Account Executive - Channel Sales

About the role

Account Executives at Basic Capital close deals that our partner channel hands them. Last month we unlocked a channel motion that has pushed opportunity volume up 3 to 4x, and every rep on the team is at or above quota, with one at 150 to 200%. We have more qualified opportunities than closers, and we're in a rush to fix that.

You will spend most of your time running discovery, demos, and closing calls with employers who were referred to us by a partner. These buyers arrive warm. The job is to move them from interest to signed plan quickly and cleanly, then hand them to onboarding. You can also source your own deals, and reps who do will earn more, but channel pipeline will be the bulk of your book.

The typical employer you will sell to has 10 to 100 employees. The sale usually involves a founder or finance lead, sometimes an HR or operations partner, and often a 401(k) they are replacing. You will learn how to run that conversation here. We are hiring 5 to 10 people into this role to start by January 1, 2027.

What you'll do

• Work a steady flow of partner-referred opportunities from first call through signed agreement

• Run discovery and product demos that help an employer see why an open-architecture 401(k) is different from what they have today

• Keep deals moving: follow up fast, handle objections, pull in the right internal help, and close on a predictable timeline

• Keep the partner relationship healthy on your deals by giving referring partners a clean, quick experience and timely updates

• Supplement your channel book with outbound prospecting of your own when you have the capacity

• Keep your pipeline honest in HubSpot so forecasts and partner reporting stay accurate

• Share what you hear from buyers with Growth so our messaging, targeting, and partner playbooks keep improving

Who you are

• 1 to 3 years in a quota-carrying sales role (sourcing or closing). SDRs and BDRs who have consistently hit number and want to start closing are a great fit, as are early-career AEs

• Motivated by targets and comfortable being measured on closed revenue every month

• Organized enough to carry a high volume of active deals without letting any go quiet

• A clear communicator on calls and in writing, with the patience to explain a financial product to someone who has never bought one

• Curious about retirement plans, benefits, or fintech; no prior 401(k) experience required, we will teach you the product and the regulation

• Comfortable in a fast-paced, high-accountability environment where the team is scaling quickly

• Interested in modern sales tooling (HubSpot, Clay, Nooks, or similar) and happy to learn new tools

Compensation and logistics

• Base salary: $75,000

• Variable: $125,000 at target, uncapped

• Location: New York office, on site

• Full time, Growth team

• Start date: we are building this class to be ramped by mid-January 2027, so we are moving quickly on interviews