EBG
Director, Account Management - Voluntary Benefits
EBG powers a proprietary suite of e-commerce platforms and technology solutions to deliver exclusive deals and special offers from the world's top brands and experiences. Specializing in live entertainment, travel, retail products and services, EBG operates a network of employee and membership-based marketplaces with a reach exceeding 100 million users. EBG owns the nation’s most comprehensive employee savings program, serving over 40,000 corporate clients through its B2B2C platforms TicketsatWork, Plum Benefits, Working Advantage, and Beneplace and offers additional value through its loyalty program, FunLife Rewards. Undercover Tourist®, a prominent online travel site, is owned by EBG. EBG team members support the commitment to connecting people to exceptional experiences.
Job Description Core Responsibilities Sales Leadership & Quota Management
Lead quota-bearing account management team responsible for retention revenue and organic growth targets
Develop and track individual and team sales pipelines, forecasting, and quota attainment
Coach account managers on consultative selling, cross-selling strategies, and closing techniques
Drive accountability through regular pipeline reviews, performance metrics, and strategic account planning
Design compensation strategies and incentive structures aligned with retention and expansion goals
Revenue Growth & Client Expansion
Own portfolio revenue targets and organic growth objectives across existing client base
Identify and execute cross-sell and up-sell opportunities within Fortune 1000 accounts
Lead strategic business reviews that uncover expansion opportunities and strengthen client partnerships
Negotiate contract renewals and expansion agreements that maximize revenue and margin
Partner with New Business team to ensure seamless handoffs and account growth post-sale
Account Management Excellence
Build and mentor high-performing account managers who balance service delivery with sales responsibility
Establish best practices for strategic account planning, relationship mapping, and stakeholder engagement
Personally manage top-tier accounts and complex negotiations requiring senior-level expertise
Champion client needs internally while maintaining focus on profitability and business objectives
Monitor client health metrics, persistency rates, and participation to proactively address retention risks
Market Intelligence & Collaboration
Provide competitive insights and market trends to inform product strategy and pricing decisions
Lead cross-functional collaboration with Implementation, Enrollment, Carrier Relations, and Operations
Represent client voice in strategic planning and contribute to business unit revenue planning
Drive initiatives that improve sales effectiveness, client experience, and operational efficiency
Qualifications
Bachelor's degree or an equivalent combination of education and relevant experience
8+ years in voluntary benefits brokerage, with proven track record of quota attainment
5+ years leading quota-bearing account management or sales teams
Deep expertise in voluntary benefits products, market dynamics, and competitive landscape
Demonstrated success managing complex, multi-product Fortune 1000 client relationships
Experience coaching teams in consultative sales methodologies and revenue growth strategies
Proven ability to develop, forecast, and manage sales pipelines to achieve revenue targets
Strong negotiation skills with experience structuring complex, multi-year agreements
Track record of building and retaining high-performing, revenue-generating teams
Analytical mindset with ability to use metrics and CRM data to drive performance
Executive presence and ability to engage C-suite and HR leadership at client organizations
Active insurance licenses (or ability to obtain) as required by operating states
Proficiency with CRM systems, sales forecasting tools, and performance dashboards
Travel: 20–40% including overnight stays for client meetings and team development
Additional Information
Medical, Dental & Vision
401k Match
Short Term Disability, Long Term Disability (Company Paid)
Basic Life and AD&DD (Company Paid)
Additional Voluntary Benefits
Flexible Work Arrangements
3 Weeks of PTO + 5 Personal Days
Paid Holiday Break from Christmas to New Year
Paid Holidays
Fitness Benefit
Annual Day of Giving
Company Bonus Program
Share in the FUN! EBG gives $1,000 per year in Tickets-At-Work gift cards to full-time employees to experience and enjoy our signature savings marketplace!
Seniority level
Director
Employment type
Full-time
Job function
Insurance
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Job Description Core Responsibilities Sales Leadership & Quota Management
Lead quota-bearing account management team responsible for retention revenue and organic growth targets
Develop and track individual and team sales pipelines, forecasting, and quota attainment
Coach account managers on consultative selling, cross-selling strategies, and closing techniques
Drive accountability through regular pipeline reviews, performance metrics, and strategic account planning
Design compensation strategies and incentive structures aligned with retention and expansion goals
Revenue Growth & Client Expansion
Own portfolio revenue targets and organic growth objectives across existing client base
Identify and execute cross-sell and up-sell opportunities within Fortune 1000 accounts
Lead strategic business reviews that uncover expansion opportunities and strengthen client partnerships
Negotiate contract renewals and expansion agreements that maximize revenue and margin
Partner with New Business team to ensure seamless handoffs and account growth post-sale
Account Management Excellence
Build and mentor high-performing account managers who balance service delivery with sales responsibility
Establish best practices for strategic account planning, relationship mapping, and stakeholder engagement
Personally manage top-tier accounts and complex negotiations requiring senior-level expertise
Champion client needs internally while maintaining focus on profitability and business objectives
Monitor client health metrics, persistency rates, and participation to proactively address retention risks
Market Intelligence & Collaboration
Provide competitive insights and market trends to inform product strategy and pricing decisions
Lead cross-functional collaboration with Implementation, Enrollment, Carrier Relations, and Operations
Represent client voice in strategic planning and contribute to business unit revenue planning
Drive initiatives that improve sales effectiveness, client experience, and operational efficiency
Qualifications
Bachelor's degree or an equivalent combination of education and relevant experience
8+ years in voluntary benefits brokerage, with proven track record of quota attainment
5+ years leading quota-bearing account management or sales teams
Deep expertise in voluntary benefits products, market dynamics, and competitive landscape
Demonstrated success managing complex, multi-product Fortune 1000 client relationships
Experience coaching teams in consultative sales methodologies and revenue growth strategies
Proven ability to develop, forecast, and manage sales pipelines to achieve revenue targets
Strong negotiation skills with experience structuring complex, multi-year agreements
Track record of building and retaining high-performing, revenue-generating teams
Analytical mindset with ability to use metrics and CRM data to drive performance
Executive presence and ability to engage C-suite and HR leadership at client organizations
Active insurance licenses (or ability to obtain) as required by operating states
Proficiency with CRM systems, sales forecasting tools, and performance dashboards
Travel: 20–40% including overnight stays for client meetings and team development
Additional Information
Medical, Dental & Vision
401k Match
Short Term Disability, Long Term Disability (Company Paid)
Basic Life and AD&DD (Company Paid)
Additional Voluntary Benefits
Flexible Work Arrangements
3 Weeks of PTO + 5 Personal Days
Paid Holiday Break from Christmas to New Year
Paid Holidays
Fitness Benefit
Annual Day of Giving
Company Bonus Program
Share in the FUN! EBG gives $1,000 per year in Tickets-At-Work gift cards to full-time employees to experience and enjoy our signature savings marketplace!
Seniority level
Director
Employment type
Full-time
Job function
Insurance
#J-18808-Ljbffr