Senior Account Executive

ViaSafely; Massachusetts; On-site; USD 125,000 - 175,000; Full time

Job summary

ViaSafely is seeking a Senior Account Executive to own revenue with broker relationships and employer activation in the US market. You will co-sell with producers, run employer presentations, and collaborate with marketing and operations to deliver a seamless sales experience.

The ideal candidate has 5-7+ years in selling employee benefits through brokers, with a proven track record of meeting revenue targets and driving enrollment adoption. This is a growth-stage role with startup dynamics.

Qualifications

• 5-7+ years of B2B sales experience in voluntary employee benefits or related lines.
• Proven track record selling through brokers and producers with a dual sale dynamic.
• Experience carrying a revenue target with group acquisition and enrollment outcomes.
• Familiarity with open enrollment and ben admin platforms.

Responsibilities

• Own a sales quota tied to new employer groups sold and enrolled lives.
• Manage the full sales cycle from broker identification through enrollment completion.
• Develop and manage a portfolio of broker relationships at regional and national levels.
• Present ViaSafely to HR and Benefits leads and drive employer adoption.
• Collaborate with marketing and operations to streamline the sales process.

Skills

B2B sales

Broker relationships

Sales pipeline management

Open enrollment knowledge

CRM usage (Salesforce)

Tools

Employee Navigator

Businessolver

PlanSource

bswift

Job description

Senior Account Executive, Insurtech, Employee Benefits Broker Channel

First year total target compensation $125,000 - $175,000 (base salary plus sales commission)

ViaSafely is a startup insurtech launching a new employee benefit. As Senior Account Executive, you are the connective tissue between our broker distribution partners and the employers they serve. You will bring and embed yourself in broker relationships - working directly with producers to help them position and sell ViaSafely to their employer clients. Once a group is sold, you own the relationship through employer activation and employee enrollment, ensuring adoption outcomes that make brokers want to resell.

This role requires you operate as both a strategic relationship manager and a field-level enrollment driver. You will carry a book of broker relationships, co-sell with producers, run employer presentations, and collaborate with our marketing and operations teams to deliver a seamless sales experience.

Your major areas of responsibility would be:

Revenue Ownership

• Support development of initial revenue plan for launch.
• Own a sales quota tied to new employer groups sold and enrolled lives, with accountability for first-year enrollment rate outcomes and driving second-year adoption increases.
• Manage the full sales cycle from broker identification and pitch through employer close and enrollment completion.
• Identify expansion opportunities within existing broker books - new employer groups, annual renewal upsells.

Broker & Producer Enablement

• Develop and manage a portfolio of broker relationships at regional and national benefits agencies, becoming their go-to resource for ViaSafely.
• Train producers on ViaSafely's value proposition, product structure, enrollment mechanics, and competitive positioning.
• Co-sell with producers - join employer presentations, answer benefit-design questions, and close groups.
• Supply producers with marketing collateral, enrollment toolkits, and employer-facing materials tailored to their book.
• Track producer activity and pipeline in CRM; proactively identify at-risk relationships and whitespace within each agency.

Employer Activation & Adoption

• Facilitate post-sale employer onboarding: benefits admin setup, payroll deduction configuration, and ben admin platform enrollment coordination.
• Present ViaSafely to HR and Benefits leads at newly sold employer groups; secure internal champions who drive employee awareness.
• Partner with HR teams and ben admin administrators to ensure a smooth open enrollment experience - from system integration to employee communication.
• Monitor employer-level enrollment rates; execute intervention strategies when adoption lags.

Market Feedback & Playbook Building

• Serve as the field intelligence function: synthesize broker and employer objections, competitive intel, and product gaps and bring them back to leadership.
• Collaborate with marketing to develop and refine sales materials, email sequences, and employer communication templates.
• Help define the repeatable sales process - stages, talk tracks, objection handling - as ViaSafely scales from first deals to a regional footprint.

Ideal Candidate Profile

Ideally you will have 5-7+ years experience selling employee benefits to brokers or employers and with group or voluntary benefit plans such as supplemental health, pet insurance, legal plans and ID theft. We are particularly interested in hearing from you if you have worked in companies that sell these products to brokers and employers. You could also have worked at HR Tech and HCM firms and sold payroll and PEO services.

You are a successful sales producer and have achieved and exceeded quota over multiple years. You have excellent relationships with brokers and producers at leading national and regional benefits consulting firms.

Required Experience

• 5-7+ years of B2B sales experience in voluntary employee benefits, worksite products, or employer-distributed insurance (pet, ID protection, legal, accident, critical illness, hospital indemnity, or similar VEB lines).
• Demonstrated track record of selling through benefits brokers and producers - you understand the dual-sale dynamic (first sell the broker, then co-sell the employer).
• Experience carrying a revenue target with accountability for both group acquisition and employee-level enrollment outcomes.
• Familiarity with employer benefits administration processes: open enrollment, payroll deduction setup, ben admin platforms (Employee Navigator, Businessolver, PlanSource, bswift, or similar).
• Comfortable navigating benefits consultants and mid-market HR buyers (HR Directors, Benefits Managers, VP Total Rewards) and influencing without authority.

Preferred / Differentiating Experience

• An active network of benefits broker and producer relationships in one or more regional markets - relationships that can translate to early pipeline at ViaSafely.
• Experience selling a new or emerging VEB product - you know how to educate a broker community on a category they have not sold before.
• Background on the carrier side is a strong plus.
• Startup or early-stage company experience; comfortable with ambiguity, building process, and wearing multiple hats.
• Familiarity with insurtech or MGA distribution models.
• Relationship-first seller: you build trust before you pitch, and producers return your calls because you add value, not just volume.
• Enrollment minded: you treat employee adoption as a core metric, not a post-sale afterthought - because renewal and persistency are how ViaSafely and our brokers both win.
• Consultative approach: you listen before you present; you customize the pitch to the broker's book and the employer's workforce.
• Builder mentality: excited to help define the sales motion, not just execute a script someone else wrote.
• Data disciplined: you keep CRM current, analyze your pipeline honestly, and use data to prioritize your time.
• High EQ with executives: able to command credibility in a room with a benefits director or a senior producer who has seen every VEB pitch.