Channel Account Executive (Channel AE) – Brokers

About the Role

The Channel Account Executive (Channel AE) – Brokers is responsible for driving broker-sourced pipeline by activating and scaling relationships across our broker partner ecosystem. This role owns 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 cycle—from initial signal identification through co-selling and close.

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