Sales Director

Federato

1d•$290,000 - $330,000•Remote

About The Position

Federato is an AI-native platform that’s bringing agentic AI to the full policy lifecycle, transforming how insurance work gets done. The company has raised $180 million, including a $100 million Series D from Goldman Sachs, and has achieved strong product-market fit with rapid global growth. The role offers the opportunity to work on complex problems with an advanced AI team, emphasizing a fast-paced, first-principles approach to building software that fundamentally changes insurance operations. The current client base includes Tier 1 Carriers, Mutuals, and start-up MGAs, with all deals having a minimum six-figure ACV. The company is seeking a process-oriented, adaptable self-starter who thrives in a high-touch, high-value sales environment and is passionate about making an industry impact. The role reports directly to the CRO and is a key member of the Go-To-Market team, collaborating with various departments and the executive team on sales strategy. The Sales Director will own a territory as their own business, with accountability for prospecting, opportunity development, and deal closure. The position offers competitive base pay and an uncapped commission structure with accelerators.

Requirements

3-10 Years B2B Enterprise Software Sales
Training, success and longevity in a sales process-oriented environment (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.
Base knowledge of AI/ML and the ability to position these concepts with the clients
Prior experience within entrepreneurial, high growth stage software companies

Nice To Haves

P&C or Specialty Insurance industry experience a plus

Responsibilities

Own the full enterprise sales cycle from prospecting through close for complex, multi-stakeholder deals (6–12+ month cycles).
Drive new logo acquisitions
Develop and execute account-based sales strategies to penetrate target organizations.
Build executive-level relationships (C-suite, VP, Director) and act as a trusted advisor.
Lead value-based discovery and solution positioning aligned to customer business outcomes.
Partner cross-functionally with Marketing, SDRs, Solutions Engineering, Legal, and Customer Success to drive deal progression.
Consistently exceed quarterly and annual quota targets.