Sales Director

There's nothing more exciting than transforming an industry that's been stagnant for decades.

Federato is an AI-native platform that's bringing agentic AI to the full policy lifecycle. We're aggressively transforming how insurance work gets done, and the world is paying attention: we've raised $180 million, including a $100 million Series D from Goldman Sachs. We have powerful product-market fit, and we're growing fast globally.

You'll get to work on complex problems with one of the most advanced AI teams you'll find anywhere. If you're the person we need, you know that AI bolted onto legacy systems is too weak to matter. That's why we built our platform to be AI-native from day one. That's why you can do here what you can never do at a legacy software company.

move fast and prove it, not theorize it. We think from first principles. You'll work on problems that matter, building software that fundamentally changes how insurance operates.

Our current client profile spans the insurance industry space from Tier 1 Carriers ($10B+) to Mutuals to start-up MGAs and everywhere in between, all with minimum six-figure ACV. Our prospect pipeline reflects that same breadth. We are looking for a process-oriented self-starter that understands adaptability in a hypergrowth company and thrives in a high-touch, high-value sales environment. Above all, we are seeking an empathic and creative individual who wants to make an impact on the industry to join us on this journey.

The role will report directly into our CRO and will be a key member of the growing Go-To-Market team, partnering with customer success, delivery, product and engineering while collaborating on sales strategy with the executive team. You will own a territory, approaching it as your business, with accountability across prospecting, opportunity development, and deal closure. This position will have a competitive industry base pay and above industry, uncapped commission structure with phenomenal accelerators.

• 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.

• P&C or Specialty Insurance industry experience a plus
• 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 Hub Spot, 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

Our base salary for this role is targeted at $145,000 to $165,000 with OTE ranging from $290,000 to $330,000. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks.

Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager…