Sales Director - ANZ

Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc. Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes. 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 hyper growth 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. This role is based in Sydney, Australia. 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 Machine Learning and the ability to position these concepts with the clients Prior experience within entrepreneurial, high growth stage software companies 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 [email protected]