Original listing text, shown exactly as published by the company.
Essential Job Duties
At BambooHR, we’re building a modern partner ecosystem designed to accelerate growth, expand market reach, and create meaningful value for customers. We’re looking for a senior, strategic leader to own and scale our Broker Partnerships motion — transforming it into a durable, high-performing revenue channel.
This is not a maintenance role. We’re seeking a true builder: someone who understands the nuances of the broker landscape, can create and execute a long-term channel strategy, and knows how to turn relationships into repeatable revenue. You’ll lead both strategy and execution, partnering cross-functionally across Sales, Marketing, Product, and Operations while building a scalable team and broker program from the ground up.
The ideal candidate brings deep HCM expertise, strong broker ecosystem experience, operational rigor, and the executive presence to influence both internally and externally at the highest levels.
You will
Own & Scale the Broker Channel Strategy
- Define and execute the long-term vision and GTM strategy for BambooHR’s broker partnerships ecosystem
- Build and scale a high-impact broker channel that drives meaningful pipeline and revenue contribution
- Establish the operational framework, segmentation strategy, and partner engagement model needed for sustainable growth
- Own channel-sourced pipeline, revenue performance, forecasting accuracy, and overall channel health
- Develop KPIs, reporting frameworks, and executive-level business reviews to measure success and guide investment decisions
- Continuously evaluate market opportunities, broker trends, and competitive dynamics to evolve the strategy over time
Build Executive-Level Broker Relationships
- Identify, recruit, and onboard strategic broker firms and high-value partners across key markets
- Develop trusted relationships with executive stakeholders at top brokerages and consulting firms
- Position BambooHR as a preferred HCM partner within the broker ecosystem
- Drive long-term partner engagement, retention, and strategic alignment
- Negotiate and influence partnership structures that create mutual growth opportunities
Lead & Develop a High-Performing Team
- Build, lead, and scale a team responsible for partner acquisition, enablement, and growth
- Hire, coach, and develop high-performing channel and relationship leaders
- Create clear operating rhythms, accountability measures, and performance expectations tied to pipeline, productivity, and revenue outcomes
- Foster a culture of ownership, collaboration, strategic thinking, and execution excellence
Drive Revenue Performance & Pipeline Growth
- Create a predictable, scalable partner-sourced pipeline engine
- Partner closely with Sales leadership to ensure strong conversion and alignment on broker-sourced opportunities
- Lead forecasting, pipeline inspection, and revenue planning for the broker channel
- Improve partner contribution to overall company revenue mix through strategic initiatives and operational discipline
- Ensure partners are effectively enabled to position, influence, and accelerate BambooHR opportunities
Operate as a Cross-Functional GTM Leader
- Partner with Marketing to develop broker-specific campaigns, field events, enablement, and co-marketing initiatives
- Collaborate with Product, Operations, and Revenue teams to align solutions and processes to broker and customer needs
- Influence pricing strategy, packaging, and positioning for partner-led deals
- Serve as the internal voice of the broker channel, advocating for partner and customer needs while shaping broader GTM strategy
What We’ll Love About You
- 10+ years of experience in channel sales, partnerships, broker ecosystems, or indirect GTM leadership roles
- Strong broker background REQUIRED — including experience working with benefits brokers, consultants, or broker-led sales models
- Deep expertise in HCM, HR tech, payroll, or adjacent SaaS industries
- Proven track record of:
- Building and scaling broker or indirect sales channels
- Owning pipeline, forecasting, and revenue targets
- Leading and developing high-performing teams and leaders
- Creating operational rigor within partner organizations
- Driving executive-level strategic partnerships
- Strong executive presence with the ability to influence C-level stakeholders internally and externally
- Strategic mindset balanced with operational execution and accountability
- Experience operating in high-growth, evolving environments where building and scaling are equally important
What “Great” Looks Like in This Role
- The broker channel becomes one of BambooHR’s top revenue-driving motions
- A scalable, predictable partner-sourced pipeline engine is established
- BambooHR develops strategic, long-term relationships with top broker organizations
- The broker ecosystem evolves into a durable competitive advantage for the business
- A high-performing team and repeatable operating model are built — not just individual contributor success
- Cross-functional alignment strengthens the company’s broader go-to-market strategy and execution across partner-led opportunities
