Director of Channel and Business Development

About Tax Guardian

Tax Guardian is a next‑generation tax‑technology (“TaxTech”) product, focused on regulated tax compliance workflows, secure data processing, and scalable cloud‑native services. Tax Guardian provides a specialized tax identity protection platform that monitors IRS records and transcripts directly to detect tax-related fraud and identity theft early.

Role Summary

Tax Guardian is seeking a Director of Channel & Business Development to help build and scale a new category in workforce protection: IRS Identity Theft Monitoring & Protection.

This is not a traditional sales role. We are looking for a builder, hunter, and revenue producer who thrives in fast-moving environments, enjoys solving complex go-to-market challenges and can help transform an emerging revenue model into a repeatable growth engine.

The Director of Channel & Business Development will be responsible for recruiting channel partners, generating direct sales opportunities, managing the sales process from prospecting through close and providing market feedback that helps refine messaging, positioning, onboarding and product strategy.

This individual will work closely with the Chief Revenue Officer, Chief Marketing Officer and Chief Sales Officer to execute the company’s go-to-market strategy and accelerate revenue growth.

If this sounds like you, please take a few minutes without distractions to complete this work traits survey. Please copy and paste the following link into your browser: 

Key Responsibilities

Channel Development :

• Recruit, onboard, train and activate channel partners including: MSPs, MSSPs, Fractional CIOs, Fractional CISOs, Cybersecurity consultants, Microsoft-aligned partners.
• Develop partner relationships that generate qualified pipeline and recurring revenue.
• Conduct partner discovery meetings, presentations and enablement sessions.
• Support co-selling and co-marketing initiatives.

Business Development & Sales:

• Prospect and develop opportunities with mid-market employers and enterprise organizations.
• Build relationships with CIOs, CISOs, CTOs, CHROs, HR leaders and executive decision makers.
• Conduct discovery calls, demonstrations, presentations and proposal reviews.
• Manage opportunities through the entire sales cycle from initial outreach through close.
• Collaborate with the CEO and CRO on strategic opportunities and enterprise deals.

Market Intelligence & GTM Validation:

• Gather and document customer, prospect and partner feedback.
• Identify market trends, competitive activity, messaging effectiveness and buyer objections.
• Help refine positioning, sales messaging, battlecards and value propositions.
• Provide ongoing recommendations to improve conversion rates and shorten sales cycles.

CRM & Revenue Operations:

• Maintain accurate pipeline management within HubSpot.
• Track activity, opportunity progression, forecasts and revenue performance.
• Ensure timely follow-up and disciplined execution of sales processes.
• Contribute to KPI reporting and revenue forecasting.

Required Qualifications

• 7+ years of B2B sales, channel sales, business development or partner development experience.
• Proven success building new territories, channels or markets from the groud up.
• Experience selling technology, SaaS, cybersecurity, identity protection, compliance or related solutions.
• Demonstrated ability to prospect, qualify, negotiate and close complex B2B opportunities.
• Experience working with executive-level buyers.
• Strong communication, presentation and relationship-building skills.
• Proficiency with CRM systems, preferably HubSpot.
• Self-starter with a high degree of accountability and initiative.

Preferred Qualifications

• Experience working with MSPs, MSSPs, cybersecurity providers, or Microsoft partner ecosystems.
• Experience in identity protection, fraud prevention, compliance, financial services, employee benefits or workforce protection.
• Experience in founder-led or early-stage growth companies.
• Familiarity with AI-enabled prospecting, account-based marketing and sales automation technologies.

Success Profile

The ideal candidate:

• Is naturally curious and continuously learning.
• Enjoys building new markets and creating opportunities.
• Thrives in ambiguity and rapid change.
• Balances strategic thinking with hands-on execution.
• Has a strong hunter mentality.
• Can earn trust with executives, partners and technical stakeholders.
• Is energized by creating something new rather than inheriting an established process.

Compensation

Base salary with commission structure. The compensation plan is designed to heavily reward overachievement and exceptional revenue production.

First-Year Success Measures

• Productive channel partners recruited and activated.
• Qualified opportunities generated.
• Partner-sourced pipeline created.
• Direct sales opportunities created and closed.
• Revenue attainment versus plan.
• CRM and forecast accuracy.
• Market intelligence captured and applied to improve go-to-market effectiveness.
• Contribution to building a repeatable and scalable revenue engine.