Espresa

• Help shape and execute Espresa’s channel strategy, with a focus on strategic consultant and broker relationships • Build and deepen relationships with benefits consultants, broker partners, and distribution channels to expand Espresa’s market presence and influence revenue opportunities • Develop strong connections with practice leaders, subject matter experts, and executive stakeholders within key consultant and broker firms • Partner closely with Sales, Marketing, Product, and Client Success teams to align go-to-market strategy and support successful channel-driven opportunities • Represent Espresa through consultant education sessions, capabilities presentations, industry conferences, and networking events both in person and virtually • Partner closely with the sales team to support consultant-influenced opportunities, strengthen pipeline development, and improve win rates

• Define and execute a long-term marketplace strategy aligned with Espresa’s overall product and business goals • Develop a clear point of view on assortment, curation, and merchandising that reflects Espresa’s wellness philosophy • Establish the marketplace as a differentiator for Espresa — something prospective clients see as evidence of platform quality and innovation • Source, negotiate, and manage strategic vendor relationships across wellness, retail, services, experiences, and more • Build a partner ecosystem where vendors see Espresa as a high-quality distribution channel that delivers meaningful engagement and revenue • Develop exclusive promotions, preferred partnerships, and long-term commercial agreements that create competitive advantage • Own marketplace revenue, margin, and contribution to overall company financial performance • Establish a clear path to sustainable fintech revenue, targeting approximately 10% gross margin over time • Define, track, and report on key performance metrics; continuously optimize economics across the partner and employee ecosystem • Partner with internal teams to drive automation across vendor onboarding, catalog management, fulfillment, reporting, and reconciliation • Ensure that operational complexity does not scale linearly with marketplace growth • Build processes, systems, and team structures that allow the marketplace to expand efficiently • Serve as the internal champion for marketplace priorities, influencing product investment decisions and roadmap • Align stakeholders across Product, Engineering, CS, Marketing, Sales, and Finance around marketplace goals • Build and lead a high-performing marketplace team, including a senior operational hire and existing operational staff

• Serve as the primary technical resource for enterprise customers. • Help administrators navigate our SaaS platform, diagnosing technical issues. • Act as a critical feedback loop between customers and our product and engineering teams. • Own technical resolution across support channels (email, phone, and chat). • Maintain high CSAT scores and contribute to the continuous improvement of our support systems and documentation. • Diagnose and resolve platform issues -- triaging configuration errors, integration failures, data discrepancies, and bugs. • Guide members and admins through platform features, configurations, and workflows. • Own escalated cases for enterprise and strategic accounts with urgency. • Maintain deep knowledge of the Espresa platform and contribute to internal documentation.

• Understand and track customer strategy and challenges; align Espresa’s Platform with their internal narrative and desired outcomes to maximize insights and value. • Build and maintain strong relationships with key stakeholders and administrators to drive satisfaction, loyalty, and long-term success. • Partner with the Implementation team during onboarding to ensure a smooth customer handoff, and independently lead customer-facing projects post-launch as needed to drive adoption and milestone achievement. • Define success criteria and provide tailored recommendations to drive platform adoption, engagement, and ROI. • Collaborate with Account Managers on account strategy to build cross-functional relationships, identify upsell opportunities, and support contract renewals. • Deliver training sessions and create resources to empower customer teams to maximize platform adoption and value; serve as a product advocate by surfacing customer feedback and use cases to internal teams to inform product direction. • Develop deep platform expertise to tailor solutions to customer needs, resolve inquiries effectively, and proactively identify product gaps or enhancement opportunities that impact customer outcomes. • Administer various aspects of the platform on behalf of customers throughout the customer journey, as necessary.

• Take ownership of establishing a structured strategic planning process for the CS team. • Work hand-in-hand with the peer Director of Customer Success to standardize processes, tools, and methodologies, ensuring a unified experience for all CSMs and customers. • Serve as the primary voice of the customer and admin with the Product team. • Build a deep understanding of how Espresa is configured and used. • Maintain a close feedback loop with Product on escalations, bugs, and systemic gaps. • Work across departments to solve key business challenges. • Develop expert-level knowledge of the Espresa platform. • Support CSMs on complex technical questions and configuration challenges. • Partner closely with the Head of Account Management to support a seamless commercial strategy. • Attract, hire, and mentor top talent.

• Lead onboarding and implementation processes, managing timelines and deliverables to meet customer objectives. • Define success criteria and provide tailored recommendations to drive platform adoption, engagement, and ROI. • Build and maintain strong relationships with key stakeholders and administrators to drive satisfaction, loyalty, and long-term success. • Collaborate with Sales, Account Management, and Customer Success Managers on account strategy to build cross-functional relationships and identify upsell opportunities. • Collaborate with Product Development and Enablement to prepare and deliver for discriminating and early-adopter customers. • Provide expertise tailoring a solution to customer needs and resolve inquiries effectively. • Deliver client training sessions on product features, workflows, and best practices while empowering customer teams to make program and technical decisions. • Understand and track customer strategy and challenges; align Espresa’s Platform with their internal narrative and desired outcomes to enable future insights and value. • Be a technical leader in the organization by sharing field experiences with customer-facing and internal peers. • Keep current on HR/benefits industry trends, developments, and best practices.

