Description du poste
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. Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done.\n\nRole Overview\nFederato is looking for a VP of Strategic Accounts to help lead our push into the largest, most complex carriers and MGAs in the P&C and specialty insurance market. This is a priority hire for our sales organization and one of the most senior individual contributor seats on the team. You'll report directly to our CRO while working closely with the broader go-to-market team to build and close a pipeline of strategic, enterprise-level relationships.\n\nWhat you'll be doing\n- Own the full sales cycle for our largest, most strategic prospects, from initial relationship-building through executive alignment, negotiation, and close.\n- Build deep, trusted relationships inside complex organizations, often navigating multiple stakeholders (underwriting, IT, operations, and C-suite) across long, multi-quarter sales cycles.\n- Develop and execute account strategies for named strategic accounts, including identifying champions, mapping decision-making structures, and tailoring value propositions.\n- Partner closely with Forward Deployed Engineering and Customer Success to ensure a smooth handoff post-close and support long-term account health and expansion.\n- Represent Federato credibly to senior insurance executives.\n- Collaborate with product and marketing to bring customer and market feedback back into the business.\n- Act as a model for sales excellence on the team, contributing playbooks and best practices.
Profil recherché
- 8-10+ years of quota-carrying, enterprise/strategic B2B SaaS sales experience, with a track record of closing large, complex deals with long sales cycles.\n- A demonstrated ability to build trust and credibility inside large, complex organizations.\n- Insurance or InsureTech experience is a strong plus, but not required. Strong enterprise sellers from adjacent regulated or complex industries (fintech, healthcare, data/AI) are welcome.\n- A track record of stability and sustained performance.\n- Comfortable operating as a senior individual contributor in a fast-moving startup environment.\n- Strong executive presence and consultative selling skills.\n- Self-motivated and resourceful.