3+ years of B2B consultative sales experience in employee benefits, PEO, or payroll services.
Active Life & Health Insurance license required.
Proven track record of meeting or exceeding sales quotas.
Familiarity with payroll integrations, HRIS, or benefits administration technology platforms.
Exceptional negotiation, presentation, and interpersonal skills.
Responsibilities
Prospect, pitch, and close new employee benefits business to meet revenue targets.
Partner with Payroll Account Executives to identify upsell opportunities.
Conduct discovery meetings with HR leaders to evaluate benefit structures.
Collaborate with underwriting partners to build tailored benefit packages.
Ensure smooth onboarding for new accounts with implementation teams.
Stay updated on industry trends and compliance regulations.
Perform other related duties as assigned.
Benefits
Remote flexibility to work from anywhere in the U.S.
Competitive compensation with base salary, uncapped commission, and stock options.
Comprehensive benefits including 4 weeks PTO, paid holidays, and medical/dental/vision coverage.
Short- and long-term disability, life insurance, and fertility benefits.
Parental leave and a 401(k) with company match.
Growth culture focused on employee development and career advancement.
Full Job Description
The Role
As a Benefits Consultant, you will drive new revenue by identifying, prospecting, and closing sales of comprehensive employee benefit plans (medical, dental, vision, 401(k), voluntary benefits) to small and mid-sized business (SMB) clients. Leveraging our core payroll platform, you will serve as a trusted advisor, helping business leaders design competitive, cost-effective benefit strategies that attract and retain top talent.
What You'll Do
Prospect, pitch, and close new employee benefits business to meet or exceed monthly and quarterly revenue targets.
Partner with internal Payroll Account Executives to identify upsell opportunities within the existing payroll client base (30,000+ businesses).
Conduct deep-dive discovery meetings with HR leaders and business owners to evaluate current benefit structures and present tailored, competitive solutions.
Collaborate with underwriting partners and insurance carriers to build tailored benefit packages.
Ensure smooth onboarding for new accounts by working alongside the client implementation and account management teams.
Stay ahead of industry trends, state/federal compliance regulations (e.g., ACA, ERISA), and competitive dynamics to position our platform effectively.
Perform other related duties as assigned.
What You Bring
Exceptional negotiation, presentation, and interpersonal skills, attention to detail, strong problem-solving capabilities, and clear written/verbal communication skills.
Adaptable and comfortable operating in a fast-paced, startup-like environment.
Team-oriented, resilient, proactive and solutions-focused.
Customer-service mindset: clear communication, patience, and professionalism when working with stakeholders.
Ability to manage multiple requests and prioritize effectively.
Must be highly organized, dependable and self-disciplined with a strong work ethic.
Education and Experience
3+ years of successful B2B consultative sales experience in employee benefits brokerage, PEO, or payroll services.
Active Life & Health Insurance license required.
Proven history of meeting or exceeding sales quotas and managing a multi-stage sales pipeline.
Familiarity with payroll integrations, HRIS, or benefits administration technology platforms.
Why OnPay?
Momentum that matters: We're backed by over $100MM in new funding and scaling rapidly.
Market-leading product: OnPay consistently ranks among the highest-rated payroll solutions, earning top marks for usability, customer satisfaction, and support.
Lead engine that delivers: Our marketing and partner network drives thousands of qualified leads monthly - you'll always have warm opportunities to close.
Remote flexibility: Work from anywhere in the U.S., or join our collaborative HQ team in Atlanta's Ponce City Market if you reside in the Atlanta metro area.
Competitive compensation: Base salary + uncapped commission + stock options = real upside for high performers.
Comprehensive benefits: 4 weeks PTO + paid holidays, Medical/Dental/Vision, Short- & Long-Term Disability, Life Insurance, Fertility Benefits, Parental Leave, and a 401(k) with company match.
Growth culture: Join a team with deep payroll expertise, modern SaaS momentum, and a genuine commitment to helping employees grow their careers.
Client-first ethos: OnPay is built on a culture of transparency and service - from our transparent pricing to our commitment to making small business simpler.
Location & Compensation
Remote (U.S.) | Atlanta HQ Optional
Compensation includes uncapped commission (OTE $120k - $140k). Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.
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