VP of Strategic Accounts

Federato

3d•$170,000 - $200,000

About The Position

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 is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes. Role Overview: Federato 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, then partner with Forward Deployed Engineering, Product, and Customer Success to ensure those accounts land and expand successfully.

Requirements

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.
A demonstrated ability to build trust and credibility inside large, complex organizations — comfortable navigating multiple stakeholders and long decision-making processes.
Insurance or InsureTech experience is a strong plus, but not required. We're just as interested in strong enterprise sellers from adjacent regulated or complex industries (fintech, healthcare, data/AI, etc.) who can quickly embed themselves in a new vertical.
A track record of stability and sustained performance — we look for people who've built deep expertise and strong results over multiple years in a role.
Comfortable operating as a senior individual contributor in a fast-moving startup environment, including candidates coming from larger, more structured organizations who are ready for that shift.
Strong executive presence and consultative selling skills — able to speak credibly to both technical and business stakeholders.
Self-motivated and resourceful; excited to help build the playbook for strategic accounts at Federato rather than inherit an established one.

Responsibilities

Own the full sales cycle for our largest, most strategic prospects — from initial relationship-building through executive alignment, negotiation, and close.
Build deep, trusted relationships inside complex organizations, often navigating multiple stakeholders (underwriting, IT, operations, and C-suite) across long, multi-quarter sales cycles.
Develop and execute account strategies for named strategic accounts, including identifying champions, mapping decision-making structures, and tailoring value propositions to each carrier's or MGA's unique risk appetite and portfolio goals.
Partner closely with Forward Deployed Engineering and Customer Success to ensure a smooth handoff post-close and support long-term account health and expansion.
Represent Federato credibly to senior insurance executives, translating our AI-native platform and its business value into language that resonates with underwriting and executive leadership.
Collaborate with product and marketing to bring customer and market feedback back into the business.
Act as a model for sales excellence on the team, contributing playbooks and best practices as Federato continues to scale its go-to-market motion