Director of Employer Partnerships $400,000 USD/year Pay is set based on global value, not the local market.
Most roles = hourly rate x 40 hrs x 50 weeks
Description
In most enterprise sales roles, you compete for budget within an established category. In this one, you will build a category from the ground up.
Workplace Scholarships is launching a new employer channel that allows employees to contribute to K-12 scholarships through payroll giving, supported by a new federal tax credit. Employers do not need to allocate new benefits budgets or displace an existing vendor. Your role is to educate senior leaders in HR, Total Rewards, and CSR, establish confidence in an entirely new model, and convert enterprise employers into launch partners ahead of the 2027 tax season.
You will be the inaugural enterprise seller dedicated to this channel. This means developing pipeline from the ground up, gaining access to Fortune-scale employers, and managing complex buying groups spanning HR, Finance, Legal, Payroll, and CSR. Each conversation will inform not just your own pipeline, but the messaging, ideal customer profile, and go-to-market playbook for the organization as a whole.
This role suits someone who thrives in environments where structure does not yet exist. You will not inherit inbound demand or an established sales process. You will create it. If you have a track record of selling voluntary benefits, workplace giving, or payroll-integrated programs to enterprise employers and are interested in building something with significant social impact, we would like to speak with you.
What you will be doing
- Develop outbound pipeline targeting Heads of HR, Total Rewards, Benefits, and CSR at enterprise employers with 10,000+ employees.
- Manage complex, consultative sales cycles involving HR, Finance, Legal, Payroll, and executive stakeholders to initiate the Workplace Scholarships program.
- Support employers through inquiries related to payroll deduction, withholding mechanics, ERISA, multi-state eligibility, and program implementation, while ensuring tax-specific questions are directed to qualified advisors.
- Transition signed employers into active program launches with employee enrollment completed before the 2027 tax season.
- Document and analyze structured market intelligence from buyer interactions to improve messaging, refine the ideal customer profile, and strengthen the enterprise go-to-market playbook.
What you will NOT be doing
- Relying on inbound leads or working from a pre-built sales playbook.
- Selling yet another HR platform that competes for existing employer budgets.
- Overseeing employee support, payroll administration, or post-launch account operations.
- Passing qualified opportunities to another team for closure.
- Leading a sales organization rather than directly building and closing enterprise pipeline.
Key responsibilities
Establish a converting pipeline of enterprise employers that successfully launch the Workplace Scholarships payroll-giving program, building a scalable employer channel with enrolled employee donors in advance of the 2027 tax season.
Candidate requirements
- 7+ years of quota-carrying enterprise B2B sales experience, including at least 3 years in a senior Enterprise AE or Director-level closing role.
- Experience selling to HR, Total Rewards, Benefits, or CSR decision-makers at enterprise employers.
- Personally carried an annual new-business quota of at least $1.5M (ARR, contract value, premium, or equivalent) with a documented record of quota attainment.
- Personally closed complex, multi-stakeholder deals involving employers with 10,000+ employees.
- Experience selling employee-elected, payroll-deducted benefits, workplace-giving programs, or comparable enterprise HR offerings.
- Demonstrated ability to build enterprise pipeline from zero using outbound prospecting.
- Ability to explain complex concepts clearly, including payroll deduction and federal tax-credit concepts, while appropriately referring tax advice to qualified professionals.
- Legally authorized to work in the United States without sponsorship.
- Able to work remotely with approximately 40% travel.
Nice to have
- Experience selling voluntary or ancillary benefits including education, financial wellness, pet insurance, legal, or identity protection programs.
- Experience selling workplace giving or CSR platforms.
- Existing relationships with enterprise HR, Total Rewards, or CSR leaders.
- Familiarity with payroll systems, HRIS platforms, and withholding mechanics.
- Experience establishing a new market category or launching a zero-to-one enterprise GTM motion.
Applying for a role? Here’s what to expect.
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Chat-style screening interview.
Cognitive aptitude test.
Prove real-world job skills.
Interview with the hiring manager.
Pass proctored test.
Accept job offer.
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