Director, Strategic Broker Partnerships

Please Note: This is a remote position available in the state listed on this job. Additionally, employment with BambooHR is contingent on passing both a background and credit check. Essential Job DutiesAt BambooHR, we’re building a modern partner ecosystem designed to accelerate growth, expand market reach, and create meaningful value for customers. We’re looking for a senior, strategic leader to own and scale our Broker Partnerships motion — transforming it into a durable, high-performing revenue channel.This is not a maintenance role. We’re seeking a true builder: someone who understands the nuances of the broker landscape, can create and execute a long-term channel strategy, and knows how to turn relationships into repeatable revenue. You’ll lead both strategy and execution, partnering cross-functionally across Sales, Marketing, Product, and Operations while building a scalable team and broker program from the ground up.The ideal candidate brings deep HCM expertise, strong broker ecosystem experience, operational rigor, and the executive presence to influence both internally and externally at the highest levels.You will:Own & Scale the Broker Channel StrategyDefine and execute the long-term vision and GTM strategy for BambooHR’s broker partnerships ecosystemBuild and scale a high-impact broker channel that drives meaningful pipeline and revenue contributionEstablish the operational framework, segmentation strategy, and partner engagement model needed for sustainable growthOwn channel-sourced pipeline, revenue performance, forecasting accuracy, and overall channel healthDevelop KPIs, reporting frameworks, and executive-level business reviews to measure success and guide investment decisionsContinuously evaluate market opportunities, broker trends, and competitive dynamics to evolve the strategy over timeBuild Executive-Level Broker RelationshipsIdentify, recruit, and onboard strategic broker firms and high-value partners across key marketsDevelop trusted relationships with executive stakeholders at top brokerages and consulting firmsPosition BambooHR as a preferred HCM partner within the broker ecosystemDrive long-term partner engagement, retention, and strategic alignmentNegotiate and influence partnership structures that create mutual growth opportunitiesLead & Develop a High-Performing TeamBuild, lead, and scale a team responsible for partner acquisition, enablement, and growthHire, coach, and develop high-performing channel and relationship leadersCreate clear operating rhythms, accountability measures, and performance expectations tied to pipeline, productivity, and revenue outcomesFoster a culture of ownership, collaboration, strategic thinking, and execution excellenceDrive Revenue Performance & Pipeline GrowthCreate a predictable, scalable partner-sourced pipeline enginePartner closely with Sales leadership to ensure strong conversion and alignment on broker-sourced opportunitiesLead forecasting, pipeline inspection, and revenue planning for the broker channelImprove partner contribution to overall company revenue mix through strategic initiatives and operational disciplineEnsure partners are effectively enabled to position, influence, and accelerate BambooHR opportunitiesOperate as a Cross-Functional GTM LeaderPartner with Marketing to develop broker-specific campaigns, field events, enablement, and co-marketing initiativesCollaborate with Product, Operations, and Revenue teams to align solutions and processes to broker and customer needsInfluence pricing strategy, packaging, and positioning for partner-led dealsServe as the internal voice of the broker channel, advocating for partner and customer needs while shaping broader GTM strategyWhat We’ll Love About You10+ years of experience in channel sales, partnerships, broker ecosystems, or indirect GTM leadership rolesStrong broker background REQUIRED — including experience working with benefits brokers, consultants, or broker-led sales modelsDeep expertise in HCM, HR tech, payroll, or adjacent SaaS industriesProven track record of:Building and scaling broker or indirect sales channelsOwning pipeline, forecasting, and revenue targetsLeading and developing high-performing teams and leadersCreating operational rigor within partner organizationsDriving executive-level strategic partnershipsStrong executive presence with the ability to influence C-level stakeholders internally and externallyStrategic mindset balanced with operational execution and accountabilityExperience operating in high-growth, evolving environments where building and scaling are equally importantWhat “Great” Looks Like in This RoleThe broker channel becomes one of BambooHR’s top revenue-driving motionsA scalable, predictable partner-sourced pipeline engine is establishedBambooHR develops strategic, long-term relationships with top broker organizationsThe broker ecosystem evolves into a durable competitive advantage for the businessA high-performing team and repeatable operating mod