Senior Director, General Agencies & National Partners

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 Senior Director, General Agencies (GAs) and National Partners is a strategic leadership role at Beam Benefits, responsible for driving growth and deepening Beam’s presence across key national and regional distribution partners. In this role, you will own and execute Beam’s partnership strategy for General Agencies and National Brokers—particularly within the small business segment—while enabling our field sales teams to convert those partnerships into local wins.
Reporting directly to the VP of Sales, a successful Senior Director in this role brings deep channel expertise, fluency in broker compensation structures, and a sharp eye for partnership potential. You will serve as both the architect and operator of our channel distribution strategy—negotiating national agreements, aligning on go-to-market plans, and ensuring seamless execution by our Sales Executives (SEs) in the field. You’ll collaborate closely with Sales Directors to ensure regional alignment and accountability, bridging the gap between national strategy and local sales performance. Success in this role requires someone who not only builds strong partner relationships, but also understands the mathematics of the partner business—someone who can interpret a P&L, collaborate with our pricing team, and design win-win commission structures that drive profitable growth for Beam.

Joining Beam Benefits Means:

• 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

What You Will Do:

• Strategic Channel Ownership: Own Beam’s go-to-market approach for General Agencies and National Broker PartnersPrioritize and scale channel partners who drive growth within the small business segmentLead contract negotiations, including broker compensation and overridesEvaluate distribution effectiveness and align partner strategy with revenue goals


• Field Sales Enablement & Execution: Translate partner strategy into actionable plays for the fieldEquip Sales Executives (SEs) with the messaging, collateral, and training to win with target partnersPartner with Sales Directors to ensure local execution aligns with national partnership prioritiesMonitor and close the loop between field feedback and partnership performance


• Partner Development & Expansion: Deepen relationships with top GAs and National Brokers through regular engagementIdentify technology and operational alignment opportunities to drive stickinessBuild joint business plans and oversee quarterly reviews with top partners


• Performance Management & Reporting: Own KPIs for channel contribution, sales velocity, and broker engagementProvide clear, consistent reporting to revenue and executive leadershipIdentify gaps and optimize strategy based on performance trends and feedback


• Partner Economics & Pricing Strategy: Evaluate partnerships through a financial lens to ensure alignment with Beam’s profitability goalsCollaborate with the pricing team to model commission structures that incentivize growth while protecting Beam’s marginUnderstand and interpret partner P&Ls to drive smarter negotiations and strategic trade-offsEnsure compensation models are scalable, sustainable, and aligned to Beam’s business objectives

What You Will Bring:

• 10+ years in the group benefits or insurance space, with a focus on general agency and national broker distribution
• Ideally you have proven experience driving growth in the <100 employer life segment
• Deep knowledge of broker compensation structures and incentive alignment
• Strong business acumen, including the ability to review financial statements and model partnership economics
• Comfort negotiating commercial terms and executing high-stakes partnership deals
• A passion for sales enablement and activating field sales against channel strategy
• Experience working cross-functionally with Marketing, Product, Legal, and RevOps
• Strong leadership p