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Sales Director



Sales & Business Development
San Francisco, CA, USA
Posted on Thursday, May 2, 2024
Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.
Federato’s AI/ML-driven platform leverages deep reinforcement learning to help insurance companies optimize the portfolio of risks they insure, allowing them to continue to provide fair and equitable pricing in difficult-to-price areas. Our category-defining ‘RiskOps’ solution drives better underwriting decisions by operationalizing underutilized data investments and surfacing real-time risk and portfolio insights. We focus on putting insurance underwriters back in the driver’s seat, helping them meet their goals while providing an important service to society.
Our current client profile spans the insurance industry space from Tier 1 Carriers ($10B+) to Mutuals to start-up MGAs and everywhere in between, all with minimum six-figure ACV. Our prospect pipeline reflects that same breadth. We are looking for a process-oriented self-starter that understands adaptability in a hypergrowth company and thrives in a high touch, high value sales environment. Above all, we are seeking an empathic and creative individual that wants to make an impact on the industry to join us on this journey.
The role will report directly to the CRO and be a key member of the growing Go-To-Market team, partnering with customer success, delivery, product and engineering while collaborating on sales strategy with the executive team. You will own a territory, approaching it as your business, with accountability across prospecting, opportunity development, and deal closure. This position will have a competitive industry base pay and above industry, uncapped commission structure with phenomenal accelerators.

Who we hope you are!

  • 3-10 Years B2B Enterprise Software Sales
  • Training, success and longevity in a sales process-oriented environmnt (MEDDIC/MEDDPICC, Challenger, etc.)
  • Track record of successful prospecting and closing of new clients through every stage of the sales cycle
  • Demonstrated ability to establish and navigate C-Suite relationships and day-to-day procurement alike
  • Experience with SFDC, Google Workspace, and sales enablement tools such as HubSpot, LI Sales Nav, Gong, etc.

Extra special attributes!

  • P&C or Specialty Insurance industry experience a plus
  • Base knowledge of Machine Learning and the ability to position these concepts with the clients
  • Prior experience within entrepreneurial, high growth stage software companies
Full-time located in the US
Preference for New York City area and Austin, TX
Can also be Remote if near a major airport and willing to travel
Here at Federato, your capabilities are important, but culture fit is quintessential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!