Channel Sales Leader, Central (Specialty Benefits / Rippling)

Overview

Specialty Benefits is a wholly owned subsidiary of SPG that focuses on driving revenue and operational support to key broker, carrier, and technology partners. This role focuses on driving referral revenue from HUB to Rippling.

The position is responsible for strengthening regional connections, expanding lead generation, managing producer relationships, and ensuring consistent revenue performance through strong forecasting, reporting, and ecosystem engagement.

Core Responsibilities

1. HUB Region Leadership & Connection Points

• Lead monthly connection meetings with HUB Regional Leadership teams (including TPL, PEO, and Cross-Sell Officers).
• Review regional strategy, pipeline funnel, service updates, and key performance metrics.
• Facilitate ongoing dialogue to align priorities and drive cross-sell growth between SPG Benefits and HUB regions.

Key Goal: Strengthen collaboration with regional leaders and ensure alignment of monthly growth objectives.

2. Lead Generation

• Partner with key producers and Rippling Client Account Executives (CAEs) to drive lead generation activities.
• Leverage tools and resources — including Benefit Flow, Rippling collateral, and marketing materials — to identify and create new opportunities.
• Collaborate with marketing and sales enablement to increase top-of-funnel activity across regions.

Key Goal: Generate new qualified leads and increase the number of new producers referring opportunities.

3. EB & P&C Producer Management

• Partner with Employee Benefits (EB) and Property & Casualty (P&C) producers to expand referral activity.
• Identify, track, and nurture producer relationships to increase both new and repeat referrals.
• Deliver consistent communications and recognition to encourage referral growth.

Key Goal: Increase the total number of producers referring new opportunities and drive repeat business within existing networks.

4. Rippling Channel Leader Weekly Connection Points

• Conduct weekly strategy reviews with Channel Leaders focused on pipeline health, performance from the past five days, and next-week planning.
• Co-author and support region-specific strategy deployment and business development plans.
• Participate in monthly 'All Deal Strategy' calls to review large opportunities and track deal progression.

Key Goal: Maintain an active, transparent rhythm of communication that supports consistent deal management and regional alignment.

5. Rippling Region Ecosystem Management

• Manage regional engagement through in-person meetings, virtual webinars, and contests designed to drive participation and enthusiasm.
• Develop thought leadership initiatives — including LinkedIn content, Vidyard updates, and market recognition campaigns — to promote visibility and momentum.
• Collaborate with SPG Leadership and service teams to strengthen client outcomes and maintain regional alignment.

Key Goal: Build a connected and motivated ecosystem across Rippling, HUB, and SPG divisions that sustains long-term growth.

6. Deal Reporting & Revenue Management

• Deliver accurate deal forecasts and pipeline updates at the start of each month and during weekly check-ins.
• Manage regional reporting on wins, referrals, and technology partnerships (PEO, ASO, Tech).
• Recognize and promote big wins through in-market channels such as Vidyard, LinkedIn, and internal communications.

Key Goal: Ensure 100% of regions achieve at least one closed deal per quarter across key categories — Tech, PEO, and ASO.

Key Performance Indicators (KPIs)

• Producer Growth: Increase in both new and repeat producer referrals.
• Regional Engagement: Consistent participation and collaboration across HUB regional leaders and Rippling channel teams.
• Lead & Pipeline Expansion: Sustained growth in qualified leads and regional funnel activity.
• Closed Revenue: 100% of regions achieving at least one closed deal across Tech, PEO, and ASO lines.
• Ecosystem Health: Improved alignment, communication, and collaboration between Rippling, SPG Benefits, and HUB divisions.

Qualifications

• 7+ years of experience in sales enablement, regional partnerships, or business development within insurance, benefits, or HR tech sectors.
• Proven success managing multi-regional relationships and cross-functional collaboration.
• Strong communication, facilitation, and strategic planning skills.
• Experience with CRM systems (Salesforce preferred) and data-driven reporting tools.
• Self-starter with the ability to drive initiatives independently while fostering team collaboration.

Geographic Territory

• The Central region includes the following states:
  • AR
  • IA
  • IL
  • IN
  • MI
  • MN
  • ND
  • NE
  • OK
  • SD
  • WI

Department Sales

Required Experience: 7-10 years of relevant experience

Required Travel: Up to 50%

Required Education: Bachelor's degree (4-year degree)

Equal Employment Opportunity: HUB International Limited is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.

Reasonable Accommodations: HUB International Limited is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the application and hiring process. If you need a reasonable accommodation to access our career site, complete an application, or participate in any part of the hiring process, please contact the Recruiting Team at HUBRecruiting@HUBInternational.com. This contact information is for accommodation requests only and should not be used to inquire about the status of an application.

E-Verify: HUB International Limited participates in E-Verify. Please refer to Our Recruiting Process | Applicant Notices: E-Verify Program for additional information.