Senior Director, Strategic Partnerships – National Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and manage Gravie's national broker account relationships, acting as the main point of contact for significant national and large regional distribution partners.

• Create and implement national account strategies that enhance awareness, engagement, and revenue growth across Gravie's Level-Funded (Comfort) and ICHRA product offerings.

• Cultivate executive-level relationships with decision-makers at national brokerage firms, benefits consultants, and general agencies.

• Lead collaborative business planning with premier national partners, establishing shared growth objectives, monitoring performance, and facilitating activation.

• Identify and onboard new national broker and consultant partners to broaden Gravie's distribution network and market presence.

• Maintain a steady flow of qualified opportunities through national broker partners, aiding in field sales conversion.

• Develop and uphold a clear understanding of partner performance metrics, pipeline contributions, and revenue attribution.

• Proactively discover whitespace within current national accounts to increase share of wallet and expand product utilization.

• Collaborate with field Sales Executives and VPs to ensure that channel-sourced opportunities receive robust support and progress smoothly through the sales cycle.

• Be accountable for the development, refinement, and management of the broker incentive program and strategic broker advisory board.

• Review and optimize existing partnership agreements while establishing new deal structures to incentivize business growth and client retention.

• Design and implement broker education programs that effectively position Gravie's Level-Funded and ICHRA solutions with national account teams.

• Develop and sustain engaging partner-facing materials, presentations, and sales tools in partnership with Marketing.

• Represent Gravie at national industry events, broker summits, and conferences to enhance brand visibility and strengthen relationships.

• Keep track of regulatory changes, market trends, and competitor activities, translating insights into actionable enablement content.

• Collaborate with the SVP of Sales to refine the national broker strategy and shape Gravie's overall channel go-to-market approach.

• Act as the internal advocate for national broker partners, ensuring their needs are addressed and their feedback shapes product, pricing, and process strategies.

• Work closely with Product, Marketing, Operations, and Underwriting to ensure national accounts receive comprehensive support throughout the client lifecycle.

• Provide structured market intelligence on national broker dynamics, competitive positioning, and employer trends to guide Gravie's strategic planning.

⛳️ Requirements

• 8+ years of experience in health insurance, employee benefits, or a related field.

• 5+ years in a national broker-facing, channel partnerships, or strategic sales capacity, demonstrating a proven record of revenue growth through national and large regional broker relationships.

• Willingness to travel up to 50% as the role necessitates regular travel.

• A well-established, trusted network of relationships with national and/or regional brokerage firms and benefits consultants.

• Profound understanding of small and mid-market benefits, broker distribution economics, and channel dynamics.

• Strong knowledge of Level-Funded and/or ICHRA plan designs; familiarity with stop-loss and alternative funding models is advantageous.

• Outstanding consultative selling, relationship management, and executive communication abilities.

• Entrepreneurial mindset with the capability to work independently, prioritize tasks effectively, and drive results in a rapidly growing organization.

• Proficient with CRM tools, pipeline reporting, and data-driven performance management.

🏝️ Benefits

• Alternative medicine coverage

• Flexible PTO

• Up to 16 weeks paid parental leave

• Paid holidays

• A 401k program

• Transportation perks

• Education reimbursement

• 2 days of paid paw-ternity leave