Sales Director, Carrier Solutions

WHO WE ARE:

Zinnia is the leading technology platform for accelerating life and annuities growth. With innovative enterprise solutions and data insights, Zinnia simplifies the experience of buying, selling, and administering insurance products. All of which enables more people to protect their financial futures. Our success is driven by a commitment to three core values: be bold, team up, deliver value – and that we do. Zinnia has over $180 billion in assets under administration, serves 100+ carrier clients, 2500 distributors and partners, and over 2 million policyholders.

WHO YOU ARE:

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.

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 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.