Director, Business Development & Employee Benefits

About Fetch At Fetch, we’re dedicated to helping pets live their healthiest and happiest lives. Our comprehensive insurance coverage is designed with modern pet parents in mind, and we’re proud to support the veterinary, shelter, and breeder communities. We believe in ensuring pets receive the best care possible and are committed to making that vision a reality every day. Fetch is a high-growth Warburg Pincus portfolio company with an expanding team of over 350 pet-loving employees working together to shape the future of pet health and wellness. About the Industry The pet insurance industry is more important than ever, offering peace of mind and financial protection for pet owners. The sector is expanding quickly, fueled by growing awareness of the need for accessible, high-quality veterinary care. With advances in veterinary medicine, pets now have access to the most effective treatments available, making pet insurance an essential component of modern pet care. About the Role 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 Your Skills & Experience 7+ years of voluntary benefits, employee benefits, or ancillary insurance sales experience; pet insurance experience is a strong plus Active Property & Casualty (P&C) license required Established relationships with key benefit brokerages and consultants preferred Proven success selling directly to employers, including HR and benefits decision-makers, in addition to broker-led sales Experience with nonprofit, animal welfare, or donor-based partnerships is a plus Deep understanding of the employee benefits landscape, VB enrollment processes, HR benefits decision cycles, and broker distribution dynamics Proven track record of driving revenue through distribution partnerships for voluntary employee benefit products Experience managing large national or regional voluntary benefits and worksite brokers Ability to analyze data and use insights to inform sales strategy Excellent communication, leadership, and relationship-building skills Excellent verbal, written, and presentation skills Self-motivated and effective working in a fully remote environment Bachelor’s degree in business, marketing, or related field (or equivalent experience) Willingness to travel as needed Why Join Fetch Be part of a mission-driven company that values creativity, innovation, transparency, and collaboration Enjoy working from our FiDi Manhattan office, with flexibility for remote or hybrid work (2- 3 days in the office per week) When in office, enjoy complimentary lunch daily, and pets are always welcome Join a team that genuinely cares about creating a positive, inclusive work environment where everyone can thrive Compensation The pay range for this position is $160,000 - $175,000 on a full-time basis Along with base salary, your position may qualify for additional bonuses This position is eligible for the Company’s bonus plan(s) Benefits & Perks At Fetch, we recognize the importance of work-life balance and prioritize our employees' mental health and well-being, ensuring everyone can flourish both professionally and personally. Not just pets, we want our employees to live their best lives too — here at Fetch, you have access to the valuable benefits listed below. Comprehensive Medical, dental, and vision plan for you and your family Health Savings Accounts (HSAs) and Flexible Spending Accounts (FSAs) are available Highly competitive 401(k) matching Generous 20-day PTO Policy, with rollover options. Earn an additional