Director of Business Development & Employee Benefits

As our Director of Business Development & Employee Benefits, you’ll lead our growth within the employer, broker, voluntary benefits, animal shelter, and strategic partnership channels.

In this role, you will expand our market presence, deepen broker partnerships, and drive the retention and adoption of our pet insurance products as a core part of competitive employee benefit packages. A key focus will be growing our current animal shelter partnerships, building a pipeline of new employer clients through the corporate donors who support those shelters, and leading a direct-to-corporate approach to generate business and leads.

You will oversee the full sales cycle, create go-to-market strategies, and build long-term relationships that position Fetch as the preferred pet insurance partner for employers, brokers, shelters, and strategic partners of all sizes.

Key Responsibilities

• Drive premium growth through strategic sales and business development initiatives
• Develop and execute channel business plans, targets, and sales strategies aligned with company goals via brokers, direct, shelter, and other employee benefits channels
• Lead and execute the business development strategy across our current and prospective animal shelter partnerships
• Build a lead generation program that uses shelter corporate donor networks to identify, engage, and convert new employer clients
• Lead a direct-to-corporate sales approach, prospecting and engaging HR, benefits, and executive leaders at target employers to generate new business and leads
• Build target account lists and outreach campaigns for direct-to-corporate prospects, in coordination with Marketing
• Balance direct, broker, and shelter channels so that leads are routed and partnered appropriately
• Partner with shelter leadership to introduce Fetch to their corporate donors and community partners as an employee benefit offering
• Design, develop, and expand employee benefit offerings within the shelter channel to drive engagement and adoption
• Cultivate and maintain strategic relationships with key animal shelter stakeholders, corporate donors, and corporate partners to position Fetch as the preferred pet insurance provider
• Spearhead new partnership launches with leading voluntary benefits brokers, consultants, and employer groups
• Build and strengthen market presence through regular broker engagement, events, and networking
• Expand existing partnerships into new territories and within broader broker networks
• Track all partner, donor-lead, and direct-to-corporate activity, including contacts, communications, revenue potential, and updates
• Continuously improve business development, partner management, and onboarding processes
• Respond to RFIs and RFPs in a timely and professional manner
• Travel as needed to meet with partners, shelters, corporate donors, and prospective employers, attend conferences, and lead client pitches
• Positively represent Fetch in external meetings, seminars, trade shows, and networking events, including nationwide networking events and yearly EB conventions
• Work closely with Account Managers to onboard and manage day-to-day client relationships, forging a long-term retention strategy
• Conduct broker education, product training, marketing materials, and account integrations
• Monitor industry trends, competitor offerings, and regulatory compliance within voluntary benefits and pet insurance
• Collaborate with Marketing/Creative to develop employer-ready sales collateral, campaigns, shelter and donor outreach materials, and broker enablement tools