Channel Account Executive

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

Benefits offered by this job

401(k) participation with up to 4% match

Certification reimbursement

Opportunities for advancement

Job summary

The 20 MSP in Tennessee is seeking a driven sales professional to manage the full sales cycle for new MSP members. You will collaborate with an elite team, attend significant industry events, and build a robust pipeline using HubSpot. Ideal candidates will have at least 3 years of B2B sales experience, direct knowledge of MSP operations, and strong consultative selling skills. A competitive salary package includes a 401(k) match and opportunities for growth within the organization.

Qualifications

• 3+ years of B2B sales experience with a strong track record.
• Direct experience in the MSP channel, either as owner/operator or in sales.
• Deep understanding of MSP business models and their challenges.
• Strong consultative selling skills focused on pain and outcomes.

Responsibilities

• Own the full sales cycle from prospecting to closing.
• Attend industry events and represent The 20.
• Build and manage a pipeline of qualified prospects.
• Deliver tailored demos and presentations.
• Maintain accurate deal data in HubSpot.

Skills

B2B sales experience

MSP channel knowledge

Consultative selling skills

CRM proficiency

Communication skills

Tools

HubSpot

Job description

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.