Sales Director
cerence
Sales Director
federato· Sales
About this role
There's nothing more exciting than transforming an industry that's been stagnant for decades.
Federato is an AI-native platform that’s bringing agentic AI to the full policy lifecycle. We’re aggressively transforming how insurance work gets done, and the world is paying attention: we've raised $180 million, including a $100 million Series D from Goldman Sachs. We have powerful product-market fit, and we're growing fast globally.
You'll get to work on complex problems with one of the most advanced AI teams you'll find anywhere. If you're the person we need, you know that AI bolted onto legacy systems is too weak to matter. That's why we built our platform to be AI-native from day one. That's why you can do here what you can never do at a legacy software company. move fast and prove it, not theorize it. We think from first principles. You’ll work on problems that matter, building software that fundamentally changes how insurance operates.
Our current client profile spans the insurance industry space 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 same 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 into our CRO and will 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.
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 AI/ML and the ability to position these concepts with the clients
- Prior experience within entrepreneurial, high growth stage software companies
Our base salary for this role is targeted at $145,000 to $165,000 with OTE ranging from $290,000 to $330,000. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks.
Here at Federato, your capabilities are important, but culture fit is essential. 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 talent@federato.ai
Frequently Asked Questions
What is the salary for the Sales Director role at federato?
The listed salary for this Sales Director position at federato is USD 145K–165K. This is a remote full-time role.
Is the Sales Director job at federato remote?
Yes, this Sales Director position at federato is remote, with team members based in Remote. You can work from home or anywhere in the supported regions.
Which team or department does the Sales Director at federato belong to?
This Sales Director position is part of the Sales department at federato. See the full job description for more information about the team structure and responsibilities.
How do I apply for the Sales Director position at federato?
Click the "Apply Now" button on this page. You will be redirected to federato's official application portal hosted on greenhouse where you can submit your application directly.
When was the Sales Director job at federato posted?
This Sales Director position at federato was posted on Sep 11, 2026. Apply as soon as possible — early applications are often reviewed first.
Sales Director
federato · 💰 USD 145K–165K
You'll be redirected to federato's official application page on Greenhouse.