Strategic Account Executive, Insurance & Wealth, West

Empathy; San Francisco (CA); On-site; USD 136,000 - 184,000; Full time

Benefits offered by this job

Equity

Full benefits package

Remote employee stipend

Annual retreats

401(k) with up to 4% match

Job summary

Empathy is transforming how families navigate life’s transitions through technology and compassionate care. We partner with insurers, employers, and financial institutions to deliver human-centered support at scale.

We are seeking Strategic Account Executives across growth territories in the central and western US to balance our West Coast presence, with core hours aligned to territory time zones. Expect an enterprise-style, multi-year deal cadence and a collaborative, fast-paced team culture.

Qualifications

• 5+ years of successful sales experience in a SaaS organization, preferably selling into financial or insurance institutions.
• 3+ years of hands-on business development, from value creation to contract negotiation, funnel creation, and opportunity management.
• Familiarity with MEDDIC or MEDDPIC sales methodologies.
• Ability to present to C-level executives at Fortune 500 firms with influence and credibility.
• Demonstrated success in enterprise-level sales cycles with multi-stakeholder involvement and high ACV.
• Proven track record of surpassing quotas in high-growth sales environments.
• Willingness to travel across the U.S. (approximately 15%).
• Familiarity with Insurance & Wealth products/services is a plus.

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 executive presence.
• Lead negotiations throughout the sales process to secure favorable terms and 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.

Skills

SaaS sales

BD / business development

MEDDIC / MEDDPIC

C-level engagement

Enterprise sales cycles

Quota achievement

Travel readiness

Salesforce

Gmail

Tools

Salesforce

Gmail

Job description

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 approximately $160,000 base salary with 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!