Channel Account Executive
$130,000–$130,000 year
On-siteFlorida, United States
Job Summary
Own the full sales cycle from prospecting through close for new MSP members by attending industry events like DattoCon and IT Nation, building qualified pipeline in HubSpot, and running discovery conversations that excavate pain before delivering tailored demos. Collaborate with the SDR on post-event follow-up and outbound sequences while working closely with the SVP of Sales on forecasting and deal strategy. Maintain accurate deal data, stage progression, and activity logging using CRM tools. Requires 3+ years of B2B sales experience with direct MSP channel background, proficiency with HubSpot, and willingness to travel 20-30% for events and prospect meetings. Join The 20, a Master MSP platform helping independent MSPs grow faster through a replicable service delivery model.
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%)
Desired 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)
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