The20 · 3 weeks ago
Channel Account Executive
United States
Full-time
Remote
Mid Level
$130K/yr - $160K/yr
3+ years expThe20 is one of North America's fastest-growing Master MSPs, and they are seeking a Channel Account Executive who understands the MSP landscape. This role involves managing the full sales cycle, attending industry events, and building a pipeline of qualified MSP prospects to drive growth for the company.
AdvertisingMarketingBrand Marketing
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
Qualification
Required
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
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)
Benefits
Comprehensive benefits, including medical, dental, vision, supplemental coverage, plus HSA/FSA options
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
Company
The20
As a creative agency, being Tasmanian used to be a hinderance. But we know it’s actually an advantage. This place has made us resourceful.
11-50 employees
Funding
Current Stage
Early StageRecent News
EIN Presswire
2025-04-13
2024-12-17
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