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Director of Carrier Partnerships
Herald
Sales & Business Development
New York, NY, USA
USD 100k-140k / year + Equity
Posted on May 2, 2025
About Us
Herald builds digital infrastructure for commercial insurance. Today we provide developers a single API to get quotes for insurance products from multiple carriers. Tomorrow we want to build anything that helps developers connect their applications to the insurance ecosystem. We think buying insurance should be as easy as buying anything else online and we want your help!
We’re a team of insurtech veterans with experience at At-Bay, Kin, and Insurify. We’ve raised our Series A funding from top-tier VCs (Lightspeed, Brewer Lane, Afore, Underscore) along with a panel of insurtech founders (At-Bay, Marble), insurance executives (CRC), and early employees of other successful API infrastructure companies (Plaid, Alloy, Stytch).
The role
As Director of Carrier Partnerships you will lead and oversee the successful growth of our carrier partners. You will own the relationship from end-to-end, beginning with contracting new business, providing support through the implementation process, eventually driving usage and advocating for long-term mutual success. You must possess strong strategic relationship building skills, a high sense of ownership and creativity in your approach to partnerships. You will work closely with cross-functional teams, including developers, product managers, and client stakeholders.
We know things change quickly at a startup our size. You’re the right person for this role if you’re also excited to figure out what challenges we should solve next and to lead us in solving them. We want you to help us chart a course to transform a trillion-dollar industry.
Responsibilities:
- Identify target carrier partners and lead discovery calls with key stakeholders to understand their business goals and needs, and sell them on the value of Herald
- Serve as the default point of contact for carriers and support their unique requirements related to integrations with brokerages and key platforms
- Own & manage the end-to-end relationship cycle (prospecting, scoping, contract negotiations, support, cross-sell, upsell and renewal)
- Advocate for carrier needs with internal and external stakeholders, driving roadmap and GTM strategy for the business
- Manage ongoing relationships to keep implementations on track with set timelines, in partnership with our carrier integrations technology team
- Pitch product enhancements to existing and potential partners
- Strategically plan account expansion opportunities and upsells
- Lead quarterly business review meetings with key carrier stakeholders and leverage data to drive further adoption of Herald’s product offering
- Leverage data to track and optimize success and performance of the partnerships, through KPIs and other success metrics
- Collaborate with cross functional teams (product, sales, integrations, engineering, client services) to align strategies and joint initiatives
What you bring
- 3-5 years of business development, relationship management, consulting, or similar experience in either insurance, financial services, technology, or professional services
- We prefer if you have experience within B2B SaaS, especially with a focus on building and growing partnerships
- An understanding of the commercial insurance industry is a plus!
- Expertise of working with enterprise partners to drive expansion of products and services
- Experience managing partner relationships from end to end (contracting through renewal and cross sell)
- Excellent problem-solving, analytical, and troubleshooting skills
- Strong verbal and written communication abilities, with the capability to build rapport with partners and team members
- High level of organization and attention to detail
- Experience creating a high value customer experience
What we bring
- 💰 Competitive compensation packages based on experience
- 📈 Company equity
- ✈️ Relocation stipend (if you want to join us in the Northeast)
- 🌛 Quarterly in-person meetups (on the company)
- 🏝 20 days of PTO (that roll over) + 12 company holidays + 5 sick days
- 💊 Quality health, vision, and dental insurance
- 🚆 Pre-tax commuter benefits to be used towards parking & transit costs for those working hybrid in our offices
- 👵 401K plan
- 🏠 $500 additional home office stipend (beyond the standard equipment)
- 👨👩👧👦 Parental leave for all kinds of parents (including adoption and foster care)
- 🏃♀️ An agile and motivated team
#LI-ONSITE
Full compensation packages are determined based on candidate experience. This role also offers commission and equity in addition to base salary. The OTE for this role is between $200,000 and $250,000 for the first year.
New York Pay Range
$100,000—$140,000 USD
Additional information
Diversity, equity, and inclusion are featured prominently in our company's values which you can read about below. Please reach out if you would benefit from any assistance throughout the application or have suggestions about how we can make our process more accessible and inclusive to all people.
One more note: We want to build an incredible team. As a result, we make a point of being open to surprising candidates who are the right person even though their experience doesn't exactly match up to our job description. Our job descriptions are gestures, not strict criteria. If you think you would be a great addition to our team, but might not fit the criteria perfectly, we still encourage you to apply! We recognize there are many transferable skills and traits that we may not have captured in this description and welcome all interested candidates to apply.
Life at Herald
We're just getting started and building our culture with purpose every day. One of the joys of joining a small company early is that you get to build that culture too. Come join us and help us make Herald an (even more) amazing place to work!
Actions we value
There are many actions that we hope for and even demand from members of our team: communicating honestly, working hard, behaving with integrity. These are expectations. But we value these five actions above and beyond the level of "baseline expectation." We believe that if we excel at these, our business will thrive. We’re betting the company on it.
Build trust
We always lead with empathy. We publicly own and learn from our mistakes just as we are confident and transparent in explaining our decisions. And we help get the work done because we recognize that no job is too small.
Create a shared reality
We each articulate the facts, assumptions, questions, and fears we hold about our business. We listen to and learn from others. We create a shared set of information before making decisions.
Get better every day.
We constantly seek ways to improve ourselves. We provide each other candid feedback coupled with support to elevate those around us. We refine how we work together to become more effective as a team.
Build a diverse, equitable, and inclusive community.
We thrive when our team has a variety of lived experiences, values each other for their unique perspectives, and shares equitably in our mutual success. We invest in building an inclusive community for people who are oppressed because of their race, ethnicity, age, religion, gender expression, sexual orientation, physical ability, or socio-economic class.
(Remember that) we make the rules.
We once created the ways we work and therefore can change them. We do not default to momentum. We challenge ourselves to deconstruct the status quo and create a better future.