Account Executive, Strategic

Care.com is a mission-driven technology company solving one of life’s most universal challenges: finding and managing quality care. We combine empathy with innovation—leveraging data, AI, and modern technology to connect families and caregivers in meaningful ways. As part of our Care for Business division—our fastest-growing segment—we partner with leading employers to deliver family care benefits that improve employee well-being, productivity, and retention. As a Strategic Account Executive, you will own and execute a territory strategy focused on acquiring and expanding enterprise partnerships. You will operate as a trusted advisor to senior leaders across HR, Benefits, Finance, and IT—aligning Care.com’s solutions to broader organizational priorities such as talent retention, workforce productivity, and employee experience. This role requires a consultative, outcomes-driven seller who can navigate complex buying groups, shape demand, and drive high-value, multi-stakeholder deals from inception through close. Own Territory Strategy: Develop and execute a targeted go-to-market plan across key industries and accounts, prioritizing opportunities based on strategic fit and revenue potential Drive Enterprise Pipeline Creation: Build and sustain a robust pipeline through strategic prospecting, executive outreach, and benefits-focused partner channels (e.g., brokers, consultants) Lead Complex Sales Cycles: Manage long, multi-threaded sales motions across HR, Total Rewards, Benefits, Finance, and IT stakeholders Sell Business Outcomes: Position Care for Business as a strategic benefit tied to retention, productivity, and employee well-being Engage Executive Stakeholders: Build credibility with CHROs, Heads of Benefits, and C-suite leaders, influencing decision-making and prioritization Navigate the Benefits Ecosystem: Effectively work within broker and consultant relationships (e.g., Mercer, WTW, Aon) to source, influence, and close opportunities Structure & Close Strategic Deals: Negotiate high-value agreements with a focus on long-term partnerships and expansion Leverage Market Insight: Maintain a strong point of view on benefits trends, competitive landscape, and employer needs Collaborate Cross-Functionally: Partner with Marketing, Customer Success, Product, and Leadership to drive deal success and client outcomes Own Forecasting & Performance: Maintain accurate pipeline visibility, forecast reliably, and continuously optimize sales performance 7–10+ years of B2B sales experience , with a strong track record in enterprise or strategic sales Direct experience selling employer-sponsored benefits solutions (e.g., family care, mental health, wellness, HR tech, insurance, or adjacent categories) Proven success closing complex, high-value deals and consistently exceeding quota Experience building pipeline from scratch and executing within a defined territory or vertical Strong understanding of the benefits buying process , including annual enrollment cycles and budget timing Experience working with and selling through benefits brokers and consultants (e.g., Mercer, Aon, WTW, Lockton) Ability to engage and influence HR, Total Rewards, and executive stakeholders , including CHRO-level conversations Strong business acumen with the ability to build and communicate ROI-driven value propositions Expertise in managing long, consultative sales cycles (6–12+ months) Exceptional communication, executive presence, and presentation skills Highly organized, process-driven, and proficient with CRM tools High integrity and a collaborative mindset Available in more than 20 countries, Care.com is the world’s leading platform for finding and managing high-quality family care. Since 2007, families have relied on Care.com’s industry-leading products—from child and elder care to pet care and home care. Salary Range: $115,000 - $140,000. The range listed is just one component of Care.com’s total compensation package. Other rewards may include annual bonuses and short- and long-term incentives. Benefits include health insurance, life and disability insurance, a generous 401K employer match, paid holidays, and PTO. #LI-Remote