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Director of Channel Partnerships - Employee Benefits



Accounting & Finance, Sales & Business Development
United States · Remote
Posted on Tuesday, July 2, 2024


About Empathy

Empathy is on a mission to help families with everything they face after the loss of a loved one. With an award-winning product, powered by tech and driven by purpose, we provide peace of mind by guiding families through all the tedious and time-consuming tasks that follow a loss, automating many of the processes so that they can focus on what truly matters.

Our team is passionate, empathetic, and dedicated to providing world-class solutions to families in need. We work collaboratively to identify pain points and design elegant solutions that empower and support our users.

About the Team

Our sales team takes pride in our mission-driven approach. We work together remotely across the U.S. to build vision-oriented relationships and find new opportunities. We also value cross-team collaboration, working across the company to offer the best product to our customers.

In this role you will

You will work collaboratively across Marketing, Sales and other teams to identify, implement and grow channel partnerships. In this capacity, you will be the liaison between Empathy’s partners and go-to-market teams in order to execute on growth strategies, competitive differentiation, new market opportunities and will be a catalyst in moving Empathy to the next stage of growth. This is currently an individual contributor role with the potential to build and grow our channel team over time.

  • Develop and implement a comprehensive channel partner strategy to drive revenue growth and expand Empathy's market presence.
  • Build and maintain strong relationships with key partners, including benefits consultants, life insurance carriers, health plans, and other strategic channels.
  • Develop and nurture relationships with key contacts in the consulting community and other strategic partnerships, to drive strong relationships and increase their understanding about our capabilities.
  • Create purpose-built content (playbooks, cheat sheets, job aides, objection handling, FAQs, etc.) to improve solution knowledge and support the sales process through active partners.
  • Identify opportunities to drive new sales and revenue growth through existing partnerships.
  • Partner with Account Executives and BDRs to build strategic plans and support their prospecting and sales efforts by leveraging our existing and emerging channel partnerships
  • Stay abreast of Empathy’s product, value proposition and roadmap, identify effective ways to educate consultants and partners on this information
  • Conduct market research and gather insights to inform Empathy's go-to-market strategy and identify new opportunities for growth
  • Manage the full sales cycle from prospecting to closing new partnerships


We are seeking a highly motivated and strategic Channel Partnerships Director. In this role, you will be responsible for developing and executing Empathy's alliance & partnership strategy in the Employee Benefits space, focusing on consultant relationships, life insurance carriers, health plans, and new emerging verticals. This role will span across both partner management/growth as well as net new partner execution. You own driving revenue and opportunities in new or growing markets via relationships with channel partners.

  • 5 - 10 years of experience in the benefits industry working closely with benefits consultants or managing other strategic channels
  • Ability to navigate complex external organizations, build individual relationships with a vast array of external stakeholders, and spend time understanding motivations and challenges for each
  • Previous experience at a startup or in a high-growth environment.
  • Experience and 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 our better community dealing with loss
  • Ability to thrive in an ambiguous environment and turning ambiguity into direction
  • High level of ownership and accountability
  • Thoughtful scrutiny and attention to detail

Salary Range: $140-170K + bonus + equity + benefits. Our salary is to be determined by multiple factors including but not limited to relevant experience, knowledge, skills, locations and other job-related qualifications.