Director, Employee Benefits Sales

About Empathy

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.

About the Role

We are seeking a Director of Employee Benefit Sales 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.

• 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.
• Active Life and Health license in at least one state preferred.
• Mission-driven leader with a deep belief in Empathy’s care-focused model and a passion for transforming how families experience loss.

The salary for this position ranges between $175,000 to $195,000 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. In addition to base salary, we are proud to offer stock options in the company and a competitive benefits package.

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. We hope you will want to join our exceptional team!