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Salary: USD 320,000 - 0 / annual
Empathy is a venture-backed platform transforming how families navigate life's difficult transitions—from bereavement to major life changes—by combining technology with compassionate human care. The company partners with leading employers, insurers, and financial institutions to deliver human-centric support at scale, currently serving over 50 million people across the US, Canada, and the UK. Backed by top-tier investors including General Catalyst and Index Ventures, Empathy has raised over $160 million.
The Insurance & Wealth Solutions Team drives enterprise sales by partnering with life insurance carriers, wealth managers, retirement organizations, financial advisory groups, and other financial institutions. As a Strategic Account Executive, you will be responsible for building and managing a dynamic sales pipeline within the insurance and wealth sector, formulating strategic deal models, and cultivating substantial, complex partnerships with major financial institutions.
Key responsibilities include:
- Cultivate and oversee a dynamic sales pipeline within the Insurance and Wealth sector
- Formulate strategic deal models and develop substantial, intricate partnerships
- Identify and capitalize on new business prospects to drive revenue and sustainable financial growth
- Engage and influence senior leadership at major financial institutions with confident, credible executive presence
- Lead negotiations throughout the sales process to secure favorable terms for multi-year contracts
- Foster connections with industry experts for strategic collaborations and business expansion
- Collaborate with Product and Marketing teams to develop holistic solutions
- Participate in industry events and joint deals with team members
You will be based in key growth territories across the central and western US (Chicago, Dallas, Houston, and broader Midwest/South) to balance the company's growing West Coast presence. Core hours will align with your assigned territory's time zone. Approximately 15% travel is expected.
REQUIREMENTS:
- 5+ years of successful sales experience within a SaaS organization, preferably selling into financial or insurance institutions
- 3+ years of hands-on business development experience, including value creation, contract negotiation, funnel creation, and opportunity management
- Familiarity with MEDDIC or MEDDPIC sales methodology
- Ability to confidently present to and build trust with C-level executives at Fortune 500 firms, with presence and polish to influence strategic decision-making
- Demonstrated success navigating complex, enterprise-level sales cycles with multiple stakeholders, averaging high six-figure ACV agreements
- Proven track record of surpassing quotas in high-growth sales environments
- General familiarity with US Insurance and Wealth products/services and claims decision-making processes (deep domain expertise not required)
- Willingness to travel across the US (approximately 15%)
PREFERRED:
- Prior exposure to Insurance and Wealth organizations
- Strong understanding of Insurance and Wealth agents' needs and pain points
- Familiarity with Salesforce and Gmail
