Job Summary:
Pets Best is seeking a Director of Employee Benefits Distribution to lead the expansion of our employee benefits distribution channel. This role is responsible for developing and executing the go-to-market strategy across benefits brokers, consultants, employers, enrollment firms, and benefits technology partners; as well as informing the product, marketing and technology strategies for this distribution channel.
Reporting to the SVP of Business Development, the Director will drive revenue growth, expand market presence, and establish Pets Best as a leading pet insurance solution within employer-sponsored voluntary benefits programs. This leader will be accountable for building and managing key industry relationships, identifying and securing new distribution opportunities, and collaborating cross-functionally to deliver exceptional partner and customer experiences.
This role operates at both a strategic and operational level—setting channel direction, influencing executive stakeholders, and building scalable frameworks—while also ensuring strong execution through a high-performing team. The Director will serve as the internal and external face of the Employee Benefits channel, representing the business in executive forums, industry relationships, and key strategic initiatives.
Job Location: Remote – USA
Main Responsibilities:
Distribution & Strategy Growth
- Develop and execute the national employee benefits distribution strategy to drive new business growth and increase employer adoption of Pets Best pet insurance.
- Identify, prioritize, and secure new distribution partnerships across: benefits brokerage firms and consultants; and benefits administration platforms and HR technology providers
- Create annual growth plans, sales forecasts, and business objectives aligned with company goals.
- Monitor market trends, competitive activity, and emerging opportunities within the voluntary benefits landscape.
Partner Management & Performance
- Owns performance outcomes of the Employee Benefits channel including new business growth, participation, sales, and partner ROI and retention
- Lead business development efforts from prospecting through contract negotiation and implementation.
- Lead development of executive-level relationships and joint business plans and growth strategies with key strategic partners and industry stakeholders.
- Drive partner engagement and performance through meetings, presentations, educational programs, and industry events.
Sales Leadership
- Manage and develop a team of business development professionals responsible for employee benefits distribution.
- Establish performance metrics, sales goals, and accountability measures.
- Coach team members on consultative selling, relationship management, and strategic account growth.
- Partner with sales operations and marketing teams to optimize pipeline management and conversion rates.
Cross-Functional Go-to-Market Execution
- Collaborate with Marketing to develop broker-focused campaigns, educational content, and sales enablement resources.
- Partner with Client Success teams to ensure successful implementation and ongoing support of distribution partners.
- Lead strategic initiatives to streamline processes and improve channel productivity.
- Partner with product to inform channel-specific product needs
- Work with Finance and Analytics to ensure profitable growth, performance insights and partnership commission structures.
Industry Leadership
- Represent Pets Best at industry conferences, broker meetings, and employee benefits events.
- Build Pets Best's reputation as an innovative and valued voluntary benefits provider.
- Maintain expertise in benefits market trends, enrollment strategies, and voluntary benefit offerings.
Basic Qualifications:
- 10+ years of experience in employee benefits, voluntary benefits, insurance distribution, or related fields.
- 5+ years of leadership experience managing sales, business development, or distribution teams.
- Proven success developing and growing national broker, consultant, or employer distribution channels.
- Demonstrated experience negotiating and managing strategic partnerships at an executive level.
- Strong understanding of employee benefits ecosystems, technology platforms, payroll billing and broker distribution models.
- Experience in strategic planning and execution, financial acumen and forecasting
- Ability to operate comfortably in a fast‑paced, growth‑oriented environment with evolving priorities.
Preferred Qualifications:
- Experience working with voluntary benefits carriers, employee benefits brokers, enrollment firms, or benefit technology organizations.
- Existing relationships with national benefits brokerage firms and benefit technology organizations
- Knowledge of pet insurance, supplemental health, voluntary benefits, or affinity-based insurance products.
- Experience scaling new distribution channels and building go-to-market strategies.
- Strategic thinker who is also willing to roll up their sleeves to execute.
- Collaborative leader with a balance of empathy, accountability, and decisiveness.
Compensation:
National base pay range: $134,827 - $192,610 per year. This is the range we reasonably expect to pay at hire. Placement within the range depends on job-related factors such as experience, skills, and certifications. This position is eligible for an annual bonus. Base pay is one part of a total rewards package that includes the benefits listed below.
#LI-Remote
All of our jobs come with great benefits including healthcare, parental leave and opportunities for career advancements. Some offerings are dependent upon the location of where you work and can include the following:
Comprehensive full medical, dental and vision Insurance
Basic Life Insurance at no cost to the employee
Company paid short-term and long-term disability
12 weeks of 100% paid Parental Leave
Health Savings Account (HSA)
Flexible Spending Accounts (FSA)
Retirement savings plan
Personal Paid Time Off
Paid holidays and company-wide Wellness Day off
Paid time off to volunteer at nonprofit organizations
Pet friendly office environment
Commuter Benefits
Group Pet Insurance
On the job training and skills development
Employee Assistance Program (EAP)
