This job post is archived - the company is no longer hiring for this position.
Check out other job posts of this company here!The Opportunity
We’re looking for a Partner Growth Manager to own and grow relationships with our reseller and marketplace partner ecosystem. This is a farmer-oriented role where the primary mission is to deepen existing partnerships, drive revenue expansion through upsells and cross-sells, ensure partner success, and identify opportunities to land new business within partner accounts.
You’ll serve as the primary point of contact for When’s channel partners—including TPA resellers, benefits platforms, payroll companies, HRIS/HCM providers, and other marketplace partners. Success will be measured by partner-sourced revenue growth, partner retention, and the depth and health of relationships.
This role is ideal for someone who thrives on relationship management, has a hustle mentality around activity-based metrics, and understands the benefits administration or employee benefits landscape.
What You’ll Do
Manage and grow partner relationships, drive revenue expansion, enable partner success, and contribute to channel strategy. Responsibilities include:
- Own a portfolio of TPA reseller and marketplace partner accounts, serving as their primary relationship manager and advocate within When
- Develop deep understanding of each partner’s business model, client base, and growth priorities to align When’s value proposition with their needs
- Conduct regular business reviews, strategic planning sessions, and check-ins to maintain strong, trust-based relationships
- Proactively identify and resolve issues before they become churn risks
- Execute land-and-expand motions within partner accounts, identifying upsell and cross-sell opportunities for When’s product offerings
- Work with partners to co-develop go-to-market strategies that drive mutual growth and increase employer client referrals
- Track and manage a pipeline of expansion opportunities through HubSpot, maintaining accurate forecasting and deal stage progression
- Achieve or exceed quarterly and annual revenue targets tied to partner-sourced bookings
- Coordinate with Product, Marketing, and Customer Success to ensure partners have the training, collateral, and support they need to effectively sell and service When’s offerings
- Deliver product training and enablement sessions to partner teams as needed
- Gather and relay partner feedback to inform product development and go-to-market strategy
- Monitor partner health metrics and engagement levels, taking action to re-engage underperforming partnerships
- Provide frontline intelligence on partner needs, competitive dynamics, and market trends to inform When’s channel strategy
- Collaborate with Channel Sales leadership to refine partner tiering, incentive structures, and engagement playbooks
- Represent When at industry events, conferences, and partner meetings as needed
Who You Are
Qualifications and experience include:
- 5–8+ years of experience in account management, partner management, or channel sales, preferably in a growth capacity role
- Experience in employee benefits, COBRA administration, health insurance, or HR technology
- Demonstrated track record of retaining and growing revenue within a portfolio of partner or channel accounts
- Strong relationship-building skills—you become a trusted advisor, not just a vendor contact
- Comfortable with activity-based metrics and maintaining high outreach volume to drive engagement
- Comfortable incorporating AI tools into daily workflow — from drafting outreach to managing pipeline hygiene
- Experience with CRM tools (HubSpot preferred) for pipeline management and reporting
- Excellent communication and presentation skills; comfortable leading business reviews and strategic conversations with partner executives
- Self-motivated, organized, and able to manage multiple partner relationships simultaneously
Nice to Have
- Background at a payroll company (ADP, Paychex, etc.) or benefits platform (WEX, Alegeus, bSwift, BenefitFocus, Businessolver)
- Familiarity with TPA, PEO, or broker channel distribution models
- Experience at an early-stage startup (<50 employees) where you built partner relationships from scratch
- Exposure to self-funded employer health plan economics
Compensation & Perks
Competitive base salary plus uncapped variable compensation. Additional benefits include 100% company-paid health insurance, a high-visibility role with direct exposure to company leadership, opportunity to shape and scale When’s partner ecosystem, and a collaborative, mission-driven team.
Travel Requirement: Primarily remote with travel as needed to maintain and deepen partner relationships. 20–25% for partner visits, industry events, and team meetings.
The salary range for this position is: $100,000 - $120,000 per year. When considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. Actual compensation will vary based on these considerations.
How to Apply
To apply, visit: https://jobs.gusto.com/postings/when-partner-growth-manager-65ece9ce-59a6-4038-b75b-21707b38baac and click the "Apply for Partner Growth Manager" link.