Senior Director Channel Sales

Job Description

Job Description

Description:

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture.

While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need.

With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements.? You must be available five days per week during designated work hours. The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary.

Position Overview:

This is a strategic and results-driven leader that will scale our partner ecosystem. This is a high-impact leadership role responsible for developing and managing channel strategies, building strategic alliances, and driving revenue growth through indirect sales channels including benefit brokers, financial advisors, CPAs, banks, resellers, system integrators, HCM consultants, and technology partners.

Primary Responsibilities

The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Channel Strategy & Execution:

• Develop and execute a comprehensive channel partner strategy aligned with overall company goals.
• Identify and onboard high-value channel partners that align with our HCM solutions and go-to-market strategy.
• Define KPIs and success metrics to track partner performance and contribution to revenue.

Partner Relationship Management:

• Cultivate and maintain strong, trust-based relationships with key channel partners.
• Drive engagement and enablement programs to ensure partner success and loyalty.
• Negotiate and manage partner agreements, pricing, and go-to-market plans.

Cross-functional Leadership:

• Collaborate with Sales, Marketing, Product, and Customer Success teams to ensure partners are fully supported and aligned.
• Lead internal initiatives to improve partner-related systems, tools, and operations.

Revenue Growth:

• Drive incremental revenue through indirect channels.
• Monitor sales pipelines, forecast accurately, and deliver growth targets.
• Optimize co-selling, joint marketing, and lead-sharing processes.

Market & Competitive Intelligence:

• Stay abreast of industry trends, competitor offerings, and the evolving HCM technology landscape.
• Identify new opportunities for partner innovation and market expansion.

Leadership:

• Hold channel sales leaders and channel sales managers accountable for sales revenue, activity standards, hiring for talent, career development, partner and territory management, executive alignment, and day-to-day responsibilities of leading high performing teams.

Education and Experience:

• Bachelor’s degree in Business, Marketing, or a related field.
• 12+ years of experience in channel/partner leadership roles, preferably in HCM, SaaS, or enterprise software.
• 8+ years of experience in successfully leading sales teams.
• Proven track record of building and scaling channel partner programs that drive significant revenue.
• Deep understanding of the HCM SaaS industry (payroll, benefits, HRIS, workforce management, etc.).
• Strong executive presence with exceptional communication, negotiation, and relationship management skills.
• Ability to lead through influence, work cross-functionally, and thrive in a fast-paced, growth-oriented environment.
• Willingness to travel as needed to meet with partners and attend industry events.
• Experience with mid-market to enterprise HCM platforms
• Physical requirements
  • Ability to sit for extended periods: The role requires sitting at a desk or workstation for long periods, typically 7-8 hours a day.
  • Use of computer and phone systems: The employee must be able to operate a computer, use phone systems, and type. This includes using multiple software programs and inquiries simultaneously.

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact [email protected]. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The base pay range for this position is $127,800 - $230,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan and an annual restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via