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Requirements and responsibilities
About the companyEmpathy 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 to bring clarity, comfort, and peace of mind when it matters most.Empathy partners with leading employers, insurers, and financial institutions to deliver meaningful, human-centric support at scale, supporting over 45 million people across North America.Backed by top-tier investors including General Catalyst, Index Ventures, Adams Street, Aleph and Entreé Capital; raised over $160 million to date, including a $72 million Series C, to expand impact and scale the mission worldwide.In this role you willCultivate 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.Requirements5+ 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 35% travel).PreferredExperience 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.Compensation & benefitsThe salary for this position is approximately $160,000 base salary with annual variable based on goal attainment, plus equity and full benefits package.Exact compensation is decided based on factors including skills, qualifications, and geographic location.Benefits include premium healthcare, comprehensive paid time off, and flexible parental leave; bereavement care includes premium access to the Empathy platform and support for employees and their families.Financial wellness support with a company-sponsored 401(k) plan and up to a 4% employer match, along with competitive stock options.Annual retreats, team lunches for the NYC office, and a remote employee stipend.
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