Head of Channel Relationship Sales

We’re seeking an experienced Head of Channel Relationship Sales. This leader will build and manage a high-performing team dedicated to cultivating sales-passed leads from our strategic partners and advisors.

 

The team will be focused on sales-passed lead volume and share revenue responsibilities. The individuals of this team will build deep relationships through field activities designed to build trust and cultivate the partnership. 
Responsibilities:

• Develop and execute a comprehensive strategic partnership strategy to drive sales referrals and co-selling opportunities
• Identify, cultivate, and manage relationships with key partners in the 401k, payroll, and HR industries
• Build and lead a team of channel relationship managers, establishing clear goals, metrics, and processes
• Collaborate with cross-functional teams (sales, marketing, product, and strategic partnerships) to optimize joint selling and marketing strategies
• Implement data-driven practices to measure and improve sales-partnership performance

Qualifications:

• Proven experience (10+ years) in partnerships or business development within the B2B SaaS industry, with a focus on SMB/Midmarket
• Demonstrated success in building and scaling partnership programs from scratch
• Excellent negotiation and relationship management skills
• Strategic thinking and analytical capabilities to identify and capitalize on market opportunities
• In-depth knowledge of the 401k industry, as well as payroll and HR sectors
• Strong leadership skills with the ability to build and mentor high-performing teams
• Track record of driving revenue growth through partner-sourced and influenced channels

Key Attributes:

• Results-oriented with a focus on measurable outcomes and revenue impact
• Collaborative mindset with the ability to work effectively across departments
• Adaptable and innovative in approach to partnership development
• Strong communication skills to articulate value propositions to partners and internal stakeholders

Why Guideline
Our values serve as a compass that guides our decisions and are considered non-negotiable, especially when it comes to hiring. Together with our employees, partners, and customers, we live these values every day.  Everyone has hopes and dreams for the future, but it seems like only some of us are able to financially invest in them. That’s something we’ve made it our mission to solve - to help everyone arrive at a safe, secure retirement. Whatever type of work you choose, whatever the size of your business.  

 

We’ve done this by building the easiest, most affordable, most comprehensive platform for investing in your financial future.  It replaces doubt and fear with transparency, knowledge and understanding. It makes it possible, even enjoyable, to participate in a retirement plan as an employer, employee or partner.  Because when you know how to safely, smartly invest today, you’ll be able to do more of what you love when the future arrives. And that is something everyone should be able to look forward to.
Compensation
At Guideline, we believe compensation should be fair and equitable. We take a data-driven approach to set our compensation bands; the successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, and work location.

 

In addition to base salary, this position is eligible to participate in a sales incentive program and equity in the form of Incentive Stock Options (ISOs); incentive compensation is not guaranteed.

 

The expected OTE range for this role is $260,000-$330,000.  

At Guideline, salary is just one component of the overall Total Rewards package offered to employees.  All employees are offered comprehensive benefits and perks to help support you and your family.

• Health
• Medical, dental, and vision insurance — We offer multiple plan options with varying company premium contributions
• Opt-out credit for waiving coverage
• Health Savings Account and Flexible Spending Account
• Company paid disability and life insurance
• Optional Voluntary life insurance
• Mental health benefit navigation with Rula for employees and dependents
• Parental Leave
• Paid parental leave for birthing and non-birthing parents
• Generous Time Off
• Flexible time off in addition to company holidays — We observe the NYSE Holiday Calendar
• 401(k) Plan
• We use our own platform and contribute 100% of employee contributions up to 5%
• Other Benefits
• 1-month paid Sabbatical after 5 years of employment
• Annual learning and development stipend — We reimburse approved professional development expenses, up to $750 per employee per year

Guideline provides equal employment opportunities to all employees and applicants for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.  Additionally, Guideline participates in the E-Verify program in certain locations, as required by law.
Guideline is an equal opportunity employer. Applicants in need of special assistance or accommodation during the interview process can reach out to peopleops@guideline.com.
Guideline is committed to protecting the privacy and security of the personal information of our applicants. Please refer to Guideline's Privacy Policy for information about our privacy and security practices.
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