Channel Account Manager I

Channel Account Manager I – Forward Financing

Forward Financing is a financial technology company based in Boston, Massachusetts with team members throughout the United States, Dominican Republic, and Canada. The company is on a mission to unlock the capital that fuels small businesses across America. Recognized as a Best Place to Work by Built In Boston and certified as a Great Place to Work®, Forward is investing in its employees, technology, and customer experience – with long‑term success in mind every step of the way.

The Inside Channel Account Manager will be assigned a large portfolio of small to medium‑size ISOs across the US and will be responsible for developing and executing inside channel sales strategies to drive revenue growth. Your primary objective will be to drive funding volume and profitability growth across sales verticals by developing and implementing targeted initiatives, negotiating favorable contract terms, and strengthening partner relationships.

Responsibilities

• Portfolio Profitability & Revenue Growth: Accountable for exceeding key performance targets, including revenue, profitability, and funding volume. Manage the entire sales funnel for a high volume of accounts, identify high‑growth opportunities within the small ISO segment, and make data‑driven decisions to grow your book across sales verticals while ensuring ISOs remain compliant with legal standards and regulations.
• Strategic Negotiation & Process Optimization: Execute a high‑volume, performance‑driven account management strategy, leveraging virtual communication (phone, email, video conference) to manage partnerships efficiently. Analyze ISO operating models to identify process bottlenecks and negotiate contract terms that streamline internal workflows and maximize portfolio profitability.
• Market Analysis: Conduct and report on market research and competitive analysis with one goal in mind: identifying new revenue opportunities and threats within the small ISO market segment. Identify and prioritize ISOs that demonstrate high potential for partnership and growth based on factors such as current volume, market reputation, and alignment with our target customer profile.
• Sales Enablement and Support: Conduct regular remote sales training sessions and webinars for ISOs to enhance their product knowledge, sales skills, and understanding of the company’s value proposition, including providing sales tools, marketing collateral, product updates, and pitching the benefits of Forward Financing.
• Cross‑Functional Collaboration: Collaborate with internal teams to maintain ISO compliance, implement growth initiatives, and coordinate with operational teams to ensure seamless ISO operations.

Qualifications

• Experience: 1+ years in channel sales management, regional sales, or business development, preferably in revenue‑based financing or financial services; 3+ years in a quota‑carrying sales role.
• Proven Closer: Documented track record of growing a book of business’s revenue and profitability.
• Relationship Management: Exceptional interpersonal and communication skills to build rapport and trust with diverse channel sales teams; strong phone presence and comfort leading video conferences.
• Strategic Thinking: Ability to develop and execute strategic plans, analyze market data, understand funnel metrics, and identify growth opportunities.
• Negotiation and Influence: Demonstrated ability to negotiate, influence, and motivate external partners remotely.
• No travel is required: Must be able to manage accounts effectively remotely.

Total Rewards

We offer a comprehensive total rewards package, including medical, dental, vision, commuter benefits, a flexible time‑off policy, paid parental leave, 401(k) match for U.S. employees, wellness reimbursement, volunteering days, annual professional development budget, and charitable donation match.

Core Values

• Drive the Mission – We believe in financial opportunity for underserved small businesses. We say “yes” when others say “no.”
• Keep It Real – We value direct communication, candid feedback, and authenticity. We are an open book.
• Act with Kindness – We create an environment where caring is cool and helping is the norm. We do the right thing.
• Shoot for Extraordinary – We are inspired by innovative thinking and continuous improvement. We never settle for yesterday’s best.

Equal Opportunity Employment

Forward Financing is proud to be an equal opportunity employer and is committed to fostering a fair and inclusive culture built on high performance and exceptional customer experience. We are dedicated to ensuring the right people are in the right jobs to contribute to our mission.

About Forward Financing

Founded in 2012, Forward has expanded access to capital by providing over $4.1 billion in funding to more than 80,000 small businesses. We receive A+ rating from the Better Business Bureau and an excellent 4.7‑star rating on Trustpilot. We are dedicated to empowering our teams and customers to thrive.