DescriptionEmpathy 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. The Insurance & Wealth Solutions Team at Empathy drives enterprise sales, by partnering with life insurance carriers, wealth managers, retirement organizations, financial advisory groups, and other financial institutions to deliver Empathy's innovative support solutions. We work closely with our partners, helping them reimagine how they serve their customers, creating transformative solutions that align with empathy and care. The team is composed of dynamic business development leaders with diverse experience and expertise, united by a shared passion for achieving ambitious goals, driving our mission forward, and delivering exceptional results. Together, we are dedicated to making a meaningful impact, fostering innovation, and setting new standards of success in the industry. We are seeking Strategic Account Executives based in NYC. In this role you will - Cultivate and oversee a dynamic sales pipeline within the Insurance and Wealth sector. - Formulate strategic deal models and cultivate substantial, intricate partnerships. - Identify and capitalize on new business prospects, driving revenue and fostering sustainable financial growth. - Engage and influence senior leadership at major financial institutions, bringing a confident and credible executive presence to every interaction. - Lead negotiations throughout the sales process to secure favorable terms and agreements for multi-year contracts. - Foster connections with industry experts for strategic collaborations and business expansion. - Collaborate closely with Product and Marketing teams to develop holistic solutions. - Tag team with other Insurance and Wealth department members at industry events and joint deals. Requirements - 5+ years of successful sales experience within a SaaS organization, preferably selling into financial or insurance institutions. - 3+ years of experience in hands-on business development work, from value creation to contract negotiation, funnel creation, and opportunity management. - Familiarity and experience applying and running a MEDDIC or MEDDPIC sales methodology - Ability to confidently present to — and build trust with — C-level executives at Fortune 500 firms, with the presence and polish to influence strategic decision-making at the highest levels. - Demonstrated success in navigating complex, enterprise-level sales cycles involving multiple stakeholders, and averaging high six-figure ACV agreements. - Proven track record of surpassing quotas in high-growth sales environments. - Profound understanding of U.S. Insurance and Wealth products/services and claims decision-making processes. - Willingness to travel across the U.S. (approximately 35% travel). Preferred : - Experience working with Insurance and Wealth organizations - Strong understanding of Insurance and Wealth agents’ needs and pain points - Familiarity with platforms such as Salesforce and Gmail. The salary for this position is approximately $160,000 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. 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!

• Own and manage the entire sales process from initial outreach to close • Develop tailored strategies for high-value enterprise prospects • Conduct deep discovery to understand workflows, pain points, and success metrics • Deliver high-impact demos and business cases in partnership with Integrations Engineers • Drive pipeline through outbound prospecting, cold email, LinkedIn, events, and referrals • Leverage tools like Clay, Apollo, and HubSpot to run smart, scalable campaigns • Identify and engage multiple stakeholders across freight brokerages, 3PLs, and enterprise logistics orgs • Work closely with prospects to scope AI integrations and workflows • Collaborate with Product and Engineering to translate needs into capabilities • Guide prospects through pilots, proof-of-concepts, and value validation • Maintain accurate pipeline reporting and forecasts • Share customer insights to shape roadmap and GTM strategy • Help build sales playbooks, collateral, and best practices as we scale

• Own outbound prospecting, pipeline creation, and closing across mid-market and enterprise accounts • Drive the full SaaS sales cycle: discovery, qualification, product demos, business case development, negotiation, and close • Sell a consultative, platform-based solution focused on recurring revenue and long-term customer value • Evangelize the GEO category, helping marketing and growth leaders understand how AI is reshaping brand visibility • Translate complex AI and search concepts into clear, ROI-driven value propositions • Partner with Sales Engineering, Marketing, and Customer Success to ensure smooth onboarding, retention, and expansion • Build and manage a pipeline that consistently exceeds quota targets • Bring customer feedback and market insights back to Product and GTM teams to shape roadmap and positioning • Represent the company in client meetings, virtual events, and industry conversations

Role Description As a Market Development Executive, you will be responsible for selling Insight’s Infrastructure technology and services to clients across various industries. We will count on you to partner closely with Go to Market Account Executives and Infrastructure Solution line leaders, aligning with client growth strategies and top business initiatives. - Develop and execute sales strategies to solve client’s business initiatives related to modernizing infrastructure, securing the enterprise, and optimizing costs related to IT infrastructure. - Develop and execute sales strategies to achieve revenue targets in the Infrastructure Solutions Line. Responsible for sales forecasting and Salesforce progression through closure. - Build and maintain relationships with key decision-makers at client organizations. Director through CxO is a requirement. - Build and maintain relationships with key OEM partners to drive account planning and territory growth. - Be AmbITious: This opportunity is not just about what you do today but also about where you can go tomorrow. When you bring your hunger, heart, and harmony to Insight, your potential will be met with continuous opportunities to upskill, earn promotions, and elevate your career. Qualifications - Bachelor's degree in business, marketing, or related field - Minimum of 10 years of experience in field sales in infrastructure sales modernizing infrastructure in data center, edge, and cloud. - Proven track record of meeting or exceeding sales targets - Strong communication, presentation, and interpersonal skills Benefits - Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year. - Access to 11 thriving and diverse Teammate Resource Groups But what really sets us apart are our core values of Hunger, Heart, and Harmony, which guide everything we do, from building relationships with teammates, partners, and clients to making a positive impact in our communities. Company Description Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, or any other characteristic protected by law. When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process. At Insight, we celebrate diversity of skills and experience, so even if you don’t feel like your skills are a perfect match—we still want to hear from you! Insight does not accept unsolicited resumes from recruiters or employment agencies. Unsolicited resumes will be treated as direct applications from the candidate, and recruiters or agencies who submit candidates for this position without a prior, written vendor agreement will not be eligible for any form of compensation, even if the candidate is hired.