Senior Director, Strategic Partnerships - National Accounts

A Little More About The role:

The Senior Director of Strategic Partnerships, National Accounts is a senior individual contributor responsible for building and expanding Gravie's relationships with national and large regional broker accounts. This role owns the National Accounts broker strategy; identifying, recruiting, and deepening partnerships with the broker firms and distribution channels that drive the most volume and influence in our target markets. This is a partner engagement and activation role, designed to increase both the breadth (number of producers and offices writing Gravie business) and depth (lives sold per firm) of our national broker partnerships. This role requires frequent travel (up to 50%), including multi-day domestic trips and overnight stays.

The ideal candidate brings deep credibility and an established network in the national broker and benefits consultant community, with a proven ability to translate those relationships into measurable revenue. This is a high-visibility role that operates at the intersection of sales strategy, partner enablement, and market development.

Key Responsibilities:

National Broker Relationship Management

• Own and manage Gravie's national broker account relationships, serving as the primary point of contact for key national and large regional distribution partners.
• Develop and execute national account plans that drive awareness, engagement, and revenue growth across Gravie's Level-Funded (Comfort) and ICHRA product lines.
• Build executive-level relationships with decision-makers at national brokerage firms, benefits consultants, and general agencies.
• Lead joint business planning with top-tier national partners, setting shared growth targets, tracking performance, and driving activation.
• Identify and recruit new national broker and consultant partners to expand Gravie's distribution reach and market penetration.

Revenue Growth & Pipeline Development

• Achieve or exceed annual channel-sourced enrolled employees targets driven through national broker accounts.
• Drive a consistent pipeline of qualified opportunities through national broker partners, supporting field sales conversion.
• Develop and maintain a clear view of partner performance metrics, pipeline contribution, and revenue attribution.
• Proactively identify whitespace within existing national accounts to grow share of wallet and expand product adoption.
• Coordinate with field Sales Executives and VPs to ensure channel-sourced opportunities are well-supported and progress efficiently through the sales cycle.
• Accountability for development, refinement and management of broker incentify program and strategic broker advisory board
• Review and refine existing partnership deals and establish new deal structures to incentivize new business growth and client retention.

Partner Enablement & Education

• Develop and deliver broker education programs, positioning Gravie's Level-Funded and ICHRA solutions effectively with national account teams.
• Create and maintain compelling partner-facing materials, presentations, and sales tools in collaboration with Marketing.
• Represent Gravie at national industry events, broker summits, and conferences to elevate brand awareness and deepen relationships.
• Lead national webinars and executive briefings to accelerate ICHRA and level-funded adoption within the broker community.
• Monitor regulatory changes, market trends, and competitor activity — translating insights into actionable enablement content.

Cross-Functional Collaboration

• Partner with SVP, Sales to evolve the national broker strategy and shape Gravie's broader channel go-to-market approach.
• Serve as the voice of national broker partners internally — advocating for partner needs and ensuring feedback informs product, pricing, and process decisions.
• Collaborate with Product, Marketing, Operations, and Underwriting to ensure national accounts are well-supported across the client lifecycle.
• Provide structured market intelligence on national broker dynamics, competitive positioning, and employer trends to inform Gravie's strategic planning.

You bring:

• 8–12+ years of experience in health insurance, employee benefits, or a related industry.
• 5+ years in a national broker-facing, channel partnerships, or strategic sales role — with a demonstrated track record of growing revenue through national and large regional broker relationships.
• Ability to travel up to 50% as role requires frequent travel
• An established, trusted network of relationships with national and/or regional brokerage firms and benefits consultants.
• Deep 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 a plus.
• Exceptional consultative selling, relationship management, and executive communication skills.
• Entrepreneurial mindset with the ability to operate independently, prioritize effectively, and drive results in a fast-growing organization.
• Comfortable with CRM tools, pipeline reporting, and data-driven performance management.

Gravie:

In order to create a more equitable and sustainable future for employer-sponsored health insurance, we need talented people doing amazing work. In exchange, we offer a great overall employee experience with opportunities for career growth, meaningful mission-driven work, and an above average total rewards package.

The OTE range for this position is $165,000 - $220,000 with a 65/35 split. Numerous factors including, but not limited to, education, skills, work experience, certifications, etc. will be considered when determining compensation. Stock options may also be awarded as part of the compensation package.

Our unique benefits program is the gravy, i.e., the special sauce that sets our compensation package apart. In addition to standard health and wellness benefits, Gravie’s package includes alternative medicine coverage, generous PTO, up to 16 weeks paid parental leave, paid holidays, a 401k program, transportation perks, education reimbursement, and paid paw-ternity leave.