Sales Manager, Broker Partnerships

About Pasito Pasito is the AI native workspace for carriers, brokers, PEOs and employer groups. Backed by top tier VCs and accelerators such as Insight Partners, Y Combinator, and Google Ventures, Pasito is the next AI category-defining firm reimagining the roles of brokers, carriers, PEOs, HCMs, and GAs to deliver the benefits plans millions of Americans already rely on. We sell through four channels: carriers, brokers, PEOs, and direct employers. Brokers are one of our biggest growth channels, and this role builds that channel's next layer. The role The Sales Manager, Broker Partnerships, leads Pasito's broker sales team and owns the team's annual quota. You'll manage a team of Account Executives and Business Development professionals, coach them to hit their numbers, and lead the team's coverage of broker firms ranked #11-100 nationally. This is a full-time leadership role, not a player-coach seat: you carry no personal book and win through your team. You'll report to the VP of Sales and work closely with marketing, RevOps, and product. What you'll do Lead and develop the team

• Hire, onboard, and coach Broker AEs; run weekly 1:1s, pipeline reviews, and deal strategy sessions
• Set rep-level targets and activity standards; manage performance against them
• Build a repeatable broker sales motion: discovery, demo, proposal, and partnership launch

Own the number

• Own the broker team's annual quota and deliver an accurate weekly and quarterly forecast
• Keep pipeline coverage at 3x the quarterly target and the CRM clean and current
• Report team performance to leadership in the weekly GTM review

Own the territory strategy (brokers ranked 11–100)

• Set account strategy for 90 mid-market national and super-regional broker firms and assign them across the team
• Make sure the team maps each firm's org chart: benefits practice leaders, producers, account managers, and operations
• Act as executive sponsor on key meetings and late-stage deals; drive expansion across offices, practices, and employer groups

Shape the broker channel

• Bring broker feedback to product and marketing to shape roadmap, pricing, and enablement
• Partner with marketing on broker events, conferences, and campaigns

What you bring

• 5+ years of B2B SaaS or benefits-tech sales, with 3+ years managing quota-carrying reps
• A track record of hitting team quota, with numbers you can walk us through
• Experience selling to or through employee benefits brokers and consultants
• Working knowledge of the benefits ecosystem: carriers, brokers, employer groups, enrollment, and renewals
• Enterprise and partnership selling skills: multi-threading, long cycles, and multiple stakeholders
• Disciplined forecasting and pipeline management in a CRM (HubSpot preferred)
• A coach's mindset: you make reps better, not just close their deals

Nice to have

• Existing relationships with benefits practice leaders at top-100 broker firms
• Experience at a BenTech or InsurTech company
• Experience building a sales team or motion from an early stage

What’s In It For You

• Meaningful ownership: Own revenue outcomes in a category-defining AI company
• Real impact: Help modernize how benefits are sold, communicated, and delivered
• Growth: Join at a pivotal stage and grow with the company as we scale distribution
• Competitive compensation: Salary, commissions, meaningful equity, and full benefits: medical, dental, vision, 401(k) with match, life insurance, and PTO
• Remote-first: Work from anywhere in the U.S. with a highly collaborative team

Equal Opportunity Pasito is proud to be an equal opportunity employer. We believe great teams are built through diversity of background, perspective, and experience, and we’re committed to creating an inclusive environment where everyone can do their best work.