Strategic Account Executive, Insurance & Wealth - Western US

About Empathy

Empathy is revolutionizing how families face challenging life events such as the loss of a loved one or major personal transitions by combining innovative technology with compassionate human-driven support. Our partnerships with leading employers, insurance companies, and financial institutions enable us to provide meaningful and human-centered assistance at scale. Currently, Empathy supports over 50 million individuals across the United States, Canada, and the United Kingdom. Backed by premier investors including General Catalyst and Index Ventures, we have raised in excess of $160 million—including a $72 million Series C round—to expand our mission and global footprint.

Role Overview

The Insurance & Wealth Solutions division at Empathy spearheads enterprise sales by collaborating with life insurance carriers, wealth management firms, retirement organizations, and financial advisory groups. Our goal is to help these partners reimagine their customer experience by integrating Empathy’s innovative care solutions. The team is composed of driven business development professionals who leverage diverse expertise to achieve ambitious goals and continuously advance Empathy's mission.

We are hiring Strategic Account Executives positioned in critical growth regions across the central and western United States, including Chicago, Dallas, Houston, and the broader Midwest and South areas, to help support our expanding West Coast footprint. Representatives work core hours corresponding to their respective territories' time zones.

Key Responsibilities

• Manage and develop a robust sales pipeline focused on the Insurance and Wealth sectors.
• Create strategic partnership frameworks and handle complex deal structures.
• Identify new business opportunities that drive revenue and ensure sustainable growth.
• Engage senior leaders at major financial institutions, displaying executive presence and credibility.
• Lead negotiations to finalize multi-year contracts with advantageous terms.
• Build relationships with industry experts for strategic collaboration and expansion.
• Work cross-functionally with Product and Marketing teams to craft comprehensive solutions.
• Collaborate with the Insurance and Wealth teams during industry events and shared sales initiatives.

Qualifications

• Minimum five years of successful sales experience in a SaaS environment, ideally targeting financial or insurance sectors.
• At least three years of hands-on business development, including value creation, contract negotiation, funnel management, and opportunity oversight.
• Proficient understanding and application of MEDDIC or MEDDPIC sales methodologies.
• Confidence in presenting to and gaining trust from C-level executives within Fortune 500 companies, capable of influencing strategic decisions.
• Proven ability to navigate multifaceted enterprise sales cycles involving multiple stakeholders, consistently securing high six-figure Annual Contract Values (ACV).
• Demonstrated history of exceeding sales targets in fast-growing environments.
• Basic knowledge of U.S. Insurance and Wealth product offerings and claims processes preferred but not required, as domain expertise can be developed.
• Willingness to travel domestically up to 15% of the time.

Preferred Qualifications:

• Previous exposure to Insurance and Wealth sectors is advantageous but not mandatory.
• Understanding of the unique needs and challenges faced by Insurance and Wealth agents.
• Familiarity with Salesforce and Gmail platforms.

Compensation and Benefits

The role offers a base salary around $160,000 annually, complemented by an uncapped variable component linked to goal achievement, equity participation, and a comprehensive benefits package. Salary is influenced by factors such as skills, qualifications, and location.

Our benefits encompass premium healthcare coverage, generous paid time off, and flexible parental leave. Enhanced bereavement support is provided via premium access to Empathy’s platform for employees and their families. Financial well-being is supported through a company-sponsored 401(k) plan with up to a 4% employer match and competitive stock options.

We foster a strong team culture with annual retreats, team lunches at the New York City office, and stipends for remote workers, emphasizing investment in our people and collective time together.