Overview: The primary purpose of the Sales Director, Life is to proactively drive new business acquisition and revenue growth within the Life and InsurTech markets by selling One Inc's Digital Payments Platform. This role requires a proven enterprise sales professional with deep industry expertise, established executive relationships, and a strong hunter mentality focused on net-new logo acquisition.
The successful candidate will be responsible for territory planning, whitespace identification, account development, pipeline creation, executive engagement, and leading complex enterprise sales cycles from prospecting through close. Success in this role comes from uncovering opportunities, developing strategic account plans, building relationships with senior insurance executives, and creating demand through disciplined prospecting and consultative selling.
Key Responsibilities:
• Develop and execute comprehensive territory plans focused on whitespace identification, account penetration, and net-new business acquisition.
• Create, manage, and advance a qualified sales pipeline through proactive prospecting, account development, networking, referrals, partner relationships, and industry engagement.
• Establish and grow executive-level relationships with Life and InsurTech carrier organizations.
• Engage CIOs, COOs, CFOs, VP Operations, VP Billing, VP Customer Experience, Digital Transformation leaders, and other senior stakeholders throughout the sales cycle.
• Lead complex enterprise sales opportunities from initial prospecting through contract negotiation and close.
• Conduct strategic discovery sessions to identify business challenges, modernization initiatives, operational inefficiencies, and transformation priorities.
• Develop account strategies, stakeholder maps, mutual action plans, and executive business cases to accelerate opportunity progression.
• Utilize MEDDPICC or similar qualification methodologies to ensure forecast accuracy and sales execution rigor.
• Position One Inc solutions as strategic enablers of digital transformation, customer experience enhancement, operational efficiency, AI enablement, and modernization initiatives.
• Translate complex technology capabilities into measurable business outcomes and return-on-investment discussions.
• Collaborate with internal stakeholders, solutions consultants, marketing, customer success, and executive leadership to drive successful outcomes.
• Leverage ecosystem relationships and partner channels to identify, develop, and close partner-sourced opportunities.
• Represent One Inc at industry conferences, trade associations, customer events, and networking functions to increase market visibility and generate opportunities.
• Maintain accurate forecasting, pipeline management, customer activity tracking, and opportunity progression within CRM systems.
• Maintain expertise on industry trends, competitive solutions, regulatory developments, and carrier modernization initiatives.
• Consistently achieve and exceed assigned revenue, pipeline generation, and strategic account objectives.
Qualifications/Skills & Abilities:
• Deep knowledge of the Life and broader insurance ecosystem.
• Proven hunter mentality with a track record of generating net-new pipeline and acquiring new logos.
• Ability to travel up to 50% to customer sites, meetings, industry events, etc.
• Strong prospecting mindset with demonstrated ability to build opportunity pipelines from targeted accounts.
• Exceptional territory planning, account strategy development, and account penetration skills.
• Demonstrated ability to uncover latent opportunities, navigate complex organizations, and create demand where no active initiative exists.
• Established executive relationships within insurance carrier organizations.
• Ability to build credibility quickly with senior insurance executives and industry leaders. Ability to meet with C level executives and speak to the industry challenges, opportunities and complexities.
• Experience selling consultatively around modernization programs, digital transformation initiatives, technology replacement projects, and operational improvement strategies.
• Strong business acumen with the ability to align technical solutions to strategic business outcomes.
• Excellent executive communication, presentation, discovery, negotiation, and closing skills.
• Experience developing ROI analyses, executive business cases, and value-based selling strategies.
• Proficiency in account mapping, stakeholder management, mutual action plans, and opportunity qualification methodologies.
• Demonstrated forecast discipline and sales process adherence.
• Strong ecosystem and partner relationship development capabilities.
• Ability to thrive in a fast-paced, competitive, entrepreneurial environment.
• Exceptional collaboration skills and strong cultural alignment with One Inc values.
• Proven ability to manage multiple concurrent enterprise opportunities while maintaining attention to detail and execution excellence.
Education & Experience:
• Bachelor's Degree in Business, Finance, Technology, MIS, CIS, or a related discipline; equivalent professional experience may be considered.
• 7-15 years of enterprise software, SaaS, payments, or technology sales experience.
• Direct experience selling to insurance carriers within the Life or InsurTech sectors.
• Demonstrated success managing complex six-figure and seven-figure enterprise sales opportunities.
• Proven history of building and converting net-new pipeline into closed revenue.
• Experience working with executive buyers including CIOs, COOs, CFOs, Heads of Digital, Transformation Leaders, VP Operations, VP Claims, VP Billing, and VP Customer Experience.
• Understanding of insurance carrier operations including policy administration, billing, claims, underwriting, onboarding, customer experience, and payment ecosystems.
• Experience leveraging partner ecosystems, alliance relationships, and channel strategies to create and advance opportunities.
• Proven record of meeting and exceeding annual sales quotas and strategic growth objectives.
Additional Requirements:
• This position may periodically require work outside of standard business hours, including evenings and weekends, to support business needs.
• Employment is contingent upon successful completion of background screening requirements.
• Employees may be subject to background checks at any time during employment, as permitted by applicable law and company policy.
Desired Traits:
• Action Oriented, Growth Mindset, Positive Outlook, Problem Solver, Self-starter, Demonstrates Ethical Behavior, Strong Drive, Team Player, Supportive & Adaptable to Change, Exudes a commitment to Personal & Professional Development
Physical Demands:
The conditions herein are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.
Environment:
Standard indoor office setting; exposure to computer screens.
Physical:
Requires repetitive motion. Substantial movements/motions of the wrists hands, and/or fingers. Sufficient mobility to work in an office setting; stand or sit for prolonged periods of time; operate office equipment including use of a computer keyboard, mouse, scanner and other tools as needed.
Vision:
See in the normal vision range with or without correction; vision sufficient to read computer screens and printed documents.
Hearing:
Ability to hear in the normal audio range with or without corrections.
Company Profile: At One Inc, we empower insurers to meet policyholder expectations with choice, control, convenience, and continuity. Our mission is simple: to make every payment a promise kept.
The One Inc Insurance Payments Network seamlessly integrates multi-channel digital communications with inbound payment processing and outbound disbursement, delivering a frictionless experience for both premiums and claim payments. With over $120 billion in annual payments volume, we are proud to serve more than 300 insurance carriers, helping them honor their commitments instantly and securely.
Headquartered in Folsom, CA, One Inc offers competitive salaries, comprehensive benefits — including medical, dental, and vision insurance — a 401(k) plan, and a strong commitment to work-life balance. We believe in growing from within, promoting opportunities for career advancement across our team of 1,200+ dedicated "Onesters."
Join us in building the infrastructure that fulfills the promise of insurance.
One Inc is an equal opportunity employer and complies with all EEOC legislation in each jurisdiction it operates in.