Director of Sales - HCM Channel

Overview

Role:
Director of Sales - HCM Channel
. This role is responsible for the strategic oversight, relationship management, and performance of indirect sales within the entire HCM channel, operating through our partner network. Key requirements include a deep understanding of the payroll landscape, competitors, and HCM partners, as well as strong communication, problem-solving, value-add, and negotiation skills.

• Developing & Standardizing a Repeatable Sales Process - Implement and manage a sales process that is repeatable to all Regional Relationship Managers (RRMs). This includes RRMs recording all activities via CRM, standardizing outreach/follow-ups around opportunities, and sharing best practices. Help RRMs better articulate 401GO's value proposition so ownership and accountability are met in a timely manner.
• Managing Partner relationships - Ensure alignment with the company’s objectives both internally and externally. Provide sales enablement and support to partners to increase their revenue and growth objectives.
• Metrics focused - Ensure growth and revenue targets are met month-to-month and quarterly. Set metrics for each RRM around outreaches weekly and monthly. Balance outreach methods (emails, calls, events, sponsor ships, and more) with a laser focus on ROI for each firm.
• Partner enrichment & Segmentation - Identify Tier I, II, and III firms across all regions and provide the right resources for growth and shared value.
• Training - Ensure RRMs have necessary training for systems, escalation/approval processes, and where to go for what. Insert yourself when necessary on certain calls requested by the RRM.
• Leading and mentoring - Drive a positive attitude and client-focused culture. Be available at a minimum bi-weekly for 1:1 RRM meetings and bi-weekly team huddles. Conduct quarterly performance reviews. Prioritize RRM and client advocacy and active listening.
• Data enrichment - Find, understand, and extract data to drive successful relationships at the RRM and HCM partner level, including financial metrics.
• Marketing - Collaborate with Marketing on GTM strategies, webinars, playbooks, industry thought leadership, events, sponsor ships, and conferences to support the RRM and HCM needs.
• Fostering team collaboration - Build strong relationships with internal stakeholders, including the Director of Sales for the Advisory and FA Channels.
• Working closely with the CGO to understand how to be successful in the field.
• Strong presentation skills are a must with Retirement and Payroll experience.

• Progressive sales experience in fintech, retirement services, wealth management, or benefits administration
• 3–5+ years in a sales leadership role managing managers and/or senior sales professionals
• Proven track record of consistently meeting or exceeding revenue targets in a B2B, consultative sales environment
• Experience selling complex, regulated solutions such as 401(k) plans, recordkeeping platforms, advisory services, or financial technology products

• Strong presentation and negotiation skills
• Strong communication skills, ability to influence, demonstrate sound business judgement
• Superior customer service and relationship-building skills
• Self-motivated, competitive team-player with a huge desire to WIN

At 401GO, we’re not just changing retirement—we’re reinventing it. As a fast-growing fintech start-up, we’ve built the world’s most advanced, fully automated retirement platform to help hard-working Americans take control of their future. Here, innovation moves fast, ideas matter, and your work makes a real impact. You’ll enjoy a collaborative and supportive environment where great people do their best work together, backed by competitive compensation, excellent benefits, and plenty of opportunities for professional growth.

If you’re ready to challenge the status quo and be part of something big, 401GO is the place to grow your career.

• A standout 401(k) plan (naturally!).
• Generous stock options—share in our growth and success.
• Flexible work environment—choose where you’re most productive.
• Excellent benefits, including medical, dental, and…