Director of Strategic Partnerships (Strategic AE)

At Comulate, we’re transforming the insurance back office with AI. Our platform, which reinvents expensive and time-consuming accounting processes, is the first step in our vision to unlock the hundreds of billions of dollars spent on manual insurance operations.

Our Series B, announced in early 2025, led by BOND & Workday, comes on the heels of record growth and accelerating expansion plans.

Why you should consider joining

• Record-setting growth, having gone from zero to 8-figure ARR within three years of founding, representing 95th percentile company growth among startups that achieve these milestones
• Strong product market fit revealed in growth and through customer love, with users describing the platform as “the best thing since sliced bread” and "life-changing"
• Our lean, talented team is creating category-defining products for large public and private enterprises, driving 7-figure ROI and cash-flow positive operations, providing the best of both worlds: outsized employee ownership and low company risk
• We're continuing to take big, ambitious first-to-market bets for a highly committed customer base and an exciting pipeline of new customers
• We’re in the early innings of our vision and poised to take advantage of the massive opportunity to deploy AI into core workflows throughout the insurance industry
  
  

About The Role

We're hiring a Director of Strategic Partnerships onsite in SF. You'll own relationships with the industry leaders reimagining insurance operations—building on our dominant position in broker accounting and operations, and expanding into the new segments and use cases that define our next chapter of growth.

What You'll Do

• Develop deep mastery of insurance operations. You'll understand workflows well enough that bottlenecks become obvious opportunities and you speak the language fluently enough to earn credibility in any room.
• Own strategic relationships end-to-end: identify transformational opportunities, navigate complex organizations, and close deals that fundamentally reshape how partners operate—not just automate existing workflows.
• Build trust across every level, from staff accountants to C-suite executives. You'll earn the confidence to lead projects that transform tens of millions in operational spend.
• Work directly with engineering as a design partner. The problems you surface from strategic accounts define our roadmap. You're building product, not just selling it.
• Drive disciplined execution across multiple concurrent 7-figure pursuits. Manage 12-18 month sales cycles with accurate forecasts, rigorous qualification, and strategic pipeline development.
  
  

Who You Are

• 7 years of enterprise B2B sales experience closing individual deals at $1M ARR. You've managed complex, multi-year sales cycles and consistently closed 2-4 transformational partnerships annually.
• A problem solver who found highest impact in strategic sales—navigating complex organizations, building champions across functions, and connecting capabilities to transformation. Curiosity and excellence drive you more than hitting a number.
• Self-sufficient and high-agency. You independently drive prospecting, pipeline development, relationship building, and deal execution. You need to be enabled, not managed.
• Obsessed with craft. You've developed exceptional discovery, presentation, and communication skills because you genuinely care—listening deeply, communicating with precision, treating every interaction as a chance to improve.
• Experience with finance/operations teams is valuable, as is insurance knowledge—but we prioritize sales excellence and learning agility over domain expertise.
  
  

Our team & philosophy

We’re backed by BOND, Spark Capital, Neo, and Workday, as well as founders/executives from Brex, Asana, Plaid, Applied Intuition, Coalition, and more.

Our team hails from companies like Airbnb, Google, Brex, and LiveRamp and we’re fairly low-profile: focusing the majority of our energy on delivering for customers and building a category-defining company.

We’re hiring predominantly in San Francisco 🌁, as we believe in-person collaboration is strategically important for a company at our stage — both for velocity and company culture.

Benefits

• Competitive base salary and generous equity
• Generous medical, dental, and vision benefits
• 401K plan enrollment
• Flexible time-off policy
• Lunch & dinner every day
• Paid parental leave
• Company outings and offsites
• (and more benefits as we grow!)
  
  

Comulate is proud to be an equal opportunity employer. We are committed to building a diverse and inclusive culture that celebrates authenticity. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, or any other legally protected characteristics.

Compensation Range: $400K - $600K