Mid Market Account Executive

Join to apply for the Mid-Market Account Executive role at Empathy
.

Empathy transforms the way families navigate life’s most difficult times— from the loss of a loved one to major life transitions—by combining technology with compassionate human care, bringing clarity, comfort, and peace of mind when it matters most. With partners such as leading employers, insurers, and financial institutions, Empathy delivers human‑centric support at scale to over 45 million people across North America and has raised over $160 million to expand its mission worldwide.

• Be at the forefront of Empathy’s entrance into the Employee Benefits space focused on Mid‑Market employers.
• Develop and execute a comprehensive sales strategy to achieve pipeline and bookings targets in the employee benefits sector, ensuring alignment with broader company goals.
• Utilize data and analytics to monitor and optimize personal sales performance, making data‑driven decisions to enhance sales efficiency and effectiveness.
• Collaborate closely with Rev Ops, Growth Marketing, Strategic Sales Associates, and other internal teams to build and increase the sales pipeline, ensuring seamless coordination throughout the sales process.
• Oversee the sales process from lead generation to close, managing the pipeline to accurately reflect each stage of the sales cycle.
• Present the company's value proposition to prospective clients, both virtually and in‑person, including at industry events with about 25 % travel required.
• Track and analyze key performance metrics, provide regular reports and accurate sales forecasts to senior management, and make recommendations for resource allocation and improvements.
• Proactively identify and address challenges that may hinder the ability to close deals, ensuring a smooth sales process.
• Build and maintain relationships with key stakeholders across the employee benefits ecosystem to support sales initiatives and business growth.

• 3+ years of experience selling in the employee benefits space to HR, benefits, and people leaders.
• Experience educating and selling through benefits brokers & consultants.
• Ability to build individual relationships with a wide array of external stakeholders, and spend time understanding motivations and challenges for each.
• Comfort with operating independently while navigating ambiguity.
• Strong understanding of partner management, sales cycles, and revenue goals.
• Track record of meeting or exceeding sales targets and driving partner account activity.
• Excellent communication skills and a collaborative, cross‑functional approach.
• Mission driven with a passion for helping the community dealing with loss.
• High level of ownership and accountability.
• Thoughtful scrutiny and attention to detail.
• Proficient with Salesforce (or comparable CRM) and other sales technologies such as Linked In Sales Navigator, Zoominfo, Sales Loft/Outreach.io, etc.

• Previous experience at a startup or in a high‑growth environment selling to benefit leaders and brokers/consultants.
• Passion for innovation and contributing new ideas to improve sales processes and product offerings.
• Previous experience self‑sourcing pipeline and closing business selling to employee benefits, HR, and benefits/consultants.

Salary ranges between $150,000‑$170,000, including base salary, variable components, and equity. In addition to base salary, we offer stock options, a competitive benefits package, premium healthcare, comprehensive paid time off, flexible parental leave, bereavement care, a 401(k) plan with up to 4 % employer match, annual retreats, team lunches (NYC office), and a remote employee stipend.