Head of Channel Relationship Sales, Guideline

$260-330k

OTE

this position is eligible to participate in a sales incentive program and equity in the form of Incentive Stock Options (ISOs); incentive compensation is not guaranteed

Expert level

Remote in US

Retirement plans for small business

Open for applications

Retirement plans for small business

201-500 employees

B2CB2BHRPersonal financeInvesting

Open for applications

$260-330k

OTE

this position is eligible to participate in a sales incentive program and equity in the form of Incentive Stock Options (ISOs); incentive compensation is not guaranteed

Expert level

Remote in US

201-500 employees

B2CB2BHRPersonal financeInvesting

Company mission

To help everyone arrive at a secure retirement.

Job

Company

Role

Who you are

Proven experience (10+ years) in partnerships or business development within the B2B SaaS industry, with a focus on SMB/Midmarket
Demonstrated success in building and scaling partnership programs from scratch
Excellent negotiation and relationship management skills
Strategic thinking and analytical capabilities to identify and capitalize on market opportunities
In-depth knowledge of the 401k industry, as well as payroll and HR sectors
Strong leadership skills with the ability to build and mentor high-performing teams
Track record of driving revenue growth through partner-sourced and influenced channels
Results-oriented with a focus on measurable outcomes and revenue impact
Collaborative mindset with the ability to work effectively across departments
Adaptable and innovative in approach to partnership development
Strong communication skills to articulate value propositions to partners and internal stakeholders

What the job involves

United States
We’re seeking an experienced Head of Channel Relationship Sales. This leader will build and manage a high-performing team dedicated to cultivating sales-passed leads from our strategic partners and advisors
The team will be focused on sales-passed lead volume and share revenue responsibilities. The individuals of this team will build deep relationships through field activities designed to build trust and cultivate the partnership
Develop and execute a comprehensive strategic partnership strategy to drive sales referrals and co-selling opportunities
Identify, cultivate, and manage relationships with key partners in the 401k, payroll, and HR industries
Build and lead a team of channel relationship managers, establishing clear goals, metrics, and processes
Collaborate with cross-functional teams (sales, marketing, product, and strategic partnerships) to optimize joint selling and marketing strategies
Implement data-driven practices to measure and improve sales-partnership performance

Our take

When businesses offer a 401(K) plan, a message is sent to employees and potential employees that their future is valued by their employer. However, small businesses are often left behind, being charged extortionate fees or ignored by 401(K) providers altogether, leaving many American families with no retirement savings and the potential of retiring into poverty.

Guideline spotted this oversight as an opportunity to jump in and offer small businesses an affordable 401(K). It generates income by charging each business a flat monthly fee per participant.

The company now manages retirement plans for hundreds of thousands of people in over 40,000 companies and has accumulated over $8 billion in assets under management. Benefits providers Intuit, Gusto, and Square all use Guideline as their 401(K) partners.

Freddie

Company Specialist at Welcome to the Jungle

Insights

Top investors

-6% employee growth in 12 months

Glassdoor (3.8)

Trustpilot (2.8)

Company

Funding (last 2 of 6 rounds)

Jun 2021

$200m

SERIES E

Jul 2020

$80m

SERIES D

Total funding: $339m

Company benefits

Comprehensive medical, dental and vision plans—100% for employees, 70% for dependents
Generous 401(k) match
Paid time off + unlimited vacation days
Paid parental leave
Mental health coaching and therapy
Learning and development stipend
Cash referral bonus
Commuter benefits

Company HQ

Downtown, Burlingame, CA

Leadership

Kevin Busque

(CEO)

Majored in Computer Information Science at Fitchburg State University. Started out as an Advisory Unix Systems Administrator at IBM and then founded LinkedUp.net, an Open Source consulting company, in 1996. Acted as Chief Information Security Officer at the Institute for Health Metrics and was Director of IT at Humedica. Co-founded TaskRabbit in 2008, acting as its VP of Technology until 2015.

Mike Nelson

(CTO)

Majored in Mechanical Engineering at the University of Southern Maine. Was Mobile Developer and CTO at TechStars-backed Accelgolf from 2007 to 2010. Joined SkillSlate as Rails Engineer and CTO, before being hired by TaskRabbit as Staff Engineer in 2012.

Jeremy Caballero

(Co-Founder & CPO)

Started out as a Junior Programmer at Mail Boxes Etc. Worked as a Photographer and Videographer from 2007 to 2011, and then as a Freelance Digital Designer. Was Lead Designer at lifestyle adventure brand Targa Trophy before joining TargetSafety's UX team. Was made Lead Product Designer at TaskRabbit in 2012.

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