VP, Strategic Accounts

About the role

Federato is on the lookout for a Vice President of Strategic Accounts to lead our efforts with some of the most significant and complex carriers and Managing General Agents (MGAs) in the property and casualty (P&C) and specialty insurance markets. This pivotal role within our sales organization will report directly to the Chief Revenue Officer and will require close collaboration with the broader go-to-market team to build and maintain a robust pipeline of enterprise-level relationships. You will also partner with Forward Deployed Engineering, Product, and Customer Success teams to ensure the successful onboarding and ongoing growth of these strategic accounts.

Key facts

What you'll do

• Oversee the complete sales cycle for our most critical and strategic prospects, managing everything from initial outreach to negotiations and finalizing deals.
• Develop and maintain strong, credible relationships within complex organizations, effectively navigating various stakeholders such as underwriting, IT, operations, and executive leadership throughout extended sales cycles.
• Design and execute tailored account strategies for assigned strategic clients, pinpointing key advocates, mapping decision-making structures, and customizing value propositions to align with the unique risk appetites and portfolio goals of each carrier or MGA.
• Work closely with Forward Deployed Engineering and Customer Success to facilitate a seamless transition post-sale and to support the long-term health and expansion of these accounts.
• Represent Federato to senior executives in the insurance industry, clearly articulating the value of our AI-native platform in a manner that resonates with underwriting and executive teams.
• Collaborate with product and marketing teams to provide customer and market insights back into the organization.
• Act as a role model for sales excellence within the team, contributing to the development of playbooks and best practices as Federato continues to evolve its go-to-market strategy.
• Analyze market trends and competitive landscape to identify new opportunities for growth and expansion within strategic accounts.
• Mentor and guide junior sales team members, sharing knowledge and best practices to elevate overall team performance.
• Engage in regular strategic planning sessions with the executive team to align on goals and objectives for the sales organization.
• Participate in industry conferences and events to represent Federato and expand your professional network.

Requirements

• A minimum of 8-10 years of experience in quota-carrying, enterprise-level B2B SaaS sales, with a proven track record of closing large, complex deals that involve extended sales cycles.
• Exceptional ability to build trust and credibility within large organizations, skilled in navigating multiple stakeholders and intricate decision-making processes.
• Experience in the insurance or InsureTech sectors is highly preferred, though candidates from related regulated or complex industries such as fintech, healthcare, or data/AI are also encouraged to apply if they can adapt quickly to a new vertical.
• A history of stability and consistent performance, showcasing deep expertise and strong results over several years in a similar role.
• Comfortable working as a senior individual contributor in a fast-paced startup environment, including those transitioning from larger, more structured organizations.
• Strong executive presence and consultative selling skills, capable of engaging effectively with both technical and business stakeholders.
• Self-motivated and resourceful, eager to help shape the strategic accounts playbook at Federato rather than merely following an existing framework.

Our base salary for this role ranges from $170,000 to $200,000, with on-target earnings between $340,000 and $400,000. The final compensation will depend on various factors, including candidate location, experience, and expertise, and may differ from the amounts stated above. The total compensation package includes stock options, benefits, and additional perks.

Practical notes

We are committed to being an equal-opportunity employer and prioritize diversity within our workforce. We do not discriminate based on race, religion, color, national origin, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status. Reasonable accommodations will be provided for individuals with disabilities to participate in the job application or interview process, perform essential job functions, and receive other employment benefits. For accommodation requests, please contact us at talent@federato.ai.