Director Channel Sales, West

Job Type

Full-time

Overview

Paylocity is an award‑winning provider of cloud‑based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest‑growing HCM software providers worldwide by offering an intuitive, easy‑to‑use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture. While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

Position Overview

As part of the Sales & Marketing team, you'll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy‑to‑use solutions to deliver the performance they need. With a position in Sales & Marketing, you'll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

Primary Responsibilities

Develop and implement a comprehensive channel sales strategy for products and services to drive new business and expand existing client base. Identify, recruit, and onboard new channel partners, ensuring alignment with business goals and strategic objectives. Build and nurture strong relationships with channel partners to drive sales performance, training, and mutual success. Set clear channel sales targets and KPIs, and ensure they are met or exceeded by working closely with partners. Collaborate with internal sales teams and channel partners to create joint sales plans, marketing campaigns, and promotional strategies.

Channel Partner Management

Provide ongoing support, coaching, and mentorship to channel partners to improve sales execution and customer satisfaction. Monitor and assess channel performance, conducting regular business reviews with partners to identify areas for improvement and growth. Ensure partners are equipped with the necessary sales tools, resources, and training to successfully position and sell solutions. Oversee the development and execution of partner marketing and co‑selling programs to generate pipeline and accelerate revenue growth.

Collaboration & Cross‑functional Engagement

Work closely with the product, marketing, and customer success teams to ensure channel partners are fully informed about product updates, go‑to‑market strategies, and customer needs. Act as a liaison between the field sales teams and partners to ensure seamless communication and coordination. Collaborate with the marketing team to develop demand generation strategies and campaigns that drive partner engagement and lead conversion.

Reporting & Forecasting

Track and report on channel sales performance, providing regular updates to senior leadership. Utilize CRM systems to manage pipeline, opportunities, and partner activities. Analyze data and market trends to inform decision‑making and strategic planning.

Market Expansion & Growth

Identify new market opportunities and verticals where HCM solutions can be introduced or expanded through channel partnerships. Stay current with industry trends, competitor activities, and emerging technologies to inform channel strategy.

Education And Experience

Bachelor's degree in business, Marketing, or a related field. 5+ years of experience in sales or channel management, with at least 5 years in a leadership role, specifically within HCM, SaaS, or enterprise software. Proven track record of successfully building, managing, and scaling channel partner programs and sales strategies. Experience in managing strategic partnerships, VARs, system integrators, and consulting firms. Strong understanding of HCM products, services, and the broader HR tech ecosystem. Exceptional leadership, communication, and negotiation skills, with the ability to influence and motivate cross‑functional teams and external partners. Strong strategic and analytical skills, with the ability to drive data‑driven decisions. Excellent project management skills, with the ability to manage multiple priorities in a fast paced environment. Ability to travel as needed to support channel partner activities and events. Experience in selling and supporting cloud‑based HCM solutions or SaaS products. Strong network of contacts within the HR, IT, or technology space. Experience with partner portal and CRM systems (e.g., Salesforce, HubSpot).

Physical Requirements

Ability to travel frequently, including by car, plane, or other forms of transportation. Ability to drive for extended periods, often to client meetings, industry events, and other locations. Ability to lift and carry sales materials or promotional items, weighing up to 15 pounds when necessary. Ability to stand, walk, or engage in active discussions with clients for extended periods. Ability to navigate various environments, such as office buildings, trade shows, or outdoor spaces during sales visits. Ability to operate a mobile device, laptop, and other sales technology while on the go. Ability to communicate effectively in person, on the phone, and via email. Ability to engage in repetitive motions such as typing, dialing, or writing for extended periods when preparing reports, proposals, or emails.

Paylocity is an equal‑opportunity employer.

Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.

We embrace and encourage our employees' differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio‑economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The base pay range for this position is $116,500 - $216,300 / yr; however, base pay offered may vary depending on job‑related knowledge, skills, and experience. This position is eligible for our variable commission plan and an annual restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via

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