[Hiring] Channel Sales Lead @Align HCM

Role Description

Insurance brokers and benefits consultants already have trusted relationships with the HR and finance leaders SmartCare serves. This role will build and own a Broker Partnership Program that turns those relationships into a consistent source of qualified opportunities for Align HCM.

You will recruit broker partners, enable them to identify SmartCare-fit clients, and own the full sales cycle on every broker-referred deal.

What You’ll Do

• Build the Broker Partner Network
  • Identify and engage insurance brokers and benefits consultants in Align’s core geographies who serve mid-market employers (200–5,000 employees).
  • Prioritize brokers who serve companies running UKG or Dayforce.
  • Launch with 3–5 pilot partnerships, then scale to 15–20 active partners within the first year.
  • Host quarterly broker education sessions (virtual or in-person) on post-go-live HCM challenges and how SmartCare addresses them.
• Own the Sales Cycle on Broker-Referred Deals
  • Run discovery, build proposals, negotiate, close, and hand off to the SmartCare delivery team.
  • Manage a pipeline of broker-sourced opportunities and maintain accurate forecasting in HubSpot.
• Collaborate Across Teams
  • Coordinate with the direct sales team on broker-sourced leads that overlap with existing accounts or PE portfolio companies.
  • Work with marketing to produce broker-specific content: case studies, co-branded collateral, and webinar invitations.
  • Track all broker-sourced leads and revenue attribution in HubSpot to measure channel ROI and partner performance.

Qualifications

• 5+ years in channel sales, partnership development, or business development in HCM, HR technology, benefits, or insurance brokerage.
• Existing relationships with insurance brokers, benefits consultants, or HR advisory firms serving mid-market employers (200–2,000 employees).
• Track record of building partner programs from scratch and generating measurable revenue through channel partnerships.
• Understanding of the mid-market HR buyer: post-implementation pain points, CFO and VP HR buying dynamics, and benefits renewal cycles.
• Comfortable selling consultative, high-value managed services with multi-month sales cycles.
• Experience with CRM tools (HubSpot preferred) for pipeline tracking and partner management.

Requirements

• Experience with UKG, Dayforce, or similar enterprise HCM platforms.
• Familiarity with managed services or outsourcing models (managed payroll, managed HRIS, managed WFM).
• Knowledge of revenue-share partnership structures (e.g. Paycor Partner+ or isolved Preferred Partnerships).
• Experience selling into healthcare, manufacturing, food production, or hospitality verticals.
• Background in or exposure to insurance brokerage operations, benefits consulting, or PEO/ASO sales.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Company-sponsored life and disability insurance.
• Health Savings Account (HSA).
• 401(k) retirement plan with company match.
• Flexible/unlimited PTO.

Why Join Us

• Opportunity to build and lead a channel sales function as the company scales.
• High-visibility role with direct impact on revenue growth.
• Collaborative, high-performing team.

Schedule

This position follows US Eastern Time business hours, Monday through Friday.

Location

Remote (US or Canada)

Reports to

SVP, Sales & Marketing

Compensation

• Base salary: $90,000 – $120,000 depending on experience.

Company Description

Align HCM is an Equal Opportunity Employer. We celebrate the diverse backgrounds and perspectives of our Aligners and are committed to fostering a culture of diversity, equity, inclusion, and belonging. Employment decisions at Align HCM are made without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical or mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, or any other characteristic that makes our people unique.

We believe diversity fuels innovation and helps create a workplace where everyone feels valued, respected, and empowered to bring their authentic selves to work. If you're excited about this role but don’t meet every qualification, we still encourage you to apply.