Job DescriptionAs a Strategic Account Executive, you will own and execute a territory strategy focused on acquiring and expanding enterprise partnerships. You will operate as a trusted advisor to senior leaders across HR, Benefits, Finance, and IT-aligning Care.com's solutions to broader organizational priorities such as talent retention, workforce productivity, and employee experience.
This role requires a consultative, outcomes-driven seller who can navigate complex buying groups, shape demand, and drive high-value, multi-stakeholder deals from inception through close.
- 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
Qualifications- 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
Additional InformationAvailable in more than 20 countries, Care.com is the world's leading platform for finding and managing high-quality family care. Since 2007, families have relied on Care.com's industry-leading products-from child and elder care to pet care and home care.
Salary Range: $115,000 - $140,000. The range listed is just one component of Care.com's total compensation package. 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.
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