Director, Employee Benefits Sales

Empathy • New York, NY

7d • $175,000 - $195,000 • Onsite

About The Position

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 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.

We are seeking a Head of Channel Partnerships to accelerate growth through strategic relationships with consultants, brokers, and carrier field teams. This is a high-impact leadership role for a relationship builder who understands the power of influence in the employee benefits market with pre-existing relationships from their experience in the field. This role will manage a national team to strong outcomes.
As the bridge between Empathy and the market, you will define and execute our channel strategy including identifying, developing, and nurturing partnerships that translate into qualified opportunities and market expansion. You’ll lead engagement, enablement, and territory-level execution to ensure our partners are empowered to amplify our reach and results.
You will collaborate cross-functionally with Sales, Marketing, and Product to drive sustained partner influence, consistent pipeline contribution, and measurable business impact. This role reports to our VP, Sales and is a on-site position reporting to our Flatiron office 3 times a week.

Requirements

• 6+ years of experience in the employee benefits ecosystem, ideally within a consulting firm, carrier distribution, or health tech organization with a strong, proven track record of driving growth through partnerships.
• Deep understanding of channel influence, referral dynamics, and the indirect sales cycle, with the ability to design and scale programs that convert partner engagement into measurable revenue.
• Proven track record of building and leading relationships with brokers, consultants, and carrier field teams that result in sustained pipeline generation and market advocacy.
• Strategic operator who combines market insight with disciplined execution — adept at balancing relationship management, data-driven decision-making, and team enablement.
• Fluent in Salesforce and partner ecosystem tools, ensuring accurate data capture, reporting, and visibility across channel performance.
• Exceptional communicator and coach, skilled at influencing across teams, guiding partner-facing talent, and elevating the organization’s channel effectiveness.
• Mission-driven leader with a deep belief in Empathy’s care-focused model and a passion for transforming how families experience loss.

Nice To Haves

• Active Life and Health license in at least one state preferred.

Responsibilities

• Shape and lead Empathy’s channel partnership strategy, cultivating high-impact relationships with consultants, brokers, and carrier distribution leaders to expand market influence and accelerate growth.
• Leverage your network and industry credibility to position Empathy as a trusted and differentiated partner within the employee benefits ecosystem.
• Design a structured engagement model that drives accountability and deepens collaboration with top-priority firms through joint business planning, performance reviews, and shared growth objectives.
• Drive scalable revenue impact by activating partner ecosystems to generate qualified opportunities, finalist placements, and sustained market advocacy.
• Coach and develop internal teams to strengthen their channel acumen, ensuring every field and sales interaction maximizes partner influence and amplifies brand trust.
• Own the integrity of partner data and reporting, ensuring Salesforce accurately reflects relationship depth, opportunity influence, and pipeline contribution across regions.
• Analyze partner performance and market trends to surface insights that inform product positioning, enablement investments, and go-to-market priorities.
• Collaborate cross-functionally with Sales, Marketing, and Product leadership to translate partner insights into strategy - aligning campaigns, resources, and field execution to drive measurable, long-term channel impact.

Benefits

• premium healthcare
• comprehensive paid time off
• flexible parental leave
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 101-250 employees