Director, Business Development & Employee Benefits

Fetch Pet Insurance; United States; Hybrid; USD 160,000 - 175,000; Full time

Job summary

Fetch Pet Insurance is expanding its sales leadership to drive growth across employer, broker, and shelter channels. The Director will cultivate partnerships with corporate HR leaders, benefits brokers, and animal shelters, while developing go-to-market strategies and a strong direct-to-corporate approach to generate new business.

You will oversee the full sales cycle, manage key relationships, and lead efforts to position Fetch as the preferred pet insurance partner for employers of all sizes.

Qualifications

• 7+ years in voluntary benefits or employee benefits sales (pet insurance a plus)
• Active Property & Casualty license required
• Established relationships with benefit brokerages and consultants preferred
• Proven success selling directly to employers and to brokers
• Experience with nonprofit or donor-based partnerships is a plus
• Deep understanding of employee benefits landscape and broker dynamics
• Track record of revenue growth through distribution partnerships
• Experience managing national or regional benefits programs

Responsibilities

• Drive premium growth through strategic sales and business development initiatives
• Develop and execute channel plans via brokers, direct, shelter, and other benefits channels
• Lead business development across shelter partnerships
• Create lead-gen programs using shelter donor networks
• Lead direct-to-corporate sales targeting HR and executives
• Build target account lists and outreach campaigns coordinating with Marketing
• Balance direct, broker, and shelter channels for optimal routing
• Partner with shelters to introduce Fetch as an employer benefit
• Design and expand employee benefits in shelter/channel offerings
• Cultivate relationships with shelters, donors & corporate partners
• Launch partnerships with voluntary benefits brokers and consultants
• Expand partnerships into new territories and networks
• Track partner and donor activities, revenue potential, and updates
• Improve onboarding, partner management, and processes
• Respond to RFIs/RFPs; travel to meet partners and attend events
• Represent Fetch in external meetings and events
• Work with Account Managers on onboarding and retention strategies
• Provide broker education, product training, and marketing materials
• Monitor industry trends and regulatory compliance
• Collaborate with Marketing to create employer-ready collateral

Skills

Voluntary benefits

P&C license

Employer sales

HR/benefits decision-makers

Donor/partnerships

Data analysis

Communication

Education

Bachelor’s degree in business/marketing

Job description

About Fetch

At Fetch, we’re dedicated to helping pets live their healthiest and happiest lives. Our comprehensive insurance coverage is designed with modern pet parents in mind, and we’re proud to support the veterinary, shelter, and breeder communities. We believe in ensuring pets receive the best care possible and are committed to making that vision a reality every day.

Fetch is a high-growth Warburg Pincus portfolio company with an expanding team of over 350 pet-loving employees working together to shape the future of pet health and wellness.

About The Industry

The pet insurance industry is more important than ever, offering peace of mind and financial protection for pet owners. The sector is expanding quickly, fueled by growing awareness of the need for accessible, high-quality veterinary care. With advances in veterinary medicine, pets now have access to the most effective treatments available, making pet insurance an essential component of modern pet care.

About The Role

As our Director of Business Development & Employee Benefits, you’ll lead our growth within the employer, broker, voluntary benefits, animal shelter, and strategic partnership channels.

In this role, you will expand our market presence, deepen broker partnerships, and drive the retention and adoption of our pet insurance products as a core part of competitive employee benefit packages. A key focus will be growing our current animal shelter partnerships, building a pipeline of new employer clients through the corporate donors who support those shelters, and leading a direct-to-corporate approach to generate business and leads.

You will oversee the full sales cycle, create go-to-market strategies, and build long-term relationships that position Fetch as the preferred pet insurance partner for employers, brokers, shelters, and strategic partners of all sizes.

