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Requirements and responsibilities
About the roleEmpathy 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 45 million people across North America.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’ll lead our US West team of Insurance and Wealth sales team members.In this role you willLead a team of highly qualified enterprise sellers.Recruit and retain top sales talent through training, support and development.Cultivate and oversee a dynamic sales pipeline within the Insurance and Wealth sector.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.Requirements5+ years of sales leadership experience managing and developing enterprise sales teams3+ years of direct enterprise business development (closing) experience selling B2B SaaS and/or technology-enabled solutions to large enterprisesAbility 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 levelsTrack record in constructing bespoke solutions for Enterprise clients, which require holding a consultative approach in delivering seven-figure ACV deals and multi-year agreementsDemonstrated success in navigating complex, enterprise-level sales cycles involving multiple stakeholders, and averaging high six-figure ACV agreements including long sales cycles and rigorous procurement processesProven track record of surpassing quotas in high-growth sales environments.Strong understanding of U.S. Insurance and Wealth organizations and buying dynamics (ideally life insurance, annuities, wealth management, retirement, and/or financial advisory ecosystems)Willingness to travel across the U.S. (approximately 35% travel)Demonstrated success in category creation / new-solution selling—building demand where there is not yet a defined budget line or established buying processProven “hunter” mindset with experience driving outbound pipeline generation and winning net-new logos (not primarily renewal/account management)Experience selling into financial institutions, ideally within life insurance, annuities, wealth management, retirement, or financial advisoryPreferredExperience working in/with Distribution divisions of Insurance and Wealth organizationsStrong understanding of Insurance and Wealth agents’ needs and pain pointsFamiliarity with Salesforce and Google Workspace (Gmail/Calendar/Docs)Experience working at an earlier-stage or scaling company where GTM is still being built (limited brand pull, limited enablement resources)Compensation & benefitsThe salary for this position is approximately $185,000 base salary with 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.
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