Market Development Executive

About Beam:

Beam was founded in 2012 by three engineers who saw the opportunity to modernize the dental benefits industry using technology. Today, Beam Benefits is a digitally-led employee benefits company that offers dental, vision, life, disability, and supplemental health coverage. The company simplifies and modernizes the $100+ billion ancillary benefits industry through its leading dental insurance product, breadth of ancillary benefits, AI-powered underwriting, diversified distribution channels, and next generation benefits administration technologically-driven customer experience.

The Role:

A Market Development Executive (MDE) is a pivotal in-market sales role at Beam Benefits. In this role, you will establish and expand partnerships with brokerages within your territory by focusing on building and nurturing lasting relationships. Your goal is to saturate your market with Beam’s presence, working closely with brokerages that align with our Ideal Broker Profile.

In some markets, you will also play a critical role in supporting Beam’s national broker partners and general agency partnerships, ensuring alignment and maximizing Beam’s value across all channels.

You will use a variety of tactics (e.g., cold calling, email campaigns, web conferencing, and in-person networking) to build trust, educate brokers on Beam’s unique differentiators, and deliver exceptional value. You will be active within your market, attending events and networking opportunities to deepen relationships and expand Beam’s presence.

Your success lies in developing a balanced approach—prioritizing high-quality interactions while driving volume through new proposals to win clients. Your ability to drive repeat business and create long-term strategic partnerships will contribute to your success and Beam’s growth.

What Makes You Successful:

You develop a long-term strategy.

You focus on cultivating meaningful broker relationships and consistently aim for quality over sheer quantity both in relationships and in working your pipeline / sales opportunities. You adopt a forward-thinking mindset, always considering how to maximize value for brokers and Beam.

You are adaptable to change.

As part of a fast-growing company, you thrive in an agile and dynamic environment, embracing change as an opportunity to grow and innovate.

You are coachable.

You welcome constructive feedback and leverage resources provided by your Sales Director, Sales Enablement, and Revenue Operations to continuously improve and stay ahead of the curve.

You are a team player.

You actively contribute to Beam’s larger mission by executing new strategies, utilizing sales tools, and embracing talk tracks provided by Sales Leadership and Enablement. You share market insights to improve our go-to-market strategies.

You are accountable.

Metrics and activity tracking are tools you use to gauge success and stay aligned with goals. You see these as allies in driving both personal and team performance.

You are creative.

You think outside the box, bringing fresh ideas to the table and exploring innovative approaches. You maximize the use of tools and technology in standard and unconventional ways to achieve success.

• Working in a complex and dynamic business, simultaneously serving customers across employee benefits insurance product lines and growth and service channels
• Collaborating with a diversely skilled team to continuously improve
• Being empowered as an owner and expert
• Being motivated by improving how people access employee benefits

• Consistently meet or exceed assigned sales objectives, including monthly, quarterly, and annual booking targets, by executing the full Beam sales process
• This includes broker prospecting, broker lead generation, qualifying opportunities, scheduling appointments, delivering presentations, understanding employer benefit challenges, developing solutions and proposals, forecasting & pipeline management, and overcoming objections
• Execute Beam's repeatable sales process to rapidly develop new markets, with a focus on high-activity tactics such as emails, cold calls, and web demos
• Establish and expand strong, productive relationships with independent and regional, and national brokerage partners, quickly converting those relationships into new Beam clients
• Maintain accurate sales data to inform process improvements and create efficiencies within the team and across new markets
• Stay informed about new product and feature launches, ensuring broker partners are up-to-date and equipped to succeed
• Track and analyze activity and sales metrics to ensure alignment with goals
• Regularly collaborate with sales leadership to identify trends and ensure both your territory and broker partners are progressing toward success
• Use Salesforce to meticulously track all opportunities, leads, activities, forecasts, and related data to drive results and improve efficiency

• 3+ years of B2B sales experience in a high-volume role, with channel sales experience preferred (e.g., through employee benefits brokers and/or general agencies) 
• Experience working in the insurance industry, ideally in dental, vision, life, disability, and/or supplemental health products
• Ability to generate and analyze reports to optimize sales performance and enhance the purchasing experience for employee benefits brokers
• Strong organizational skills combined with exceptional written and verbal communication abilities
• Ability to quickly learn new ancillary product lines and adapt to dynamic sales processes and tools
• Familiarity with Salesforce is a plusMedical sales, insurance sales, employee benefits, HR, or brokerage experience is not required but is preferred
• Requirement to secure your Life & Health license within 60 days of your start date
• A passion for developing relationships within the employee benefits broker community, with an emphasis on in-person engagement and rapport-building
• Ability to travel up to 50% of the time within your assigned territory for in-person meetings and events

• Beam provides an in-depth onboarding program designed to set you up for success, with ongoing coaching and resources to support your growth in the role
• You’ll develop into a nimble sales researcher, highly skilled at discovery and adept at multi-threading to navigate complex sales processes effectively
• Master industry-specific communication and sales techniques to effectively identify employee benefit broker needs, propose tailored solutions, and close deals with confidence
• Gain expertise in Beam’s internal administrative tools and leverage the industry’s leading CRM platform, Salesforce, to manage your pipeline and maximize efficiency
• Beam will cover the cost for you to obtain your Life & Health license, empowering you to become a trusted expert in dental, vision, life, disability, and supplemental health benefits, as well as Beam’s cutting-edge technology, to deliver exceptional value to employers and broker partners

Compensation and Benefits:

Beam offers a competitive base salary paired with an attractive variable compensation structure.

Employees benefit from performance-based bonuses and incentives, along with a comprehensive benefits package that includes health, dental, and vision insurance. Additionally, Beam provides a 401(k) plan with company matching, flexible time off, and the opportunity to participate in the equity program.