Director, Strategic Partnership

About WEX

WEX (NYSE: WEX) is a global commerce platform that helps businesses solve complex challenges, like managing payments, simplifying benefits, and controlling expenses. We build and deliver technology solutions that give our customers a competitive advantage. Our commitment to innovation and customer success has made us a leader in the FinTech and benefits administration industries. Join us and be part of a team that is driving the future of commerce.

Position Summary

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.

About the Role/team

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.

To be successful in this role, you are a master relationship-builder, a strategic thinker, and an experienced leader who excels at coaching teams to achieve ambitious growth targets. Your deep understanding of the employee benefits ecosystem will be crucial as you drive preference and revenue for WEX's industry-leading solutions.

How you'll make an impact

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.

Experience you'll bring

• 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.

Why WEX?

At WEX, we are passionate about our employees, our customers, and our communities. We offer a dynamic, collaborative, and innovative work environment where you can make a real impact. We provide:

• A competitive salary and bonus structure.

• A comprehensive benefits package, including healthcare, retirement plans, and paid time off.

• Opportunities for professional growth and career advancement.

• A culture that values diversity, inclusion, and employee well-being.

The base pay range represents the anticipated low and high end of the pay range for this position. Actual pay rates will vary and will be based on various factors, such as your qualifications, skills, competencies, and proficiency for the role. Base pay is one component of WEX's total compensation package. Most sales positions are eligible for commission under the terms of an applicable plan. Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan. WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being. Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more. For more information, check out the "About Us" section.Pay Range: $169,000.00 - $225,000.00