Channel Account Executive

Key Responsibilities

• Own the full sales cycle from prospecting through close for new MSP members (Channel pipeline)
• Attend and represent The 20 at industry events, conferences, and trade shows (DattoCon, IT Nation, N-Able Empower, and others)
• Build and manage a pipeline of qualified MSP prospects using CRM (HubSpot)
• Run compelling discovery conversations that excavate real pain - 3 levels deep - before presenting value
• Deliver tailored demos and presentations using The 20's playbook and pitch materials
• Collaborate with the SDR on post-event follow-up, pipeline development, and outbound sequences
• Maintain accurate deal data, stage progression, and activity logging in HubSpot
• Work closely with the SVP of Sales on forecasting, deal strategy, and pipeline reviews

Required Qualifications

• 3+ years of B2B sales experience, with a track record of meeting or exceeding quota
• Direct experience in the MSP channel - either as an MSP owner/operator or in a channel-facing sales role
• Deep understanding of MSP business models, including MRR, service delivery, RMM/PSA tools, and the pain of scaling
• Comfortable selling to MSP owners and operators - you know how they think and how to earn their trust
• Experience attending and selling at industry events and conferences
• Proficiency with CRM tools (HubSpot preferred) and pipeline management discipline
• Strong consultative selling skills - discovery-led, pain-focused, outcomes-oriented
• Excellent communicator - written, verbal, and in-room presence
• Self-starter mentality with high accountability to metrics and activity standards
• Willingness to travel for events and prospect meetings (20–30%)

Preferred Qualifications

• Former MSP owner or operator — you've walked in the shoes of the people you're selling to
• Familiarity with The 20's model, value proposition, or community
• Experience selling to the top 20% of the MSP market ($1M–$10M ARR range)
• Knowledge of MSP compliance frameworks (SOC II, CMMC, HIPAA, ITAR)