Channel Account Executive

The 20 MSP; Arizona; On-site; USD 130,000 - 160,000; Full time

Job summary

The 20 MSP is seeking a Channel Account Executive who has lived the MSP life. This full-cycle sales role requires closing new MSP members, attending industry events, and building a strong pipeline in HubSpot.

You will work directly with executive leadership to drive growth for one of North America’s fastest-growing Master MSP platforms. You'll sell a better future for MSP owners, focusing on MSP pricing models, RMM/PSA tools, and scalable service delivery.

Qualifications

• 3+ years of B2B sales experience
• Experience in MSP channel sales or ownership
• Understanding of MSP business models and pricing
• Comfort selling to MSP owners/operators
• Experience at industry events/conferences
• Proficient with CRM tools and pipeline discipline
• Strong consultative selling and communication skills

Responsibilities

• Own the full sales cycle for new MSP members from prospecting to close
• Represent The 20 at industry events and conferences
• Build and manage a pipeline of qualified MSP prospects in CRM
• Conduct discovery conversations to uncover concrete pain points
• Deliver tailored demos and presentations using The 20 playbook
• Collaborate with SDR for follow-up, pipeline development, and outbound sequences
• Maintain accurate deal data, stages, and activity in HubSpot
• Forecast with SVP of Sales and participate in pipeline reviews

Skills

B2B sales

MSP channel knowledge

CRM proficiency (HubSpot)

Discovery-led selling

Travel readiness

Tools

HubSpot

Job description

The 20 is one of North America's fastest-growing Master MSPs - and we're building the team to match. We're not a vendor. We're an operating MSP that has perfected a replicable service delivery model, then opened it up to hundreds of independent MSPs who want to grow faster than they could alone. We call it "better together," and it works.

We're looking for a Channel Account Executive who has lived the MSP life - someone who understands what it means to run a help desk at 2am, fight for a renewal, or explain your pricing model to a skeptical owner. You've been in the seat. Now you help others level up. This is a full-cycle sales role. You'll attend events, build pipeline, run discovery, and close new MSP members. You're not just selling a product - you're selling a better future for the MSP owner sitting across from you.

Why This Role?

You're selling something that genuinely works — backed by a Master MSP with real data, real results, and hundreds of member success stories.

$130K–$160K OTE with uncapped upside for overperformers.

Direct access to the SVP of Sales and executive leadership — no bureaucracy, no middlemen.

Work alongside an elite sales team with a culture of coaching, accountability, and winning.

Be part of one of the fastest-growing MSP platforms in North America at a pivotal moment.

Events, conferences, community — this role puts you at the center of the MSP channel.

Key Responsibilities

• Own the full sales cycle from prospecting through close for new MSP members (Channel pipeline).
• Attend and represent The 20 at industry events, conferences, and trade shows (DattoCon, IT Nation, N-Able Empower, and others).
• Build and manage a pipeline of qualified MSP prospects using CRM (HubSpot).
• Run compelling discovery conversations that excavate real pain - 3 levels deep - before presenting value.
• Deliver tailored demos and presentations using The 20's playbook and pitch materials.
• Collaborate with the SDR on post-event follow-up, pipeline development, and outbound sequences.
• Maintain accurate deal data, stage progression, and activity logging in HubSpot.
• Work closely with the SVP of Sales on forecasting, deal strategy, and pipeline reviews.

Required Qualifications

• 3+ years of B2B sales experience, with a track record of meeting or exceeding quota.
• Direct experience in the MSP channel - either as an MSP owner/operator or in a channel-facing sales role.
• Deep understanding of MSP business models, including MRR, service delivery, RMM/PSA tools, and the pain of scaling.
• Comfortable selling to MSP owners and operators - you know how they think and how to earn their trust.
• Experience attending and selling at industry events and conferences.
• Proficiency with CRM tools (HubSpot preferred) and pipeline management discipline.
• Strong consultative selling skills - discovery-led, pain-focused, outcomes-oriented.
• Excellent communicator - written, verbal, and in-room presence.
• Self-starter mentality with high accountability to metrics and activity standards.
• Willingness to travel for events and prospect meetings (20–30%).

Preferred Qualifications

• Former MSP owner or operator — you've walked in the shoes of the people you're selling to.
• Familiarity with The 20's model, value proposition, or community.
• Experience selling to the top 20% of the MSP market ($1M–$10M ARR range).
• Knowledge of MSP compliance frameworks (SOC II, CMMC, HIPAA, ITAR).

• Competitive 401(k) participation with up to 4% contribution match.
• Certification reimbursement to support your continued development.
• Meaningful opportunities for advancement within a growing organization.
• A culture built on drive, accountability, collaboration, and excellence.

The statements contained in this job description are intended to describe the general nature and level of work being performed by associates assigned to the job. They are not intended to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the individual(s) holding this position.