Sales Director, Carrier Solutions

Overview

Carrier-facing sales leader owning a quota for Zinnia's policy administration and underwriting solutions, selling to life and annuity carriers from first meeting through signature.

What you'll do

• Own a carrier sales quota focused on Zinnia's policy administration and underwriting solutions, sourcing and closing new-logo and expansion opportunities.
• Sell Zinnia's policy administration platform (Zahara) and new business / underwriting solutions to life and annuity carriers, from first meeting through signature.
• Leverage and expand your network of senior carrier relationships to build qualified pipeline and accelerate access to decision-makers.
• Run complex, multi-stakeholder sales cycles, navigating IT, operations, new business, underwriting, actuarial, finance, and procurement to a decision.
• Lead discovery and qualification with real domain depth, translating a carrier's operational and technology pain into a clear Zinnia solution and business case.
• Partner with Pre-Sales / Solutions and Commercial Strategy to shape scope, pricing, and commercial structure on each pursuit.
• Maintain disciplined pipeline hygiene and honest forecasting in Salesforce, with accurate stage, coverage, and deal-health reporting.
• Represent Zinnia credibly and consultatively with senior carrier buyers, building trust that carries across the full relationship.

What you'll need

• 10+ years of enterprise sales experience selling technology solutions, with a strong record of carrying and exceeding quota.
• Deep experience in the life insurance and annuity industry, with specific knowledge of policy administration and/or new business and underwriting.
• An established network of senior relationships across L&A carriers.
• A track record of selling complex, technology-based solutions to senior carrier buyers (CIO, COO, Head of New Business/Underwriting, and their teams).
• Command of long, multi-stakeholder enterprise sales cycles and the discipline to advance them methodically.
• Strong discovery and solution-selling skills grounded in real domain fluency.
• Excellent communication, relationship-management, and executive-presence skills.
• Discipline with CRM hygiene and honest forecasting.

Nice to have

• Salesforce experience.
• Direct experience selling policy administration, new business, or underwriting technology to L&A carriers.
• Familiarity with Zinnia's solution suite (Zahara, Zinnia Launch, Zinnia Live) or comparable carrier platforms.
• Experience navigating carrier build-versus-buy and legacy-conversion decisions.
• Existing relationships across the carrier IT and operations community.

Details

• Location: USA, remote.
• Travel 50-75% of the time.
• Base salary range $160,000.00-195,000.00, plus an additional commission component.