Sales Director, Carrier Solutions

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a sales quota for Zinnia’s policy administration and underwriting solutions.

• Identify and secure new logo and expansion opportunities.

• Promote Zinnia’s Zahara policy administration platform and new business/underwriting solutions from initial meeting to contract signing.

• Utilize and enhance senior carrier relationships to develop a qualified pipeline and reach decision-makers.

• Navigate complex, multi-stakeholder sales cycles involving IT, operations, new business, underwriting, actuarial, finance, and procurement.

• Conduct discovery and qualification, converting carrier operational and technology challenges into Zinnia solutions and business cases.

• Collaborate with Pre-Sales/Solutions and Commercial Strategy teams to define scope, pricing, and commercial structure.

• Ensure pipeline accuracy and reliable forecasting in Salesforce, including reporting on stage, coverage, and deal health.

• Represent Zinnia with credibility and a consultative approach to senior carrier buyers, fostering long-term relationships.

⛳️ Requirements

• Over 10 years of enterprise sales experience in technology solutions, consistently achieving and surpassing quotas.

• Extensive experience in the life insurance and annuity sector.

• Specialized knowledge of policy administration and/or new business and underwriting processes.

• A well-established network of senior relationships within life and annuity carriers.

• Proven history of selling complex, technology-driven solutions to senior carrier decision-makers.

• Proficient in managing lengthy, multi-stakeholder enterprise sales cycles.

• Strong skills in discovery and solution selling, rooted in domain expertise.

• Excellent communication, relationship management, and executive presence abilities.

• Commitment to CRM discipline and honest forecasting; experience with Salesforce is preferred.

• Willingness to travel 50-75% of the time.

• Direct experience selling policy administration, new business, or underwriting technology to life and annuity carriers is an advantage.

• Familiarity with Zinnia’s solution suite or similar carrier platforms is beneficial.

• Experience in navigating carrier build versus buy and legacy conversion choices is a plus.

• Existing connections within the carrier IT and operations community are advantageous.

🏝️ Benefits

• Health insurance

• Dental insurance

• Parental leave

• 401(k)

• Incentive/bonus opportunities

• Tuition reimbursement

• Opportunities for career progression

• Competitive compensation

• Collaboration with intelligent, creative professionals