Channel Account Executive

Why This Role?

You're selling something that genuinely works — backed by a Master MSP with real data, real results, and hundreds of member success stories

$130K–$160K OTE with uncapped upside for over performers

Direct access to the SVP of Sales and executive leadership — no bureaucracy, no middlemen

Work alongside an elite sales team with a culture of coaching, accountability, and winning

Be part of one of the fastest-growing MSP platforms in North America at a pivotal moment

Events, conferences, community — this role puts you at the center of the MSP channel

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 (Datto Con, IT Nation, N-Able Empower, and others)

Build and manage a pipeline of qualified MSP prospects using CRM (Hub Spot)

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 Hub Spot

Work closely with the SVP of Sales on forecasting, deal strategy, and pipeline reviews

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 (Hub Spot 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%)

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)

• Competitive 401(k) participation with up to 4% contribution match
• Certification reimbursement to support your continued development
• Meaningful opportunities for advancement within a growing organization
• A culture built on drive, accountability, collaboration, and excellence

The statements contained in this job description are intended to describe the general nature and level of work being performed by associates assigned to the job. They are not intended to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the individual(s) holding this position.