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

The Director of Account Management and Implementation Services is responsible for driving client retention and growth by leading a high-performing team and fostering strategic relationships with top clients. This role ensures exceptional consultative support and collaboration across EBG stakeholders.

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

EBG offers outstanding benefit options that fit our employee's lifestyles including:

• Medical, Dental & Vision
• 401k Match
• Short Term Disability, Long Term Disability (Company Paid)
• Basic Life and AD&D (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 $1000 per year in Tickets-At-Work gift cards to full-time employees to experience and enjoy our signature savings marketplace!