Director, Broker Channel Sales

Company Description

Candidly was founded in 2016 to flip the script on what it means to plan, borrow, repay, and save for college. Today, we’re the category leader with the market’s most comprehensive AI-driven student debt and savings optimization platform. We partner with hundreds of top employers, financial institutions, and retirement record keepers, positioning Candidly to serve more than 35 million Americans.

We’re already achieving incredible results — to date, we’ve helped our users get on track to eliminate more than $1.8B in student debt and pay off their loans 175,000 years quicker — and we’re seeking movers, shakers, innovators, and problem solvers to help take our mission even further.

Candidly is a high-growth, Series B startup, funded by leading investors including Altos Ventures, Aflac, Salesforce Ventures, UBS, Equal Opportunity Ventures, Impact Engine, Rethink Impact, Unum, and Cercano Management. Our fully remote, international team of 70 (and counting) includes alumni from Google, UBS, Twitter, Plaid, Prudential, LendingTree, Morgan Stanley, Deutsche Bank, and more.

Job Description

Director-level Account Executives at Candidly are elite, hands-on closers responsible for building pipeline and closing the most complex, high-impact deals in the business. The Broker Channel Director AE owns revenue generation through the broker ecosystem.

This is not a strategy-only role and not an enablement-only role. This role carries a quota and is responsible for sourcing and closing ARR through broker relationships.

You will personally develop broker relationships, generate broker-sourced pipeline, and run disciplined sales cycles with employer sponsors influenced or introduced by brokers. This role carries significant autonomy—and equally significant accountability—especially as we build the broker channel into a repeatable upstream demand engine.

What You'll Do

Broker Channel Pipeline Creation

• Personally source and build pipeline through broker relationships and broker-led opportunities

• Prospect, recruit, and activate new broker partners

• Execute targeted outbound motions to brokers and broker-led employer opportunities

• Partner with Marketing and Partnerships, but do not rely on inbound

• Maintain sufficient broker-sourced pipeline coverage to support predictable closes

Deal Execution & Closing

• Lead broker-influenced and broker-sourced sales cycles from first touch through close

• Run discovery, demos, and deal strategy with brokers and employer sponsors

• Navigate multi-stakeholder buying committees (brokers, HR, finance, legal, and leadership)

• Build clear business cases and ROI narratives

• Own procurement, legal, security, and contracting workflows end-to-end

• Close complex broker-led deals with discipline and follow-through

Broker Relationship Ownership

• Build trusted, long-term relationships with brokers and producing advisors

• Position Candidly as a core solution within brokers’ financial wellness and benefits portfolios

• Drive co-selling motions and ensure brokers consistently bring Candidly into active deals

• Identify high-performing brokers and deepen those relationships

• Influence broker behavior through credibility and results, not enablement alone

Operating Excellence

• Maintain exceptional CRM hygiene, broker attribution, pipeline visibility, and forecast accuracy

• Run structured deal processes with clear next steps and accountability

• Collaborate cross-functionally to move broker deals forward

• Model best-in-class execution and professionalism

What Success Looks Like

• A consistently rebuilt, broker-sourced pipeline

• Predictable quota attainment driven by broker-influenced and broker-sourced opportunities

• High close rates on complex, multi-threaded broker-led deals

• Brokers proactively and consistently bringing Candidly into employer conversations

• A repeatable broker motion that scales into a durable revenue channel

What We're Looking For

• 7–10+ years of closing experience in enterprise or mid-market SaaS

• Direct experience selling through benefits brokers (required)

• Proven track record of carrying and exceeding quota

• Demonstrated success building pipeline via outbound and channel motions (not inbound only)

• Strong understanding of employer benefits (required)

• Understanding of educational financing benefits (highly desired)

• Experience running full sales cycles: prospecting → discovery → demo → close

• Exceptional organizational skills with experience tracking performance against commitments

• Comfort leading product demos, handling objections, and engaging in deal strategy

• Strong negotiation and executive communication skills

• High accountability, resilience, and bias toward action

• No-attitude mindset—focused on outcomes over titles

• Experience in financial wellness, retirement, or employee benefits

• Familiarity with broker-led or institutional distribution models

• Experience with Salesforce and modern GTM tooling

• Willingness to travel (50%+)

Background and EEOC

Candidly offers for employment are conditioned upon satisfactory completion of our employment screening process (including, but not limited to, a review of past employment and education records, background investigation, and/or credit check & fingerprints).

Candidly strives to foster an environment where every employee can succeed. As an Equal Opportunity Employer we do not discriminate on the basis of race, religion, color, sex, sexual orientation, gender identity, gender expression, national origin, age, non-disqualifying physical or mental disability, veteran status, or any other basis covered by applicable law. All employment is decided on the basis of qualifications, merit, and business need.