Strategic Account Executive, Financial Services

MassMutual Ventures; United States; Remote; USD 300,000 - 360,000; Full time

Benefits offered by this job

Premium healthcare

401(k) with employer match

Remote work stipend

Annual retreats

Job summary

Empathy is seeking a Strategic Account Executive in Financial Services to drive enterprise sales of Insurance and Wealth solutions across the US. You will partner with life insurers, wealth managers, and financial institutions to deliver Empathy's care-driven support solutions. Expect MEDDIC-driven sales processes, executive engagement, and multi-year contracts.

Remote work across the USA with ~15% travel. We value a track record of high-ACV deals, robust stakeholder management, and

Qualifications

• 5+ years of successful SaaS sales experience, preferably into financial or insurance institutions.
• 3+ years of hands-on business development, from value creation to contract negotiation and opportunity management.
• Familiarity with MEDDIC/MEDDPIc sales methodologies.
• Ability to present to C-level executives at Fortune 500 firms with credibility.
• Experience navigating enterprise-level sales cycles and averaging high six-figure ACV.
• Willingness to travel across the U.S. (~15%).

Responsibilities

• Cultivate and oversee a dynamic sales pipeline within Insurance and Wealth sector.
• Formulate strategic deal models and cultivate substantial partnerships.
• Identify and capitalize on new business prospects to drive revenue growth.
• Engage and influence senior leadership at major financial institutions.
• Lead negotiations for multi-year contracts.
• Foster industry expert connections for collaborations and expansion.
• Collaborate with Product and Marketing to develop holistic solutions.
• Participate in industry events and joint deals with Insurance and Wealth teams.

Skills

SaaS sales

BD experience

MEDDIC

Executive engagement

Enterprise sales

Travel readiness

Salesforce

Gmail

Tools

Salesforce

Gmail

Job description

Strategic Account Executive, Financial Services

Business Development | Remote USA

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.

In this role you will

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 located in key growth territories across the central and western US — including Chicago, Dallas, Houston, and the broader Midwest/South — to help balance our growing West Coast presence.

Note: Reps are expected to work core hours aligned with their assigned territory's time zone.

Responsibilities

• 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.
• General familiarity with U.S. Insurance and Wealth products/services and claims decision-making processes is a plus — deep domain expertise is not required and can be developed on the job.
• Willingness to travel across the U.S. (approximately 15% travel).

Preferred:

• Prior exposure to Insurance and Wealth organizations is a plus, not a requirement
• Strong understanding of Insurance and Wealth agents' needs and pain points
• Familiarity with platforms such as Salesforce and Gmail.

Compensation & Benefits

The salary for this position is $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.