Director, Strategic Accounts
About The Position
The Director, Strategic Accounts exists to own and scale Root's most strategic enterprise partnerships while developing new commercial opportunities that accelerate the company's long-term growth. Serving as the executive relationship owner for a portfolio of Root's highest-value accounts (including automotive OEMs, financial institutions, large dealer groups, and other strategic partners), this role advances the execution of Root’s new business pipeline and strategic expansion. Success in this position requires a balance of strategic account leadership, enterprise sales expertise, and operational excellence. Partnering cross-functionally with Product, Engineering, Legal, Operations, Marketing, and Executive Leadership, this leader navigates complex partner engagements from concept through implementation, launch, and long-term expansion, ensuring Root delivers exceptional partner experiences while driving business growth.
Requirements
- 10+ years of progressive experience in enterprise B2B sales, strategic account management, business development, or enterprise partnerships.
- Demonstrated capability owning C-suite relationships with large enterprise customers while consistently developing and closing new business opportunities.
- Proven experience managing complex, high-velocity sales cycles and enterprise pipelines valued at $100M or more.
- Track record of leading cross-functional initiatives from concept through implementation, successfully launching complex enterprise partnerships.
- Deep commercial negotiation skills with demonstrated experience structuring, drafting, and executing enterprise agreements in regulated industries.
- Strategic mindset with a bias toward execution and a proven ability to deliver measurable business outcomes in fast-paced, collaborative environments.
- Strong familiarity with insurance distribution, embedded insurance, automotive retail, fintech, or OEM ecosystems
- Willingness to travel up to 35% of the time (or as needed) to support partner relationships.
Responsibilities
- Serve as the executive relationship owner for Root's most strategic enterprise partners, building trusted, long-term relationships that drive mutual growth.
- Develop and execute account strategies that maximize partner value, identify expansion opportunities, and increase long-term revenue.
- Build, maintain, and actively manage a strategic sales pipeline exceeding $100M in potential enterprise opportunities.
- Identify, qualify, and close new business opportunities across automotive, insurance, financial services, mobility, and adjacent industries.
- Lead executive-level commercial communications, including negotiations and contract execution for complex enterprise partnerships.
- Monitor partnership health through executive business reviews, operational metrics, and growth planning while proactively identifying risks and expansion opportunities.
- Represent the voice of strategic customers internally, influencing product roadmap priorities, operational improvements, and future commercial offerings.
- Provide executive leadership with market intelligence, competitive insights, and strategic recommendations that shape Root's enterprise growth strategy.
Benefits
- competitive bonus and equity offering
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
