WEX

Director, Strategic Partnership

WEX

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $169,000 - $225,000 per year

Job Level

Lead

About the role

  • WEX is seeking a visionary and results-driven Director of Strategic Partnerships to lead and inspire our Broker and Referral Partner teams. This senior leadership role is critical to WEX’s growth strategy, and is responsible for developing and executing the partnership strategy across two key channels.
  • The successful candidate will lead a team that manages our most important strategic relationships. This includes: 1) A National Broker Team dedicated to cultivating and expanding our footprint within the nation's top benefits brokerages, and 2) A Referral Partner Team focused on building and optimizing relationships with channel partners who leverage our solutions.
  • Leadership & Strategy: Develop and execute a comprehensive partnership strategy to achieve revenue goals and expand market share for WEX’s Health division. Clear coordination across sales leaders to align strategies in support of quota Lead, mentor, and develop a high-performing team of partnership managers, fostering a culture of collaboration, accountability, and continuous improvement. Set clear team objectives, KPIs, and performance metrics; regularly track and report on progress to senior leadership. Ownership of Consultant Advisory Boards driving valuable in person and/or virtual meetings with relevant content Utilize partner relationships to help build partner marketplace pipeline, in coordination with the marketplace team Collaborate with cross-functional leaders in Sales, Marketing, Product, and Operations to ensure seamless partner onboarding, enablement, and support. Serve as an executive sponsor for key partner relationships, engaging at the highest levels to drive strategic alignment and growth. National Broker Team Oversight: Direct the National Broker Team's strategy to deepen relationships and drive growth with top-tier national and regional benefits consulting firms and brokerages. Guide the team in positioning WEX’s full suite of solutions, including our Consumer-Driven Healthcare (CDH) products (Health Savings Accounts, Flexible Spending Accounts, Health Reimbursement Arrangements), COBRA & Direct Bill Administration, Benefits Administration technology, and ACA/EVS compliance offerings. Ensure the team effectively communicates WEX’s value proposition, building preference for our products and consulting services within the broker community. Identify opportunities for new strategic initiatives, co-marketing programs, and incentive structures to maximize broker-led growth. Referral Partner Ecosystem Growth: Oversee the strategy for our Referral Partner relationships, working with channel partners such as insurance carriers, payroll providers, PEOs, and HR technology platforms. Work with the team in identifying, recruiting, and onboarding new referral partners that align with WEX’s strategic goals. Drive the optimization of existing partnerships to increase referral volume and conversion rates for our CDH and COBRA solutions. Responsible for leading and scaling a team of Partner Growth Managers focused on driving revenue growth through a network of referral partners, ensuring consistent achievement of sales targets and effective management of partner relationships. Work with partners and internal teams to create integrated experiences that make it easy for partners to refer and for customers to adopt WEX solutions.

Requirements

  • Bachelor’s degree in Business, Marketing, or a related field. 10+ years of experience in strategic partnerships, channel sales, or business development, preferably within the FinTech, SaaS, or employee benefits industry. 5+ years of direct people management experience, with a proven track record of leading successful, high-performing teams. Deep understanding of the U.S. employee benefits landscape, including the roles of employers, consultants, and benefits brokers. Demonstrable experience building and scaling partnership programs that resulted in significant revenue growth. Exceptional communication, presentation, and interpersonal skills, with the ability to establish trust and credibility with senior executives both internally and externally. Preferred Qualifications: MBA or other advanced degree. Specific experience working with or for national benefits brokerage houses (e.g., Aon, Mercer, WTW, Gallagher). In-depth knowledge of Consumer-Driven Healthcare products (HSAs,FSAs,HRAs), COBRA, and benefits administration platforms. Experience negotiating complex partnership agreements and contracts. Proficiency with Salesforce or similar CRM platforms for pipeline management and reporting.