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Director, Business Development

Root Insurance

Root Insurance

Sales & Business Development
United States · Remote
Posted on Wednesday, June 26, 2024

CURRENT ROOT EMPLOYEES - Please apply using the career page in Workday. This career site is for external applicants only.


The Opportunity

We are seeking a Director, Business Development. At Root, we’ve reimagined car insurance to make it smarter, more equitable, and a better experience for all. Using technology in smartphones, we’re able to measure driving behavior to give our customers the prices they deserve.

The Business Development team collaborates with partners to design and build best in class insurance experiences. The Director, Business Development will work hand-in-hand with Root sales and cross-functional teams to accelerate the adoption of Root’s embedded insurance services and solve our partners’ business problems.

The Director, Business Development is responsible to build an organization to help our partners understand best practices around advanced insurance solutions. The crux of the job is to identify key segments for embedded insurance and build deep and wide relationships with our partners to provide an exceptional insurance solution. A consultative approach to provide advice and strategies for partners to understand the value of offering embedded insurance to their customers is a must.

You’ll help drive successful business outcomes across a broad set of enterprise partners through your passion for solving complex problems, building relationships, creating processes, developing structure, and overall business to business distribution. And you will have the opportunity to help shape and execute a strategy to build deep adoption and broad use of Root’s embedded insurance services with our partners.

Root is a “work where it works best” company. Meaning we will support you working in whatever location that works best for you across the US. We will continue to have our headquarters in Columbus and offices in other locations to give more flexibility and more choice about how we live and work.

Salary Range: $160,000 to $180,000

How You Will Make an Impact

  • Leader over key vertical segment of B2B distribution
  • Responsible for building pipeline of enterprise partners
  • Focus on building a team to support enterprise partners to solve complex insurance problems and create an exceptional UX
  • Serves as the first point of contact for maintaining and growing our relationship with our B2B partners focused on new and existing embedded insurance programs.
  • Can set the direction for our B2B distribution and understands how to interpret partner needs and surface with the right internal groups
  • Clear understanding of Root’s capabilities and how they serve our partners
  • Focus on execution, efficiency, and speed to market
  • Responsible for exceeding and managing partner expectations
  • Possesses a deep understanding of B2B distribution and takes a consultative approach to fostering deep and wide relationships
  • Contributes regularly to B2B distribution documentation based on partner feedback
  • Understands the partners’ requirements and is able to articulate feedback to cross-functional team to best support the needs of the partner
  • Can measure feasibility of a partner’s request and articulate internally
  • Recommends creative solutions to problems that advocate for the partners desired outcomes
  • Knows when to pull in senior leaders when contemplating requests for new or current partners
  • Can build and define high level vision and strategy to advance critical B2B relationships and distribution
  • Drives operational excellence on partner management, challenges the status quo, and can solve complex problems through high level thinking
  • Experience working at the executive level with fortune 500 companies
  • Demonstrates presentation skills with a high degree of comfort speaking with a wide group of individuals from individual contributions to c-level executives
  • Willingness to travel

What You Will Need to Succeed

  • 8+ years experience in sales leadership (e.g. sales leadership, partner management, sales operations, marketing, product, data & analytics)

  • 5+ years experience in direct enterprise sales, enterprise partner management, or consulting for enterprise clients on behalf of a large enterprise

  • Experience in business to business distribution programs

  • Experience in business to business partner management

  • Understanding of embedded insurance use cases a plus


Don’t meet every single requirement?

Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Root, Inc., we are dedicated to building a diverse and inclusive workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway!

Join us

At Root, we judge people based on the merit of their work, not who they are. If you are passionate about what this role entails and solving real problems, we encourage you to apply. We want to learn about you and what you can add to our team.

Who we are

We’re harnessing the power of technology to revolutionize insurance. Using machine learning and mobile telematic platforms, we’ve built one of the most innovative FinTech companies in the world. And we’re just getting started.

What draws people to Root

Our success is in large part due to our unwavering standards in hiring. We recognize that our products are only as good as the people building and promoting them. We want individuals who find solutions by going through the cycle of ideation to implementation with curiosity, rigor, and an analytical lens. Ask anyone who works here and you’ll hear similar reasons for why they joined:

Autonomy—for assertive self-starters, the opportunities to contribute are limitless.

Impact—by challenging the way it’s always been done, we solve problems that have a big impact on our business.

Collaboration—we encourage rich discussion and civil debate at every turn.

People—we are inspired by the collection of crazy-smart people around us.