Channel Account Executive (Channel AE) Brokers The Channel Account Executive (Channel AE) Brokers are responsible for driving broker-sourced pipeline by activating and scaling relationships across our (insurance) broker partner ecosystem. This role owns insurance broker relationships end-to-end with a focus on sourcing, qualifying, and introducing high-quality opportunities into the sales process. Acting as the connective tissue between broker partners and go-to-market teams, the Channel AE ensures that broker influence is leveraged effectively throughout the sales cyclefrom initial signal identification through co-selling and close. This is a highly strategic, relationship-driven role requiring strong commercial judgment and cross-functional collaboration.
Responsibilities:
Proactively identify, source, and qualify opportunities from broker books of business, client bases, and networks.
Drive consistent broker-sourced pipeline through structured outreach, referrals, joint account planning, and clear qualification standards.
Own and activate relationships with assigned broker partners, unlocking access to accounts and warm introductions.
Enable brokers on ideal customer profiles, use cases, buying triggers, and referral best practices through regular working sessions.
Partner closely with Account Executives to introduce, co-sell, and support broker-sourced opportunities with clean handoffs and strong deal context.
Act as the connective tissue between brokers and GTM teams, collaborating with Partner Managers, Channel SDRs, and Core Sales.
Maintain CRM hygiene, forecast broker-sourced pipeline, and report on broker activity, performance, and conversion trends.
Qualifications:
3+ years of experience in B2B SaaS sales, channel, partnerships, or broker-focused roles.
Demonstrated success in unlocking broker networks and sourcing pipeline.
Exceptional relationship-building skills with the ability to earn trust from senior broker stakeholders.
Strong organizational skills with comfort operating cross-functionally as a central point of coordination.
Ability to operate effectively in ambiguous environments and build new channel motions.
Willingness to travel as required.
Experience working with broker ecosystems or indirect sales channels is a strong plus.
