Note: The job is a remote job and is open to candidates in USA. Care.com is a mission-driven technology company solving one of life’s most universal challenges: finding and managing quality care. As a Strategic Account Executive, you will own and execute a territory strategy focused on acquiring and expanding enterprise partnerships while engaging with senior leaders to align solutions with organizational priorities.
Responsibilities
- Own Territory Strategy: Develop and execute a targeted go-to-market plan across key industries and accounts, prioritizing opportunities based on strategic fit and revenue potential
- Drive Enterprise Pipeline Creation: Build and sustain a robust pipeline through strategic prospecting, executive outreach, and benefits-focused partner channels (e.g., brokers, consultants)
- Lead Complex Sales Cycles: Manage long, multi-threaded sales motions across HR, Total Rewards, Benefits, Finance, and IT stakeholders
- Sell Business Outcomes: Position Care for Business as a strategic benefit tied to retention, productivity, and employee well-being
- Engage Executive Stakeholders: Build credibility with CHROs, Heads of Benefits, and C-suite leaders, influencing decision-making and prioritization
- Navigate the Benefits Ecosystem: Effectively work within broker and consultant relationships (e.g., Mercer, WTW, Aon) to source, influence, and close opportunities
- Structure & Close Strategic Deals: Negotiate high-value agreements with a focus on long-term partnerships and expansion
- Leverage Market Insight: Maintain a strong point of view on benefits trends, competitive landscape, and employer needs
- Collaborate Cross-Functionally: Partner with Marketing, Customer Success, Product, and Leadership to drive deal success and client outcomes
- Own Forecasting & Performance: Maintain accurate pipeline visibility, forecast reliably, and continuously optimize sales performance
Skills
- 7–10+ years of B2B sales experience, with a strong track record in enterprise or strategic sales
- Direct experience selling employer-sponsored benefits solutions (e.g., family care, mental health, wellness, HR tech, insurance, or adjacent categories)
- Proven success closing complex, high-value deals and consistently exceeding quota
- Experience building pipeline from scratch and executing within a defined territory or vertical
- Strong understanding of the benefits buying process, including annual enrollment cycles and budget timing
- Experience working with and selling through benefits brokers and consultants (e.g., Mercer, Aon, WTW, Lockton)
- Ability to engage and influence HR, Total Rewards, and executive stakeholders, including CHRO-level conversations
- Strong business acumen with the ability to build and communicate ROI-driven value propositions
- Expertise in managing long, consultative sales cycles (6–12+ months)
- Exceptional communication, executive presence, and presentation skills
- Highly organized, process-driven, and proficient with CRM tools
- High integrity and a collaborative mindset
Benefits
- Other rewards may include annual bonuses and short- and long-term incentives.
- Benefits include health insurance, life and disability insurance, a generous 401K employer match, paid holidays, and PTO.
Company Overview
Company H1B Sponsorship