Channel Partner Manager (Benefits Broker Segment)

Justworks is building a modern, high impact Partnerships organization focused on driving real business growth through trusted partner relationships. We’re looking for a Channel Partner Manager to recruit, enable, and grow a portfolio of partners that consistently generate partner sourced pipeline and revenue.

This role is ideal for someone who understands how deals get done, speaks the language of sales teams, and knows how to help partners successfully position, sell, and co-sell Justworks. At Justworks, partnerships are not about handshakes or one off referrals. They are about building a scalable top-of-funnel engine by investing in best-in-class partner relationships.

Who You Are

You’re a relationship-builder with a commercial mindset and a knack for turning partners into long-term revenue drivers. You understand the channel ecosystem and know how to enable, support, and grow strategic partner relationships. You’re comfortable owning revenue targets, collaborating cross-functionally, and navigating ambiguity in a high-growth environment. You thrive when you're working across stakeholders, balancing service and strategy, and driving measurable results.

Your Success Profile

What You Will Work On

Own and grow a portfolio of channel partners, which may include accountants, benefits brokers, HR consultants, VC/PE firms, pilot partners, and associations

Proactively identify, recruit, onboard, and activate new partners, not just manage an existing book

Enable partners to successfully position and sell Justworks through training, resources, and ongoing coaching

Carry and consistently achieve a quarterly quota tied to partner sourced pipeline and closed revenue

Drive early partner activation by helping new partners reach their first deals quickly

Work closely with Sales to support partner sourced opportunities from lead submission through close and post sale

Use data to manage pipeline, forecast accurately, and prioritize effort across partners

Conduct regular partner check-ins and strategic reviews to grow engagement and output

Collaborate with Marketing, Partner Experience, and Partner Operations on partner facing programs such as enablement, webinars, and co-branded initiatives

Work cross-functionally with customer success and operations to advocate for partner needs and improve outcomes for both partners and their clients

Capture partner feedback and ecosystem insights to inform program and product improvements

Understanding the Broker Segment

This role specializes in building and managing channel partnerships with benefits brokers. Success in this role requires understanding and supporting how brokers make buying decisions, managing multiple relationships simultaneously at scale, and balancing short-term revenue results with long-term partner development.

We value candidates with strong partnership fundamentals—revenue accountability, tactical prioritization frameworks, and strategic thinking—whether or not they have prior broker experience. If you're new to the broker space, we'll provide research materials and ecosystem context to help you prepare for conversations with our team. We're looking for people who can learn quickly, think strategically about partner relationships, and make tough decisions about where to invest resources for maximum impact.

How You Will Do Your Work

As a Channel Partner Manager, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:

Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.

Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening.

Business Insight - applying knowledge of business and the marketplace to advance the organization’s goals.

Manages Complexity -  making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

Foundational Sales Knowledge - Utilize expert knowledge of sales processes (prospecting, engaging, negotiating) and in-depth understanding of the market and trends to drive exchanges of value effectively.

Results-Driven - Remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others.

Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.

Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.

Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example.

Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

Qualifications

4+ years of experience in B2B SaaS partnerships, channel management, or indirect sales

Prior experience as a Partner Manager required

Background in direct sales (AE, BDR/SDR, or similar) strongly preferred

Proven track record of generating partner sourced pipeline and revenue

Experience recruiting, enabling, activating, and scaling partners across the full partner lifecycle

Comfort operating in multi-party ecosystems where partner, customer, and internal incentives must be aligned

Strong cross-functional collaborator, especially with Sales, Marketing, and Product

Experience with Salesforce and partner-related tools (PRMs, ecosystem platforms, or similar a plus)

High EQ, strong ownership mindset, and ability to influence without authority

Self starter who thrives in fast moving, evolving environments

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at 121,000.00 - 151,000.00 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of 186,200.00 - 232,300.00. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan.

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