Director, Business Development & Employee Benefits

As Director of Business Development & Employee Benefits, you will lead Fetch's growth within the employer, broker, voluntary benefits, animal shelter, and strategic partnership channels, expanding market presence, deepening broker partnerships, and driving retention and adoption of pet insurance products as part of employee benefit packages. You will oversee the full sales cycle, create go-to-market strategies, and build long-term relationships with employers, brokers, shelters, and strategic partners.

Responsibilities

Drive premium growth through strategic sales and business development initiatives; Develop and execute channel business plans, targets, and sales strategies via brokers, direct, shelter, and other employee benefits channels; Lead and execute the business development strategy across animal shelter partnerships; Build a lead generation program that uses shelter corporate donor networks to identify, engage, and convert new employer clients; Lead a direct-to-corporate sales approach targeting HR, benefits, and executive leaders; Build target account lists and outreach campaigns in coordination with Marketing; Balance direct, broker, and shelter channels; Partner with shelter leadership to introduce Fetch to corporate donors as an employee benefit offering; Design and expand employee benefit offerings within the shelter channel; Cultivate strategic relationships with shelter stakeholders, corporate donors, and corporate partners; Spearhead new partnership launches with voluntary benefits brokers, consultants, and employer groups; Build market presence through broker engagement, events, and networking; Expand existing partnerships into new territories and broader broker networks; Track partner, donor-lead, and direct-to-corporate activity; Continuously improve business development, partner management, and onboarding processes; Respond to RFIs and RFPs; Travel as needed to meet partners, shelters, donors, and employers, attend conferences, and lead client pitches; Represent Fetch at external meetings, seminars, trade shows, and networking events, including yearly EB conventions; Work with Account Managers on onboarding and retention strategy; Conduct broker education, product training, marketing materials, and account integrations; Monitor industry trends, competitor offerings, and regulatory compliance; Collaborate with Marketing/Creative on sales collateral, campaigns, and broker enablement tools

Requirements

7+ years of voluntary benefits, employee benefits, or ancillary insurance sales experience; Active Property & Casualty (P&C) license required; Proven success selling directly to employers, including HR and benefits decision-makers, in addition to broker-led sales; Deep understanding of the employee benefits landscape, VB enrollment processes, HR benefits decision cycles, and broker distribution dynamics; Proven track record of driving revenue through distribution partnerships for voluntary employee benefit products; Experience managing large national or regional voluntary benefits and worksite brokers; Ability to analyze data and use insights to inform sales strategy; Excellent communication, leadership, and relationship-building skills; Excellent verbal, written, and presentation skills; Self-motivated and effective working in a fully remote environment; Bachelor's degree in business, marketing, or related field (or equivalent experience); Willingness to travel as needed

Nice to have

Pet insurance experience; Established relationships with key benefit brokerages and consultants; Experience with nonprofit, animal welfare, or donor-based partnerships

Benefits

Comprehensive medical, dental, and vision plan; Health Savings Accounts (HSAs) and Flexible Spending Accounts (FSAs); Highly competitive 401(k) matching; 20-day PTO policy with rollover options, up to 30 days with anniversary accrual; 9 paid company holidays, including 1 floating holiday; Fetch Pet Insurance discount up to 50% off, up to $1,000 savings/year; Educational Assistance Program; Fetch Discount Perks Program; Volunteering up to 8 hours per calendar year; NYC office amenities including free lunch and pet-friendly environment; Employee Referral Incentive; Tuition Assistance; Commuter Benefits; Employee Assistance Program (EAP); Eligibility for the Company's bonus plan(s)