Director, Strategic Broker Partnerships

This is a fully remote position, open to applicants in Arizona, +11 more states.

📋 Description

• Define and implement the long-term vision and go-to-market strategy for BambooHR’s broker partnerships ecosystem.

• Develop and expand a high-impact broker channel that significantly contributes to pipeline and revenue.

• Establish the operational framework, segmentation strategy, and partner engagement model necessary for sustainable growth.

• Take ownership of channel-sourced pipeline, revenue performance, forecasting accuracy, and overall channel health.

• Create KPIs, reporting frameworks, and executive-level business reviews to assess success and inform investment choices.

• Continuously analyze market opportunities, broker trends, and competitive dynamics to refine the strategy over time.

• Identify, recruit, and onboard strategic broker firms and high-value partners in key markets.

• Build trusted relationships with executive stakeholders at leading brokerages and consulting firms.

• Position BambooHR as the preferred HCM partner within the broker ecosystem.

• Foster long-term partner engagement, retention, and strategic alignment.

• Negotiate and influence partnership structures that facilitate mutual growth opportunities.

• Assemble, lead, and expand a team that is responsible for partner acquisition, enablement, and growth.

• Hire, mentor, and develop high-performing channel and relationship leaders.

• Establish clear operating rhythms, accountability measures, and performance expectations linked to pipeline, productivity, and revenue outcomes.

• Cultivate a culture of ownership, collaboration, strategic thinking, and execution excellence.

• Create a reliable, scalable partner-sourced pipeline engine.

• Collaborate closely with Sales leadership to ensure strong conversion rates and alignment on broker-sourced opportunities.

• Oversee forecasting, pipeline assessment, and revenue planning for the broker channel.

• Enhance partner contributions to the overall company revenue mix through strategic initiatives and operational discipline.

• Ensure partners are effectively equipped to position, influence, and accelerate BambooHR opportunities.

• Work with Marketing to devise broker-specific campaigns, field events, enablement, and co-marketing initiatives.

• Collaborate with Product, Operations, and Revenue teams to align solutions and processes with broker and customer needs.

• Influence pricing strategies, packaging, and positioning for partner-led deals.

• Act as the internal advocate for the broker channel, representing partner and customer needs while shaping the broader go-to-market strategy.

⛳️ Requirements

• Over 10 years of experience in channel sales, partnerships, broker ecosystems, or indirect go-to-market leadership roles.

• A robust broker background is REQUIRED — including experience collaborating with benefits brokers, consultants, or broker-led sales models.

• Extensive expertise in HCM, HR technology, payroll, or related SaaS industries.

• Proven success in:

• Building and scaling broker or indirect sales channels.

• Managing pipeline, forecasting, and revenue targets.

• Leading and developing high-performing teams and leaders.

• Establishing operational rigor within partner organizations.

• Driving executive-level strategic partnerships.

• Strong executive presence with the capability to influence C-level stakeholders both internally and externally.

• A strategic mindset combined with operational execution and accountability.

• Experience working in high-growth, dynamic environments where both building and scaling are critical.

🏝️ Benefits

• Comprehensive health, life, and disability insurance.

• Generous leave policies that encompass 4 weeks of vacation, 12 company holidays, parental leave, and volunteer time off to promote quality of life.

• 401k plans featuring up to a 6% company match.

• $2000 Paid-Paid Vacation bonus.

• Employee Assistance Program through Headspace.