Sales Director

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 organisations facing today’s issues—the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, and others.

Federato’s AI / ML-driven platform leverages deep reinforcement learning to help insurance companies optimise the portfolio of risks they insure, allowing them to continue to provide fair and equitable pricing in difficult-to-price areas. Our category-defining ‘RiskOps’ solution drives better underwriting decisions by operationalising underutilised data investments and surfacing real-time risk and portfolio insights. We focus on putting insurance underwriters back in the driver’s seat, helping them meet their goals while providing an important service to society.

Our current client profile spans the insurance industry—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 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 to one of our four Vice Presidents of Sales and 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.

Role Responsibilities

• 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.

Role Requirements

Here at Federato, your capabilities are important, but culture fit is quintessential. 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

For government reporting purposes, we may collect voluntary self-identification information. Completion of any such form is optional and will be kept confidential.

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