yourself: outreach, pitch, business case, commercial terms, and negotiation through signature, working with the legal team on partner paper.
• Convert a signed agreement into a live motion: listing, co-sell, or attach, with employers actually moving, not a handshake that goes quiet.
• Build the enablement their sellers and client teams need: positioning, talk tracks, objection handling, and materials that work in their motion rather than a restated employer deck.
• Serve as the ongoing relationship owner for the partners you sign, covering cadence calls, pipeline reviews, escalations, and executive relationships.
• Work with the product and implementation teams on what a partner needs operationally to launch employers, including eligibility, enrollment, and integration requirements.
• Keep partner records and partner-sourced opportunities accurate in HubSpot so channel contribution is measurable.
• Share consistent partner and market feedback with Sales and Product to help refine the positioning, partner model, and product priorities.

What success looks like in year one

• A focused pipeline of high-potential HCM, payroll, PEO, and benefits administration partners.
• Several new partnerships signed and live, with clear commercial terms, operating plans, and employers moving through them.
• Signed partners consistently generating qualified employer opportunities, not sitting inactive after launch.
• Strong relationships and operating cadences across each partner, from day-to-day owners through executive sponsors.
• A repeatable playbook for identifying, closing, launching, and growing future partnerships.
• Measurable partner-sourced pipeline, with clear visibility into partner activity, risks, and results in HubSpot.

What they are looking for

• Six or more years in channel partnerships, strategic partnerships, or partner-led business development, with a track record of landing new partners rather than farming existing ones.
• Direct experience partnering with HCM and payroll providers, PEOs, or benefits administration platforms. You know how these organizations are structured, how they make decisions, and how their sellers get paid.
• You have negotiated and closed partnership agreements, and you are comfortable owning commercial terms and working through legal review.
• You have managed a book of partner relationships after the signature, not just up to it.
• Strong grasp of the employer benefits landscape and how benefits actually get distributed to employers.
• Enough technical fluency to hold a credible conversation about eligibility files, enrollment, single sign-on, and integration requirements. You do not need to build it, but you need to understand what you are promising.
• Comfortable operating without established process, materials, or precedent, and willing to build what is missing.
• Clear writer. Partner-facing materials and internal documentation are part of this job, not an afterthought.
• Experience at a benefits, financial wellness, or workplace fintech company selling through partners.

Job-3682878

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