Sales Director, Carrier Solutions

Accountabilities

• • Own and deliver a carrier-focused sales quota, generating and closing new-logo and expansion opportunities for policy administration, new business, and underwriting solutions.
  • Lead the full enterprise sales cycle, from prospecting and discovery through solution development, negotiation, and contract signature.
  • Build and activate a strong network of senior relationships across life and annuity carriers to create qualified pipeline and gain access to key decision-makers.
  • Sell complex technology solutions to senior buyers, including CIOs, COOs, Heads of New Business, Heads of Underwriting, and their respective teams.
  • Lead consultative discovery using deep knowledge of life and annuity operations, translating technology and operational challenges into compelling solutions and business cases.
  • Navigate complex, multi-stakeholder buying processes involving IT, operations, underwriting, new business, actuarial, finance, procurement, and executive leadership.
  • Partner with pre-sales, solutions, and commercial strategy teams to define solution scope, pricing, proposals, and commercial structures.
  • Maintain accurate Salesforce pipeline data, including deal stages, coverage, forecasting, and overall deal health.
  • Represent the organization as a credible strategic advisor, developing trusted relationships that support both immediate opportunities and long-term account growth.
  • Identify opportunities to expand market presence, strengthen carrier relationships, and contribute to the continued evolution of carrier technology solutions.

  Requirements

  • 10+ years of enterprise technology sales experience with a consistent record of carrying and exceeding quota.
  • Deep knowledge of the life insurance and annuity industry, particularly policy administration, new business, and/or underwriting.
  • An established network of senior relationships across life and annuity carriers that can be activated from the outset.
  • Proven success selling complex technology-based solutions to senior carrier stakeholders, including CIOs, COOs, and business or underwriting leaders.
  • Strong understanding of lengthy, multi-stakeholder enterprise sales cycles and the discipline to advance opportunities methodically.
  • Demonstrated consultative selling, discovery, qualification, and solution-development capabilities grounded in genuine industry expertise.
  • Excellent executive presence, communication, negotiation, relationship-building, and stakeholder-management skills.
  • Strong commercial judgment and the ability to connect customer pain points with measurable business value.
  • Demonstrated CRM discipline and accurate forecasting practices; Salesforce experience is preferred.
  • Ability and willingness to travel approximately 50–75% of the time.
  • Direct experience selling policy administration, new business, or underwriting technology to life and annuity carriers is highly desirable.
  • Familiarity with comparable carrier technology platforms and solutions is a plus.
  • Experience supporting build-versus-buy decisions, legacy system modernization, or conversion initiatives is advantageous.
  • Existing relationships within carrier IT and operations communities are an additional advantage.

  Benefits

  • Base salary range of $160,000–$195,000 USD, depending on qualifications, experience, skills, education, training, and geographic location.
  • Additional commission-based compensation.
  • Incentive and bonus opportunities.
  • Health and dental insurance.
  • 401(k) retirement plan.
  • Parental leave.
  • Tuition reimbursement.
  • Opportunities for career progression and professional development.
  • The opportunity to collaborate with experienced professionals on technology solutions transforming the life insurance and annuity industry.
  • A commitment to an inclusive and diverse workplace where employees are valued for their skills, experience, and contributions.