VP, Strategic Accounts

About the Company

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 organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done.

Responsibilities

• Own the full sales cycle for the largest, most strategic prospects from initial relationship-building through executive alignment and close
• Build deep, trusted relationships inside complex organizations, navigating multiple stakeholders across underwriting, IT, operations, and the C-suite
• Develop and execute account strategies for named strategic accounts, including identifying champions and tailoring value propositions
• Partner with Forward Deployed Engineering and Customer Success to ensure smooth handoffs and long-term account expansion
• Represent Federato credibly to senior insurance executives, translating AI-native platform value into business language
• Collaborate with product and marketing to provide customer and market feedback
• Act as a model for sales excellence and contribute to go-to-market playbooks

Requirements

• 8-10+ years of quota-carrying, enterprise/strategic B2B SaaS sales experience
• Proven track record of closing large, complex deals with long sales cycles
• Ability to build trust and credibility within large, complex organizations
• Strong executive presence and consultative selling skills
• Self-motivated and resourceful with experience in fast-moving startup environments
• Insurance or InsureTech experience is a strong plus