[Hiring] Sales Director, Carrier Solutions @Zinnia

Role Description

You are a seasoned carrier-facing seller who knows the life and annuity market cold and comes with the relationships to prove it. You have spent your career selling technology to carriers – you understand how a CIO, COO, or Head of New Business evaluates a policy administration or underwriting platform, and you know how to move a complex, multi-year decision forward. When you say you can open a door at a carrier, you can, because you have already walked through it.

You are a hunter with substance. You pair a strong rolodex with genuine domain fluency – policy administration, new business, and underwriting – so you can go deep with technical and operational buyers, not just make the introduction. You are disciplined about pipeline, honest about deal health, and relentless about follow-through.

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 – accurate stage, coverage, and deal-health reporting.
• Represent Zinnia credibly and consultatively with senior carrier buyers, building trust that carries across the full relationship.

Qualifications

• 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 rolodex you can activate from day one.
• 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; Salesforce experience preferred.
• Travel 50-75% of the time.

Bonus Points

• 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.

Benefits

• Excellent career progression and competitive compensation.
• Base salary range for this position is $160,000.00-195,000.00 with an additional commission component.
• Great benefits, including health/dental insurance, parental leave, 401(k), incentive/bonus opportunity, tuition reimbursement, and more.