Captive Sales Strategist - Employee Benefits

Captive Sales Strategist

The Standard is hiring and we're looking for a Captive Sales Strategist! This position is accountable for establishing, leading, and scaling the company's captive practice as a strategic growth engine within the voluntary benefits portfolio. In this role, you will define market strategy, build internal and external expertise, and drive the integration of captive solutions across distribution, underwriting, and client engagement. Unlike account or partnership management roles, this position serves as a strategist, responsible for thought leadership, revenue growth strategy, pricing and profitability frameworks, and the development of best practices that position the organization as a market leader. You will partner with executives, consultants, brokers, and internal stakeholders to influence adoption of captive solutions, transforming these offerings into a material, sustainable line of business.

Market & Practice Strategy. Define and execute the overall business strategy for captive, ensuring alignment with corporate objectives. Establish the roadmap for scaling the captive portfolio into a material revenue stream ($10M+). Monitor market trends, competitor activity, and regulatory changes to refine practice positioning.

Product & Pricing Leadership. Lead the design and implementation of pricing strategies and profitability measures for large and complex risks. Collaborate with actuarial, underwriting, and finance to ensure products remain competitive while meeting margin targets. Guide innovation and evolution of captive product offerings.

Thought Leadership & Stakeholder Influence. Serve as the internal and external subject matter expert on captive solutions. Represent the company at industry events, with brokers, consultants, and thought leadership forums. Partner with sales leadership and National Account teams to embed practice expertise into market pursuits.

Client & Distribution Consultation. Provide consultative expertise to top-tier clients, brokers, and consultants on when and how to leverage captive models. Influence distribution strategy by integrating captive into broader voluntary sales channels.

Ability to work remotely within the United States.

Ability to travel throughout the US several times per month is a requirement of the role.

Prior sales or relationship management experience, with a focus on employee benefits, is a requirement of the role.

Life & health licensing is a requirement of the role.

Skills and Background You'll Need

• EDUCATION : Bachelor's degree in Business, Finance, Risk Management, or related field. Master's degree preferred.
• EXPERIENCE : Minimum 810 years of experience in sales or relationship management, with a focus on life insurance, employee benefits, or financial risk management. Proven track record in thought leadership, product development, or strategic business management.
• Prefer experience building or managing captive insurance programs. Consulting with large and complex employer groups or national accounts.
• LICENSING : Active life & health license.
• PREFERRED LICENSING : FLMI, CPCU, or CEBS.
• TRAVEL : Must be able to travel throughout the United States several times per month.

Key Behaviors of a Successful Candidate

Why Join The Standard?

We have built an enduring legacy of stability, financial strength and exceptional customer service through the contributions of the service-oriented people who choose to work at The Standard. To ensure we can attract and retain the best talent, when you join The Standard you can expect :

In addition to the competitive salary range below, our employee-focused benefits support work-life balance. Compensation is made up of a base salary, commissions, and year-end bonuses. Total compensation range : $200k - $300k+. Positions will be posted for at least 5 days from original posting date.

Standard Insurance Company, The Standard Life Insurance Company of New York, Standard Retirement Services, Inc., StanCorp Mortgage Investors, LLC, StanCorp Investment Advisers, Inc., and American Heritage Life Insurance Company and American Heritage Service Company, marketed as The Standard, are Affirmative Action / Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, national origin, gender identity, sexual orientation, age, disability or veteran status or any other condition protected by federal, state or local law. Except where precluded by state or federal law, The Standard will consider for employment qualified applicants with arrest and conviction records pursuant to the San Francisco Fair Chance Ordinance. The Standard offers a drug- and alcohol-free work environment where possession, manufacture, transfer, offer, use of or being impaired by an illegal substance while on The Standard's property, or in other cases which the company believes might affect operations, safety or reputation of the company is prohibited. The Standard requires a criminal background investigation and employment, education and licensing verification as a condition of employment. All employees of The Standard must be bondable.