Sales Director - remote job

Federato is hiring a Sales Director - a lead role, which means responsibility for a team or a direction. The role sits in IT and programming and is fully remote. The company places no restriction on where the candidate lives, so you can apply from anywhere.

The employer published the pay: $145k - $165k a year. The advert sets no condition on working hours.

This vacancy passed an automated check: the list excludes any advert requiring a foreign work permit, visa sponsorship, a particular citizenship, or residence in a specific country.

Transforming an industry that has long been dormant is thrilling.

Federato is an AI-centric platform, delivering advanced AI to every stage of the policy lifecycle. We are radically changing the way insurance work is handled, and the world is noticing: we've secured $180 million in funding, including a $100 million Series D from Goldman Sachs. Our product-market fit is robust, and we are expanding rapidly globally.

You'll tackle intricate challenges with one of the most cutting-edge AI teams in the industry. If you're the right fit for us, you recognize that AI bolted onto old systems is insufficient. That's why we designed our platform to be AI-native from the start. Here, you can achieve what you can't at traditional software companies—move quickly and demonstrate results, not just theorize them. We think from first principles. You’ll work on meaningful issues, crafting software that fundamentally shifts how insurance operates.

Our clients range from large Tier 1 Carriers ($10B+) to mutuals and startup MGAs, all with a minimum six-figure annual contract value. Our pipeline mirrors this diversity. We seek a process-driven self-starter who understands adaptability in a high-growth environment and excels in a high-touch, high-value sales setting. Above all, we are looking for an empathetic and inventive individual to join us on this journey.

This role will report directly to our Chief Revenue Officer and be a vital part of the expanding Go-To-Market team, collaborating with customer success, delivery, product, and engineering while co-creating sales strategies with the executive team. You will own a territory, treating it as your business, with responsibility for prospecting, opportunity development, and deal closure. This position offers a competitive industry base pay and an uncapped commission structure with significant bonuses.

Your responsibilities will include:

- Managing the entire enterprise sales process from initial contact to final closure for complex, multi-stakeholder deals (6-12+ month cycles). - Securing new clients - Implementing account-based sales strategies to break into target organizations. - Building and maintaining relationships with executives (C-suite, VP, Director) and acting as a trusted advisor. - Conducting value-based discovery and aligning solutions with customer business goals. - Collaborating cross-functionally with marketing, SDRs, solutions engineering, legal, and customer success to advance deals. - Consistently meeting quarterly and annual sales targets.

We hope you have:

- Experience in the P&C or specialty insurance sector - 3-10 years of B2B enterprise software sales - Proven success in a process-oriented sales environment (MEDDIC, MEDDPICC, Challenger, etc.) - A track record of successful prospecting and closing new clients through the entire sales cycle - The ability to establish and navigate C-suite relationships and handle day-to-day procurement - Familiarity with Salesforce, Google Workspace, and sales enablement tools like HubSpot, LinkedIn Sales Navigator, Gong, etc. - A foundational understanding of AI/ML and the ability to explain these concepts to clients - Experience in high-growth, entrepreneurial software companies

Our base salary for this role is targeted at $145,000 to $165,000 with a total estimated compensation (OTE) ranging from $290,000 to $330,000. Final offer amounts are determined by several factors, including candidate location, experience, and expertise, and may vary from the amounts listed above. The total compensation package includes stock options, benefits, and additional perks.

At Federato, your skills matter, but cultural fit is crucial. We move swiftly, are eager to listen to our users, approach problems from first principles, and value learning and the ability to adapt. Most importantly, we have fun. Our ability to make a difference starts with our people. We would love to work with you!

We are an equal-opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.