Director of National Accounts - Travel Insurance

Our client, an insurtech company looking to revolutionize the travel insurance industry, is looking to add a Director of National Accounts to its rapidly growing organization.

BUSINESS DEVELOPMENT MANAGER RESPONSIBILITIES:

• Identify, pursue, and close larger strategic travel partnerships that support Faye’s long-term growth and expansion across key travel distribution channels.
• Develop and manage a pipeline of national account opportunities across tour operators, cruise, wholesalers, OTAs, travel technology platforms, and other large travel distribution channels.
• Own the full business development cycle from prospecting and relationship development through pitch, negotiation, contracting, launch, and handoff.
• Build strong relationships with senior decision-makers and key influencers across large partner organizations.
• Develop tailored partner strategies based on each account’s business model, distribution structure, technology needs, and revenue opportunity.
• Partner cross-functionally with Product, Insurance, Legal, Finance, Operations, Comms, and
• Account Development teams to move larger and more complex opportunities forward.Identify partner-specific product needs and work closely with the Insurance/Product team to
• propose custom product ideas, coverage enhancements, or tailored solutions that may help unlock larger national account opportunities.
• Understand partner pain points and clearly position Faye’s value proposition, including our modern platform, technology-forward experience, traveler-first product suite, advisor tools, and support model.
• Negotiate commercial terms, commission structures, marketing opportunities, integration needs, and launch plans that align with Faye’s growth goals.
• Serve as a strategic voice internally on the needs of larger travel partners and help shape how
• Faye supports wholesale and national account opportunities.
• Maintain strong pipeline discipline, forecasting accuracy, and clear communication around opportunity status, risks, blockers, and next steps.
• Represent Faye at industry events, conferences, partner meetings, and strategic business development opportunities.

BUSINESS DEVELOPMENT MANAGER REQUIREMENTS:

• 10+ years of business development, strategic partnerships, national accounts, or enterprise sales experience within travel, travel insurance, travel technology, cruise, tour operations, wholesale travel, airlines, OTAs, or a related industry.
• Demonstrated experience selling into or managing large, complex travel accounts.
• Strong existing network within the travel industry, especially across tour operators, cruise, wholesale, OTA, or travel technology segments.
• Proven ability to source, develop, negotiate, and close high-value partnerships.Experience navigating longer sales cycles, multi-stakeholder decision processes, legal/commercial negotiations, and operational launch requirements.
• Strong commercial judgment and ability to evaluate account potential, revenue opportunity, and strategic fit.
• Comfort operating in a fast-moving, high-growth environment where priorities evolve and ownership is expected.
• Strong executive presence and ability to communicate credibly with senior leaders, owners, founders, and C-suite stakeholders.
• Excellent collaboration skills and ability to work cross-functionally to remove blockers and advance opportunities.
• Strong pipeline management, forecasting, and CRM discipline.

BUSINESS DEVELOPMENT MANAGER COMPENSATION:

• Base salary + stock options + team commission
• Fully remote position
• Comprehensive benefits package