Key Responsibilities

• Drive premium growth through strategic sales and business development initiatives
• Develop and execute channel business plans, targets, and sales strategies aligned with company goals via brokers, direct, shelter, and other employee benefits channels
• Lead and execute the business development strategy across our current and prospective animal shelter partnerships
• Build a lead generation program that uses shelter corporate donor networks to identify, engage, and convert new employer clients
• Lead a direct-to-corporate sales approach, prospecting and engaging HR, benefits, and executive leaders at target employers to generate new business and leads
• Build target account lists and outreach campaigns for direct-to-corporate prospects, in coordination with Marketing
• Balance direct, broker, and shelter channels so that leads are routed and partnered appropriately
• Partner with shelter leadership to introduce Fetch to their corporate donors and community partners as an employee benefit offering
• Design, develop, and expand employee benefit offerings within the shelter channel to drive engagement and adoption
• Cultivate and maintain strategic relationships with key animal shelter stakeholders, corporate donors, and corporate partners to position Fetch as the preferred pet insurance provider
• Spearhead new partnership launches with leading voluntary benefits brokers, consultants, and employer groups
• Build and strengthen market presence through regular broker engagement, events, and networking
• Expand existing partnerships into new territories and within broader broker networks
• Track all partner, donor-lead, and direct-to-corporate activity, including contacts, communications, revenue potential, and updates
• Continuously improve business development, partner management, and onboarding processes
• Respond to RFIs and RFPs in a timely and professional manner
• Travel as needed to meet with partners, shelters, corporate donors, and prospective employers, attend conferences, and lead client pitches
• Positively represent Fetch in external meetings, seminars, trade shows, and networking events, including nationwide networking events and yearly EB conventions
• Work closely with Account Managers to onboard and manage day-to-day client relationships, forging a long-term retention strategy
• Conduct broker education, product training, marketing materials, and account integrations
• Monitor industry trends, competitor offerings, and regulatory compliance within voluntary benefits and pet insurance
• Collaborate with Marketing/Creative to develop employer-ready sales collateral, campaigns, shelter and donor outreach materials, and broker enablement tools

Your Skills & Experience

• 7+ years of voluntary benefits, employee benefits, or ancillary insurance sales experience; pet insurance experience is a strong plus
• Active Property & Casualty (P&C) license required
• Established relationships with key benefit brokerages and consultants preferred
• Proven success selling directly to employers, including HR and benefits decision-makers, in addition to broker-led sales
• Experience with nonprofit, animal welfare, or donor-based partnerships is a plus
• Deep understanding of the employee benefits landscape, VB enrollment processes, HR benefits decision cycles, and broker distribution dynamics
• Proven track record of driving revenue through distribution partnerships for voluntary employee benefit products
• Experience managing large national or regional voluntary benefits and worksite brokers
• Ability to analyze data and use insights to inform sales strategy
• Excellent communication, leadership, and relationship-building skills
• Excellent verbal, written, and presentation skills
• Self-motivated and effective working in a fully remote environment
• Bachelor’s degree in business, marketing, or related field (or equivalent experience)
• Willingness to travel as needed

Why Join Fetch

• Be part of a mission-driven company that values creativity, innovation, transparency, and collaboration
• Enjoy working from our FiDi Manhattan office, with flexibility for remote or hybrid work (2- 3 days in the office per week)
• When in office, enjoy complimentary lunch daily, and pets are always welcome
• Join a team that genuinely cares about creating a positive, inclusive work environment where everyone can thrive

Compensation

• The pay range for this position is $160,000 - $175,000 on a full-time basis
• Along with base salary, your position may qualify for additional bonuses
• This position is eligible for the Company’s bonus plan(s)

Benefits & Perks

At Fetch, we recognize the importance of work-life balance and prioritize our employees' mental health and well-being, ensuring everyone can flourish both professionally and personally. Not just pets, we want our employees to live their best lives too — here at Fetch, you have access to the valuable benefits listed below.

• Comprehensive Medical, dental, and vision plan for you and your family
• Health Savings Accounts (HSAs) and Flexible Spending Accounts (FSAs) are available
• Highly competitive 401(k) matching
• Generous 20-day PTO Policy, with rollover options. Earn an additional day of PTO each year on your anniversary with Fetch, for a maximum of 30 days
• Paid company (9) holidays, including (1) floating holiday
• Fetch Pet Insurance discount - up to 50% off, up to $1,000 savings/year
• Educational Assistance Program
• Fetch Discount Perks Program
• Volunteering - earn up to 8 hours per calendar year at nonprofit organizations
• NYC Office Amenities: Pet-friendly environment, free lunch, snacks, and additional amenities; transit accessible
• Employee Referral Incentive
• Tuition Assistance
• Commuter Benefits
• Employee Assistance Program (EAP)

EEO Statement

Fetch is proud to be an equal opportunity employer.

We’re committed to building a workplace that reflects the diversity of pet parents everywhere—hiring and developing individuals from all backgrounds and experiences to strengthen our inclusive, collaborative culture. We welcome applications from all qualified candidates regardless of race, color, religion, national origin, sex, gender, age, marital status, appearance, sexual orientation, gender identity or expression, family responsibilities, disability, medical condition, student status, political affiliation, military or veteran status, citizenship, genetic information, or any other status protected by law. Fetch will provide reasonable accommodations for individuals with disabilities throughout the hiring process.

If you need assistance or an accommodation to apply, please contact us at [e-mail]

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Pay Range

$16,000 - $175,000 USD