Lead Product Manager – Services
Yelp
SQL
Head of Partnerships, Insurance & Benefits
Pliant Plastics Corporation
full-time
Posted on:
Origin: • 🇺🇸 United States • New York
Visit company websiteJob Level
Lead
Tech Stack
GuidewireRuby on Rails
About the role
- Identify, engage, and convert US insurance and benefits organizations (P&C/Life/Health carriers, MGAs, TPAs, benefits administrators, provider networks, self-funded employer plans, insurtechs)
- Own the full sales cycle for complex, multi-stakeholder enterprise deals — discovery, value mapping, solution design, ROI, security/compliance reviews, proposal, negotiation, and close
- Articulate vertical messaging and value cases for use cases such as claims payouts, provider/vendor payments, broker commissions, premium refunds, and benefit/stipend cards
- Build ecosystem co-selling and partnership motions with ISVs, SIs, benefits platforms, sponsor banks, and processors to accelerate deals
- Coordinate RFPs, infosec, and compliance reviews (SOC 2, PCI DSS, HIPAA BAAs/DPAs, GLBA) with Product, Security, and Legal
- Feed structured field feedback into product and GTM roadmap on integrations, SLAs, payout rails, reconciliation/reporting, and claims/benefits workflows
- Maintain accurate pipeline and activity data in HubSpot/Salesforce with crisp forecasting and stakeholder mapping
- Track US insurance/benefits market intelligence and partner with Marketing on campaigns, events, case studies, and co-marketing
- Travel occasionally to clients, team onsites, and industry events (e.g., ITC Vegas, RIMS, AHIP, SIIA)
Requirements
- 8+ years of experience in B2B commercial roles at fintech/payments/insurtech, building and scaling ecosystems with carriers, MGAs, TPAs, benefits administrators, provider networks, and large self-funded employers
- Proven track record driving partner-sourced and partner-attached revenue
- Deep domain fluency in US insurance & benefits workflows — claims adjudication and disbursements, provider/vendor payments, premium collection/refunds, commission payouts, and HSA/FSA/HRA programs
- Expert understanding of payment rails & trade-offs (virtual/commercial cards, push-to-card (Visa Direct/Mastercard Send), RTP/FedNow, ACH/wires, checks) and ability to architect multi-rail partner offerings and negotiate commercial models (rev share, interchange split, fees, float)
- Familiarity with ACORD and EDI 835/837/820
- Experience launching and scaling integrations/marketplace listings with Guidewire, Duck Creek, Sapiens, Majesco, Salesforce
- Partner program leadership experience: sourcing, evaluating, contracting partners (ISVs, SIs, sponsor banks, networks, processors); building co-sell/co-market motions, enablement, certification, MDF, solution playbooks, and governance (QBRs, OKRs)
- Compliance & deal orchestration experience: HIPAA/BAA, GLBA, Reg E, state unclaimed property, KYC/KYB/OFAC; steering complex MSA/SOW negotiations
- Strong executive influence & communication: C-suite alignment and stakeholder management across Claims Ops, Treasury/Finance, Product/IT, Compliance/Legal, Procurement
- Operational knowledge of Salesforce/HubSpot and PRM tooling (preferred)
- Bonus: existing relationships with carriers/TPAs/benefits admins; hands-on experience with Guidewire/Duck Creek partner programs; familiarity with SOC 2, PCI DSS; prior success launching US partnerships from an international (EMEA) base
