Sales Director - ANZ

About Federato

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. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.

Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.

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 Machine Learning and the ability to position these concepts with the clients
• Prior experience within entrepreneurial, high growth stage software companies