Director Channel Operations and Enablement

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture. 

While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need.

With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements.  You must be available five days per week during designated work hours.  The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary. 

Position Overview

This role is responsible for operationalizing and scaling a partner-led go-to-market motion in the Human Capital Management space. The role sits within our Channel Sales organization and owns enablement programs, systems alignment, and performance measurement that empowers our channel partners, Brokers, HRCs, CPAs, FAs, and technology partners, to consistently generate, advance, and close revenue. In addition to building high-impact enablement and GTM motions, this role is also accountable for ensuring those motions are measurable, repeatable, and accurately reflected across systems, reporting, and forecasting models. This role partners closely with Sales leadership, Marketing, Finance, and Product to ensure partner performance is visible, trusted, and scalable. 

Primary Responsibilities 

The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Own Channel Operations & Enablement 

•        Serve as the primary owner of channel partner data across CRM, partner management tools, and reporting platforms.

•        Design, build, and own partner enablement programs across onboarding, certification, and ongoing readiness.

•        Ensure Channel enablement programs are operationalized within systems and reinforced through clear expectations, adoption tracking, and performance measurement.

•        Create training and internal presentation materials to align stakeholders and communicate strategy and process changes to Senior leaders

•        Translate Channel strategy into executable GTM motions with clear rules of engagement between partners and direct sales.

Define Channel Systems, Measurement & Operating Model

•        Partner with Channel Sales Managers and Directors to define how channel operations and enablement are reflected across CRM, partner management tools, attribution models, and reporting dashboards.

•        Ensure channel motions, partner roles, and enablement milestones are accurately represented in systems to support forecasting, compensation, and 

performance management.

•        Establish the measurement framework for channel enablement and GTM effectiveness, including KPIs tied to partner activation, ramp time, pipeline creation, conversion rates, win rates, and revenue impact.

Drive Channel Reporting, Insights & Performance Management

•        Continually enhance Channel reporting and CRM data, review cadences for leadership, sales, and finance.

•        Ensure consistent visibility into partner-sourced and partner-influenced pipeline and revenue.

•        Use data to evaluate enablement effectiveness, GTM adoption, and partner performance trends.

•        Translate insights into clear recommendations on where to invest, optimize, or scale programs.

Partner Cross-Functionally to Execute at Scale

•        Enable implementation of Channel strategy for partner-facing enablement assets, including sales plays, messaging frameworks, value propositions, and playbooks.

•        Serve as the connective tissue between Channel Sales, Marketing, Product, Training, Finance, and Legal.

•        Align stakeholders on priorities, timelines, systems requirements, and success metrics.

•        Partner with Sales Leadership on updating Sales Policy as it relates to Channel Sales

•        Act as a subject-matter expert on channel enablement, HCM partner selling, and partner performance measurement.

•        Support Channel events and assist with coordinating pre-event and post-event follow up communications

Education and Experience

•        8–12+ years of experience in channel sales, enablement, GTM strategy, channel operations, or revenue operations.

•        Proven experience owning and scaling enablement and GTM programs in partner-led or hybrid sales models.

•        Strong understanding of channel systems, CRM (Salesforce or equivalent), and performance reporting.

•        Deep familiarity with HCM ecosystems (Broker, HRC, CPA, FA) and compliance-driven selling.

•        Highly organized, data-driven, and comfortable operating with ambiguity.

•        Bachelor’s degree required; MBA or equivalent experience a plus.

•        Physical requirements

•        Ability to sit for extended periods: The role requires sitting at a desk or workstation for long periods, typically 7-8 hours a day.

•        Use of computer and phone systems: The employee must be able to operate a computer, use phone systems, and type. This includes using multiple software programs and inquiries simultaneously.

 The base pay range for this position is $124,300 - $200,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan, annual bonus, and restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers.  

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better. 

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers. 

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact LeaveBenefits@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed. 

 Your personal data will be processed for recruitment purposes in accordance with our Notice of Privacy Practices for Job Applicants and applicable data protection laws.