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National Accounts Director – Travel Insurance
Location: Remote – Continental U.S.
We are seeking an experienced Director of National Accounts to develop and grow large strategic partnerships across the U.S. travel industry. This is a high-impact business development role focused on complex, high-value accounts with significant revenue potential.
The ideal candidate is a strategic hunter with deep travel-industry knowledge, strong existing relationships, and a demonstrated ability to turn those relationships into meaningful revenue. Target partners may include cruise lines, tour operators, wholesalers, OTAs, airlines, large travel organizations, travel technology companies, and other major distribution partners.
Typical opportunities may represent $5M–$15M+ in annual travel insurance sales, requiring a sophisticated sales approach, executive-level relationship development, and the ability to navigate longer, multi-stakeholder sales cycles.
What You'll Do
- Identify, develop, and close large strategic travel partnerships.
- Build and manage a pipeline of high-value national account opportunities.
- Own the business development process from prospecting and relationship development through negotiation, contracting, launch, and handoff.
- Develop relationships with senior decision-makers and C-suite stakeholders.
- Create account strategies based on each partner's business model, distribution channels, technology needs, and revenue opportunity.
- Work cross-functionally with product, insurance, legal, finance, operations, and other internal teams to advance complex opportunities.
- Identify opportunities for customized products, coverage enhancements, integrations, and other solutions that can help win larger accounts.
- Negotiate commercial terms, commissions, partnership structures, and launch plans.
- Maintain accurate pipeline management, forecasting, and CRM activity.
- Represent the company at travel-industry conferences, events, and partner meetings.
What We're Looking For
- Approximately 10+ years of experience in business development, strategic partnerships, national accounts, or enterprise sales, preferably within travel or a closely related industry.
- Strong background in travel, travel insurance, travel technology, cruise, tour operations, wholesale travel, airlines, OTAs, large travel agencies, or adjacent travel sectors.
- Proven individual track record of personally originating, negotiating, and closing large strategic partnerships that generated at least $10M–$15M in annual revenue or premium.
- The $10M–$15M revenue requirement must reflect business personally created and closed by the candidate, not revenue generated by a team they managed, an account portfolio they inherited, or a broader organization they supported.
- Demonstrated ability to independently identify high-value opportunities, secure access to senior decision-makers, build the commercial case, negotiate terms, and move complex deals through contract execution and launch.
- Existing senior-level relationships across the travel industry, particularly with cruise organizations, tour operators, wholesalers, OTAs, large travel agencies, airlines, travel technology companies, or other major travel-distribution partners.
- Experience managing long, complex sales cycles involving multiple stakeholders, legal, finance, operations, product, and executive leadership.
- Strong commercial judgment, including the ability to evaluate the true revenue potential of a partnership, prioritize opportunities, and focus on deals capable of producing substantial enterprise value.
- Executive presence and the ability to communicate credibly with C-suite executives, founders, owners, presidents, and senior commercial leaders.
- Strong pipeline management, forecasting, and CRM discipline, with the ability to clearly articulate deal stage, probability, expected timing, and projected revenue.
- Comfortable operating independently in a fast-growing environment where priorities evolve quickly and significant ownership is expected.
Particularly Valuable Experience
Experience with travel insurance, embedded insurance, ancillary revenue, travel protection, fintech, insurtech, or other products distributed through large travel partnerships is especially valuable.
We are particularly interested in candidates who bring established senior-level travel relationships and a verifiable history of personally creating significant revenue through large, complex partnerships.
JOB ID: 182609
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Warren Mead