Strategic Account Executive, Financial Services

Empathy; United States; Remote; USD 290,000 - 360,000; Full time

Benefits offered by this job

Premium healthcare

Paid time off

Parental leave

Bereavement care with Empathy platform

401(k) with up to 4% match

Stock options

Annual retreats

Team lunches (NYC office)

Remote employee stipend

Job summary

Empathy is shaping how families navigate life’s transitions through technology and compassionate care. We seek an experienced Strategic Account Executive to drive enterprise sales in Insurance & Wealth, engaging C-level executives and building deep partnerships across major financial institutions.

This role is remote in the USA with ~15% travel and dynamic, high-value deals. You will work with the Insurance & Wealth Solutions Team to craft strategic models, lead negotiations for multi-year

Qualifications

• 5+ years in SaaS sales, preferably financial/insurance clients.
• 3+ years in hands-on business development from value creation to contracts.
• Experience applying MEDDIC/MEDDPIC sales approach.
• Ability to present to C-level execs at Fortune 500 firms and influence decisions.
• History of navigating complex, enterprise sales with high six-figure ACV.
• Record of quota achievement in high-growth environments.

Responsibilities

• Cultivate and manage a dynamic sales pipeline in Insurance/Wealth sectors.
• Create strategic deal models and build major partnerships.
• Identify and convert new business opportunities to drive revenue growth.
• Engage senior leaders at major financial institutions with credibility and trust.
• Lead negotiations through the sales process for multi-year contracts.
• Foster collaborations with Product/Marketing for holistic solutions.
• Coordinate with Insurance & Wealth teams at industry events and deals.

Skills

SaaS sales

Business development

MEDDIC

C-level engagement

Enterprise deals

Quota attainment

Travel readiness

Tools

Salesforce

Gmail

Job description

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

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.

• premium healthcare
• comprehensive paid time off
• flexible parental leave
• bereavement care includes premium access to the Empathy platform and support for employees and their families
• company-sponsored 401(k) plan and up to a 4% employer match
• competitive stock options
• annual retreats
• team lunches for our NYC office
• remote employee stipend

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.