销售总监
Sales Director
没有什么比改变一个停滞了几十年的行业更令人兴奋的了。
Federato 是一个以人工智能为核心的平台，正在将代理型 AI 带入完整的保险政策生命周期。我们正在积极改变保险工作的执行方式，世界也在关注：我们已筹集 1.8 亿美元，其中包括高盛提供的 1 亿美元 D 轮融资。我们拥有强大的产品与市场契合度，并在全球快速扩张。
你将有机会与全球最先进的 AI 团队之一一起解决复杂的问题。如果你就是我们需要的人，你就会知道，将 AI 嵌入到传统系统中是不够的，无法真正产生影响。这就是为什么我们从第一天起就构建了一个以 AI 为核心平台。在这里你可以做到在传统软件公司永远无法实现的事情：快速行动并证明它，而不是空谈理论。我们从基本原理出发思考问题。你将参与真正重要的问题，开发从根本上改变保险运作方式的软件。
我们的客户目前涵盖了保险行业的各个领域，从一级承保商（资产超过 100 亿美元）到互助保险公司，再到初创的管理代理机构，涵盖所有中间领域，所有客户的年经常性收入都至少为六位数。我们的潜在客户名单也体现了同样的广度。我们正在寻找一位注重流程、能够自我驱动的人才，理解在高速成长公司中适应力的重要性，并能在高接触、高价值的销售环境中茁壮成长。最重要的是，我们正在寻找一位富有同理心和创造力的个人，希望对行业产生影响，加入我们踏上这段旅程。
该职位将直接向首席营收官汇报，并将成为不断壮大的市场进入团队的关键成员，与客户成功、交付、产品和工程团队合作，同时与高管团队协作制定销售策略。你将负责一个区域，将其视为自己的业务，对潜在客户挖掘、机会开发和交易完成负全责。该职位提供具有行业竞争力的薪资基础，以及高于行业水平、无上限的佣金结构，配有出色的激励机制。
你将从事的工作：
- 负责从潜在客户挖掘到成交的整个企业销售流程，处理复杂的多利益相关方交易（周期为 6-12 个月以上）。
- 推动新客户获取
- 制定并执行基于客户账户的销售策略，以渗透目标组织。
- 建立高层关系（CEO、副总裁、总监级别），并作为值得信赖的顾问。
- 主导以价值为导向的探索和解决方案定位，与客户的业务成果保持一致。
- 与市场部跨职能合作，
查看英文原文
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.
What you'll be doing:
- 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.
Who we hope you are:
- 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 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
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 to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to 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 on the basis of 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 at talent@federato.ai