Sales Director, Life Insurance

Overview:
The primary purpose of the Sales Director, Life
is to proactively drive new business acquisition and revenue growth within the Life and Insur Tech markets by selling One Inc's Digital Payments Platform. This role requires a proven enterprise sales professional with deep industry expertise, established executive relationships, and a strong hunter mentality focused on net-new logo acquisition.

The successful candidate will be responsible for territory planning, whitespace identification, account development, pipeline creation, executive engagement, and leading complex enterprise sales cycles from prospecting through close. Success in this role comes from uncovering opportunities, developing strategic account plans, building relationships with senior insurance executives, and creating demand through disciplined prospecting and consultative selling.

Key Responsibilities:

• Develop and execute comprehensive territory plans focused on whitespace identification, account penetration, and net-new business acquisition.
• Create, manage, and advance a qualified sales pipeline through proactive prospecting, account development, networking, referrals, partner relationships, and industry engagement.
• Establish and grow executive-level relationships with Life and Insur Tech carrier organizations.
• Engage CIOs, COOs, CFOs, VP Operations, VP Billing, VP Customer Experience, Digital Transformation leaders, and other senior stakeholders throughout the sales cycle.
• Lead complex enterprise sales opportunities from initial prospecting through contract negotiation and close.
• Conduct strategic discovery sessions to identify business challenges, modernization initiatives, operational inefficiencies, and transformation priorities.
• Develop account strategies, stakeholder maps, mutual action plans, and executive business cases to accelerate opportunity progression.
• Utilize MEDDPICC or similar qualification methodologies to ensure forecast accuracy and sales execution rigor.
• Position One Inc solutions as strategic enablers of digital transformation, customer experience enhancement, operational efficiency, AI enablement, and modernization initiatives.
• Translate complex technology capabilities into measurable business outcomes and return-on-investment discussions.
• Collaborate with internal stakeholders, solutions consultants, marketing, customer success, and executive leadership to drive successful outcomes.
• Leverage ecosystem relationships and partner channels to identify, develop, and close partner-sourced opportunities.
• Represent One Inc at industry conferences, trade associations, customer events, and networking functions to increase market visibility and generate opportunities.
• Maintain accurate forecasting, pipeline management, customer activity tracking, and opportunity progression within CRM systems.
• Maintain expertise on industry trends, competitive solutions, regulatory developments, and carrier modernization initiatives.
• Consistently achieve and exceed assigned revenue, pipeline generation, and strategic account objectives.

Qualifications/Skills & Abilities:

• Deep knowledge of the Life and broader insurance ecosystem.
• Proven hunter mentality with a track record of generating net-new pipeline and acquiring new logos.
• Ability to travel up to 50% to customer sites, meetings, industry events, etc.
• Strong prospecting mindset with demonstrated ability to build opportunity pipelines from targeted accounts.
• Exceptional territory planning, account strategy development, and account penetration skills.
• Demonstrated ability to uncover latent opportunities, navigate complex organizations, and create demand where no active initiative exists.
• Established executive relationships within insurance carrier organizations.
• Ability to build credibility quickly with senior insurance executives and industry leaders.
  
  Ability to meet with C level executives and speak to the industry challenges, opportunities and complexities.
• Experience selling consultatively around modernization programs, digital transformation initiatives, technology replacement projects, and operational improvement strategies.
• Strong business acumen with the ability to align technical solutions to strategic business outcomes.
• Excellent executive communication, presentation, discovery, negotiation, and closing skills.
• Experience developing ROI analyses, executive business cases, and value-based selling strategies.
• Proficiency in account mapping, stakeholder management, mutual action plans, and opportunity qualification…