Strategic Account Executive, Financial Services

Empathy; New York (NY); Hybrid; USD 260,000 - 380,000; Full time

Benefits offered by this job

Premium healthcare

Generous PTO

Parental leave

Bereavement care

401(k) match

Stock options

Annual retreats

Remote employee stipend

Job summary

Empathy, a NYC-based company, seeks a Strategic Account Executive in Financial Services to drive enterprise SaaS sales with major insurers and financial institutions. You will own the end-to-end sales cycle, partner with Product and Marketing, and mentor through complex multi-stakeholder deals in a high-growth environment.

Ideal candidates have 5+ years in SaaS sales, strong MEDDIC/MEDDPIC experience, and the credibility to engage C-level executives at large firms. Travel around the U.S.

Qualifications

• 5+ years of successful SaaS sales, preferably into financial or insurance institutions.
• 3+ years of hands-on business development, deal creation and negotiation.
• Experience applying MEDDIC or MEDDPIC sales methodologies.

Responsibilities

• Cultivate and manage a dynamic sales pipeline within Insurance and Wealth sectors.
• Formulate strategic deal models and cultivate substantial partnerships.
• Identify and capitalize on new business prospects to drive revenue growth.
• Engage and influence C-level executives at Fortune 500 firms with executive presence.
• Lead negotiations through the sales process for multi-year contracts.
• Foster collaborations with Product and Marketing for holistic solutions.
• Collaborate with Insurance and Wealth team at industry events and joint deals.

Skills

SaaS Sales

Enterprise Sales

MEDDIC/MEDDPIC

C-level Engagement

Travel 15%

Tools

Salesforce

Gmail

Job description

Our Next Chapter: Making the Hard Moments Less Hard -> Join the Team

Strategic Account Executive, Financial Services

Business Development | New York

About Empathy

Empathy is transforming the way families navigate life’s most difficult times - from the loss of a loved one to other major life transitions. By combining technology with compassionate human care, we bring clarity, comfort, and peace of mind when it matters most.

We partner with leading employers, insurers, and financial institutions to deliver meaningful, human-centric support at scale. Today, Empathy supports over 50 million people across the US, Canada, and the UK.

Backed by top-tier investors including General Catalyst, Index Ventures, Adams Street, Aleph and Entreé Capital. We've raised over $160 million to date, including a $72 million Series C, to expand our impact and scale our mission worldwide.

The Insurance & Wealth Solutions Team at Empathy drives enterprise sales, by partnering with life insurance carriers, wealth managers, retirement organizations, financial advisory groups, and other financial institutions to deliver Empathy's innovative support solutions. We work closely with our partners, helping them reimagine how they serve their customers, creating transformative solutions that align with empathy and care.

The team is composed of dynamic business development leaders with diverse experience and expertise, united by a shared passion for achieving ambitious goals, driving our mission forward, and delivering exceptional results. Together, we are dedicated to making a meaningful impact, fostering innovation, and setting new standards of success in the industry. We are seeking Strategic Account Executives based in NYC.

In this role you will

• Cultivate and oversee a dynamic sales pipeline within the Insurance and Wealth sector.
• Formulate strategic deal models and cultivate substantial, intricate partnerships.
• Identify and capitalize on new business prospects, driving revenue and fostering sustainable financial growth.
• Engage and influence senior leadership at major financial institutions, bringing a confident and credible executive presence to every interaction.
• Lead negotiations throughout the sales process to secure favorable terms and agreements for multi-year contracts.
• Foster connections with industry experts for strategic collaborations and business expansion.
• Collaborate closely with Product and Marketing teams to develop holistic solutions.
• Tag team with other Insurance and Wealth department members at industry events and joint deals.

Requirements

• 5+ years of successful sales experience within a SaaS organization, preferably selling into financial or insurance institutions.
• 3+ years of experience in hands-on business development work, from value creation to contract negotiation, funnel creation, and opportunity management.
• Familiarity and experience applying and running a MEDDIC or MEDDPIC sales methodology
• Ability to confidently present to — and build trust with — C-level executives at Fortune 500 firms, with the presence and polish to influence strategic decision‑making at the highest levels.
• Demonstrated success in navigating complex, enterprise‑level sales cycles involving multiple stakeholders, and averaging high six‑figure ACV agreements.
• Proven track record of surpassing quotas in high‑growth sales environments.
• Profound understanding of U.S. Insurance and Wealth products/services and claims decision‑making processes.
• Willingness to travel across the U.S. (approximately 15% travel).

Preferred :

• Experience working with Insurance and Wealth organizations
• Strong understanding of Insurance and Wealth agents’ needs and pain points
• Familiarity with platforms such as Salesforce and Gmail.

The salary for this position is approximately $320,000 OTE with an uncapped annual variable based on goal attainment plus equity and full benefits package. The exact compensation is decided based on many factors, including but not limited to: skills, qualifications, and geographic location.

To support our employees, we offer comprehensive benefits both in and out of the office. These include premium healthcare, comprehensive paid time off, and flexible parental leave. Our bereavement care includes premium access to the Empathy platform and support for employees and their families. We support financial wellness with a company-sponsored 401(k) plan and up to a 4% employer match, along with competitive stock options. With annual retreats, team lunches for our NYC office, and a remote employee stipend, we prioritize spending time together and investing in our people. We hope you will want to join our exceptional team!

At Empathy, we believe that our workforce should reflect the range and variety of the families we serve. We are an equal opportunity employer, where all employment decisions are made without regard to age, sex, race, ethnicity, nationality or nation of origin, religion, ability, medical condition, marital status, pregnancy, gender identity or expression, sexual orientation, veteran status, or any other status protected by local, state, or federal law.