Director, Broker Channel Sales

Candidly

3h•Remote

About The Position

Director-level Account Executives at Candidly are elite, hands-on closers responsible for building pipeline and closing the most complex, high-impact deals in the business. The Broker Channel Director AE owns revenue generation through the broker ecosystem. This is not a strategy-only role and not an enablement-only role. This role carries a quota and is responsible for sourcing and closing ARR through broker relationships. You will personally develop broker relationships, generate broker-sourced pipeline, and run disciplined sales cycles with employer sponsors influenced or introduced by brokers. This role carries significant autonomy—and equally significant accountability—especially as we build the broker channel into a repeatable upstream demand engine.

Requirements

7–10+ years of closing experience in enterprise or mid-market SaaS
Direct experience selling through benefits brokers (required)
Proven track record of carrying and exceeding quota
Demonstrated success building pipeline via outbound and channel motions (not inbound only)
Strong understanding of employer benefits (required)
Experience running full sales cycles: prospecting → discovery → demo → close
Exceptional organizational skills with experience tracking performance against commitments
Comfort leading product demos, handling objections, and engaging in deal strategy
Strong negotiation and executive communication skills
High accountability, resilience, and bias toward action
No-attitude mindset—focused on outcomes over titles
Experience in financial wellness, retirement, or employee benefits
Familiarity with broker-led or institutional distribution models
Experience with Salesforce and modern GTM tooling
Willingness to travel (50%)

Nice To Haves

Understanding of educational financing benefits (highly desired)

Responsibilities

Broker Channel Pipeline Creation
Personally source and build pipeline through broker relationships and broker-led opportunities
Prospect, recruit, and activate new broker partners
Execute targeted outbound motions to brokers and broker-led employer opportunities
Partner with Marketing and Partnerships, but do not rely on inbound
Maintain sufficient broker-sourced pipeline coverage to support predictable closes
Deal Execution & Closing
Lead broker-influenced and broker-sourced sales cycles from first touch through close
Run discovery, demos, and deal strategy with brokers and employer sponsors
Navigate multi-stakeholder buying committees (brokers, HR, finance, legal, and leadership)
Build clear business cases and ROI narratives
Own procurement, legal, security, and contracting workflows end-to-end
Close complex broker-led deals with discipline and follow-through
Broker Relationship Ownership
Build trusted, long-term relationships with brokers and producing advisors
Position Candidly as a core solution within brokers’ financial wellness and benefits portfolios
Drive co-selling motions and ensure brokers consistently bring Candidly into active deals
Identify high-performing brokers and deepen those relationships
Influence broker behavior through credibility and results, not enablement alone
Operating Excellence
Maintain exceptional CRM hygiene, broker attribution, pipeline visibility, and forecast accuracy
Run structured deal processes with clear next steps and accountability
Collaborate cross-functionally to move broker deals forward
Model best-in-class execution and professionalism