Channel Account Executive (Broker Partnerships)

Requirements

• This is a highly strategic, relationship-driven role requiring strong commercial judgment and cross-functional collaboration
• 3+ years of experience in B2B SaaS sales, channel, partnerships, or broker-focused roles
• Demonstrated success in unlocking broker networks and sourcing pipeline
• Exceptional relationship-building skills with the ability to earn trust from senior broker stakeholders
• Strong organizational skills with comfort operating cross-functionally as a central point of coordination
• Ability to operate effectively in ambiguous environments and build new channel motions
• Willingness to travel as required
• Experience working with broker ecosystems or indirect sales channels is a strong plus
• Must have direct experience and a strong foundational understanding of accounting and brokerage respectively

What the job involves

• The Channel Account Executive (Channel AE) – Brokers is responsible for driving broker-sourced pipeline by activating and scaling relationships across our broker partner ecosystem
• This role owns broker relationships end-to-end with a focus on sourcing, qualifying, and introducing high-quality opportunities into the sales process
• Acting as the connective tissue between broker partners and go-to-market teams, the Channel AE ensures that broker influence is leveraged effectively throughout the sales cycle—from initial signal identification through co-selling and close
• Proactively identify, source, and qualify opportunities from broker books of business, client bases, and networks
• Drive consistent broker-sourced pipeline through structured outreach, referrals, joint account planning, and clear qualification standards
• Own and activate relationships with assigned broker partners, unlocking access to accounts and warm introductions
• Enable brokers on ideal customer profiles, use cases, buying triggers, and referral best practices through regular working sessions
• Partner closely with Account Executives to introduce, co-sell, and support broker-sourced opportunities with clean handoffs and strong deal context
• Act as the connective tissue between brokers and GTM teams, collaborating with Partner Managers, Channel SDRs, and Core Sales
• Maintain CRM hygiene, forecast broker-sourced pipeline, and report on broker activity, performance, and conversion trends