Channel Sales Manager

When; United States; Remote; USD 85,000 - 110,000; Full time

Job summary

A leading company in employee healthcare transitions is seeking a Channel Sales Manager to build and scale their partner ecosystem. This remote role involves identifying and activating referral partners, driving revenue, and collaborating with various teams to enhance the partner experience. Ideal candidates will have significant sales experience and a proven track record in channel partnerships.

Benefits

100% company-paid health insurance

Competitive compensation with rapid growth opportunity

Qualifications

• 3–5+ years in sales, with at least 1+ year in channel or partnerships.
• Proven success driving revenue through brokers.
• Excellent communicator with strong relationship management skills.

Responsibilities

• Identify, recruit, and activate new referral partners.
• Drive revenue from channels and meet or exceed quota.
• Manage and grow existing broker relationships.

Skills

Sales

Relationship Management

Presentation Skills

Strategic Thinking

Tools

Salesforce

Job description

Director of Sales @ When | Revolutionizing Healthcare Transitions

Location: Remote (U.S.)

Reports to: Director of Sales

Type: Full-Time

About Us:

At When, we’re rethinking the future of employee healthcare transitions. Our comprehensive, AI-powered platform streamlines offboarding, reduces COBRA costs, and equips exiting employees with the support they need to take the next step with confidence. The mission is simple: help organizations support their people in times of change while slashing costs and redefining industry standards. We partner strategically to expand our reach—and we’re growing fast.

The Opportunity:

We're looking for a Channel Sales Manager to build and scale our partner ecosystem. This role is perfect for someone who thrives in a fast-paced startup environment, can think strategically, and knows how to turn partnerships into pipeline. You’ll be our go-to expert for developing referral relationships, supporting co-selling efforts, and ensuring our broker partners are empowered to drive revenue.

What You’ll Do:

• Identify, recruit, and activate new referral partners (primarily health brokers)
• Drive revenue from channels and meet or exceed quota for partner-sourced closed/won deals
• Manage and grow existing broker relationships, driving consistent lead flow and engagement
• Collaborate with AEs on co-selling motions for broker-sourced opportunities
• Work with marketing on enablement: partner training, collateral, playbooks, and pitch support
• Track and report on partner pipeline, sourced revenue, and performance metrics
• Work cross-functionally with tech, product, and customer success to improve the partner experience
• Help shape our channel strategy, programs, and processes from the ground up

What You Bring

• 3–5+ years in sales, with at least 1+ year in channel or partnerships in employer services, HR tech, benefits, or broker-facing industries
• Proven success driving revenue through brokers
• Comfortable co-selling with AEs and guiding deals from warm intro to close
• Excellent communicator with strong relationship management and presentation skills
• Highly organized, proactive, and excited about creating something new
• Experience using Salesforce to manage pipeline and attribution

Bonus Points For

• Deep knowledge of the insurance space and how brokers function
• Startup or early-stage company experience
• Direct sales background in HR tech, insurance, or health benefits platforms

Why Join Us

• Competitive compensation with rapid growth opportunity
• 100% company-paid health insurance
• Opportunity to shape a category-defining product
• Make a real impact at a mission-driven company

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales, Business Development, and Strategy/Planning

• Industries

  Insurance and Employee Benefit Funds, Human Resources Services, and Business Consulting and Services

Referrals increase your chances of interviewing at When by 2x

Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

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