• Efficiently handle and resolve member inquiries and support tickets across various communication channels. • Take ownership of escalated support cases with urgency and professionalism. • Provide high-touch, personalized service for designated enterprise and strategic accounts. • Keep internal content accurate and up-to-date as per member and stakeholder requests and company requirements. • Deliver a “wow” experience in every interaction, ensuring members feel heard, valued, and supported. • Excel at de-escalating challenging situations with empathy, professionalism, and composure. • Serve as a supportive team player and empathizer within the team. • Analyze support trends, CSAT feedback, and member comments to identify friction points and opportunities.

• Help shape and execute Espresa’s channel strategy, with a focus on strategic consultant and broker relationships • Build and deepen relationships with benefits consultants, broker partners, and distribution channels to expand Espresa’s market presence and influence revenue opportunities • Develop strong connections with practice leaders, subject matter experts, and executive stakeholders within key consultant and broker firms • Partner closely with Sales, Marketing, Product, and Client Success teams to align go-to-market strategy and support successful channel-driven opportunities • Represent Espresa through consultant education sessions, capabilities presentations, industry conferences, and networking events both in person and virtually • Partner closely with the sales team to support consultant-influenced opportunities, strengthen pipeline development, and improve win rates

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Regional Vice President of Strategic Alliances plays a critical role in accelerating Espresa’s growth by expanding and activating our consultant and distribution partner ecosystem. This role focuses on building trusted relationships with employer benefit consultants and broker partners, influencing market awareness, and supporting revenue growth through the channel. - Help shape and execute Espresa’s channel strategy, with a focus on strategic consultant and broker relationships - Build and deepen relationships with benefits consultants, broker partners, and distribution channels to expand Espresa’s market presence and influence revenue opportunities - Develop strong connections with practice leaders, subject matter experts, and executive stakeholders within key consultant and broker firms - Partner closely with Sales, Marketing, Product, and Client Success teams to align go-to-market strategy and support successful channel-driven opportunities - Represent Espresa through consultant education sessions, capabilities presentations, industry conferences, and networking events both in person and virtually - Partner closely with the sales team to support consultant-influenced opportunities, strengthen pipeline development, and improve win rates This is an opportunity to become a key contributor within a rapidly growing company, with significant opportunities to expand scope and impact over time. Espresa is a pre-IPO company experiencing strong growth, and meaningful equity participation is part of the compensation package. Qualifications - 10+ years of experience in the employer benefits ecosystem, including benefits consulting or selling into the consultant/broker channel, with established relationships - Proven track record of influencing or driving revenue growth through consultant or broker relationships - Experience working with and navigating large employer organizations and complex benefits decision-making environments - BA or BS required; MBA or other advanced degree preferred (relevant experience may be considered in lieu of degree) - Ability to build credibility quickly and engage effectively with consultant leaders, partners, and senior decision-makers - Thrives in a fast-paced, entrepreneurial environment with the ability to operate independently and drive results Requirements - Deep benefits and wellbeing industry expertise, including established relationships with employer benefit consultants, brokers, and key industry stakeholders - Demonstrated business acumen and thought leadership, contributing insights that strengthen partner engagement and market positioning - Ability to build credibility quickly with consultant and broker leaders, serving as a trusted resource on market trends and Espresa’s platform vision - Strong presentation and communication skills, effectively articulating product strategy and value to diverse stakeholder audiences - Proven ability to operate independently, prioritize effectively, and manage multiple initiatives in a fast-moving environment - A collaborative mindset with a strong commitment to helping Espresa achieve and exceed growth objectives Benefits - Comprehensive benefits package competitive with Silicon Valley/Bay Area employers - Health insurance - Retirement plans - Lifestyle Spending Account - Generous PTO - More benefits Company Description Espresa is the only personal benefits platform that delivers a global and all-in-one experience for HR, people teams, and employees. With a core focus on Lifestyle Spending Accounts (LSAs) and a complimentary, modular suite of solutions focused on total wellbeing, recognition, and community, Espresa powers great places to work, while making heroes out of HR teams.

• Own renewal, retention, and expansion outcomes across a defined portfolio of customers. • Identify customer needs, designing commercial solutions, and driving long-term mutual success. • Strengthening executive relationships and supporting Annual Business Reviews. • Proactively manage client base like a business within the business. • Lead Client Value Plans and Mutual Success Plans to align internal execution with external commitments. • Build multi-threaded relationships across HR, Benefits, Finance, Procurement, and executive stakeholders. • Act as a strategic partner during Annual Business Reviews and executive conversations. • Identify risks early and implement mitigation strategies ahead of renewal cycles. • Drive proactive renewal strategy, including multiyear structure and pricing negotiations. • Maintain disciplined pipeline management in Salesforce from awareness through close.