Director of Strategic Partnerships (Strategic AE) at Collate

San Francisco, California, United States

Apply Now

$400,000 – $500,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Insurance, InsurTech, AI, FinTechIndustries

Requirements

7+ years of enterprise B2B sales experience closing individual deals at $1M+ ARR
Managed complex, multi-year sales cycles and consistently closed 2-4 transformational partnerships annually
Problem solver who found highest impact in strategic sales—navigating complex organizations, building champions across functions, and connecting capabilities to transformation
Self-sufficient and high-agency: independently drive prospecting, pipeline development, relationship building, and deal execution
Obsessed with craft: developed exceptional discovery, presentation, and communication skills
Experience with finance/operations teams is valuable, as is insurance knowledge—but prioritize sales excellence and learning agility over domain expertise

Responsibilities

Develop deep mastery of insurance operations: understand workflows to identify bottlenecks as opportunities and speak the language fluently to earn credibility
Own strategic relationships end-to-end: identify transformational opportunities, navigate complex organizations, and close deals that reshape partner operations
Build trust across every level, from staff accountants to C-suite executives, to lead projects transforming tens of millions in operational spend
Work directly with engineering as a design partner: surface problems from strategic accounts to define the product roadmap
Drive disciplined execution across multiple concurrent 7-figure pursuits: manage 12-18 month sales cycles with accurate forecasts, rigorous qualification, and strategic pipeline development

Skills

Key technologies and capabilities for this role

Strategic PartnershipsRelationship ManagementInsurance OperationsBusiness DevelopmentSalesAccount ManagementWorkflow AnalysisIndustry Expertise

Questions & Answers

Common questions about this position

What is the salary range for the Director of Strategic Partnerships role?

The salary range is $400K - $500K.

Is this position remote or onsite?

The position is onsite in San Francisco.

What experience is required for this role?

Candidates need 7+ years of enterprise B2B sales experience closing individual deals at $1M+ ARR, managing complex multi-year sales cycles, and consistently closing 2-4 transformational partnerships annually.

What is the company culture like at Collate?

Collate features a lean, talented team creating category-defining products, with record-setting growth, strong product-market fit, outsized employee ownership, and low company risk in a cash-flow positive operation.

What makes a strong candidate for this position?

A strong candidate is a problem solver with deep experience in strategic enterprise sales, skilled at navigating complex organizations, building relationships across all levels, and driving multi-year 7-figure deals.