Consultant Relations Manager - West
A Growing Employee Benefits Technology Company | Remote (California, Oregon, or Washington)
Sales / Channel Sales • Full-Time • Travel: 25-50%
Our client, a growing technology company in the employee benefits and leave management space, is looking for a Consultant Relations Manager - West to build and scale strategic relationships with employee benefits brokers and consultants across the Western United States. This is a newly created role, reflecting the company's continued investment in one of its most important growth regions.
Roughly half of this organization's business is sourced through broker and consultant partnerships. In this role, you'll inherit existing West Coast relationships while building new ones, acting as a trusted advisor within the employee benefits ecosystem - and as a key driver of pipeline and revenue for the business.
You'll work closely with Account Executives, Revenue Enablement, Marketing, Product, and Operations to grow the company's presence throughout the broker community and support sales opportunities from first conversation to close.
What You'll Do
Broker & Consultant Relationship Management
- Build new broker relationships and grow existing strategic partnerships
- Conduct regular partner meetings and serve as primary point of contact for assigned partners
- Deliver enablement sessions and create joint go-to-market plans
- Act as the company's ambassador within the partner ecosystem, creating long-term advocates for the business
Channel Enablement
- Deliver partner education and product demonstrations for brokers
- Create and present sales enablement materials
- Support partner training initiatives
- Collaborate with Revenue Enablement on go-to-market programs
Revenue Generation
- Build qualified pipeline for Account Executives
- Support RFP responses, finalist presentations, and pricing strategy discussions
- Partner with AEs throughout complex sales cycles - you'll own broker-facing presentations and demos, while AEs own the direct customer sale
Cross-Functional Collaboration
- Partner with Sales, Marketing, Product, Revenue Enablement, and Operations
- Gather market intelligence and broker feedback to inform positioning, messaging, and future channel initiatives
What Success Looks Like
Performance is measured primarily by broker-sourced sales pipeline and closed-won revenue generated through channel partnerships - the quality and impact of your relationships, not just relationship activity.
What You Bring
- 3-5+ years of experience working directly with employee benefits brokers or consultants
- Experience selling through or alongside broker channels, with a proven ability to develop referral partnerships
- A track record of generating pipeline through strategic relationships
- Experience partnering with quota-carrying sales teams to close business
- Background in employee benefits carriers, healthcare point solutions, benefits technology, leave management, or insurance
- Exceptional relationship-building and executive-level communication skills
- Strong presentation and facilitation abilities, with comfort presenting to broker audiences
- Ability to balance long-term relationship management with near-term revenue generation
- Comfort operating independently within a geographic territory
Note: HR technology experience is not required. Direct experience working with employee benefits brokers and consultants matters far more than experience in a specific product category.
Location & Travel
This is a remote role covering California, Oregon, and Washington, with a preferred home base in the San Francisco Bay Area, Los Angeles Metro, or San Diego. Travel is approximately 25-50%, depending on season and business needs.
Compensation
Component
Details
OTE
$150,000-$170,000
Compensation Mix
80% Base / 20% Variable
Employment Type
Full-Time, Exempt
Interview Process
- Recruiter Screen
- Hiring Manager Interview
- Panel Interview
- Behavioral / Culture Interview
There is no assignment or case study stage in this process.
