Director, Strategic Business Development

Key Responsibilities

• Own an individual revenue target and deliver profitable new-client growth across assigned strategic channels, including opportunities in property and casualty insurance, financial institution, affinity, and other emerging markets.
• Develop and execute account, markets, and channel strategies that prioritize the highest-value markets, prospects, buying centers, and routes to revenue.
• Build and maintain a high-quality enterprise pipeline through executive networking, referrals, market intelligence, targeted outreach, events, and disciplined prospecting.
• Open doors and establish trusted relationships with C-suite executives, senior decision-makers, economic buyers, technical buyers, user buyers, and internal coaches.
• Apply Miller Heiman Strategic Selling principles to every material opportunity, including Blue Sheet opportunity planning, buying-influence mapping, red-flag identification, competitive analysis, and documented next actions.
• Lead discovery that uncovers strategic priorities, business pain, decision criteria, value drivers, KPIs, and barriers to change; translate findings into compelling Cinch solutions and business cases.
• Shape differentiated, multi-stakeholder solutions using Cinch’s suite of services and emerging channel-specific offerings; provide market feedback that informs product strategy and go-to-market decisions.
• Orchestrate complex sales pursuits across Product, Marketing, Finance, Legal, Operations, Implementation, and Account Management while remaining the single-point commercial leader through close.
• Create and deliver executive-level presentations, proposals, financial narratives, and mutual action plans that clearly connect Cinch capabilities to customer outcomes.
• Lead commercial negotiations and contract development within corporate guidelines, balancing client value, growth potential, risk, margin, and long-term partnership economics.
• Maintain disciplined Salesforce opportunity management, including accurate stages, stakeholder maps, activity, value, probability, risks, next steps, and forecast timing.
• Provide fact-based forecasts and executive updates on pipeline health, deal strategy, competitive dynamics, opportunities, and challenges.
• Partner with implementation and account teams to ensure a clear, accountable transition from signed agreement through launch and early-stage relationship success.
• Monitor marketplace, customer, regulatory, and competitive trends; convert insights into new value propositions, partnership models, and growth opportunities.
• Represent Cinch with executive presence and integrity at client meetings, industry forums, conferences, and other market-facing engagements.

Required Qualifications

• 10+ years of progressive success in enterprise sales, strategic partnerships, or business development, with a demonstrated record of personally sourcing, advancing, negotiating, and closing complex, high-value agreements in Insurance and Financial institutions.
• Demonstrated proficiency using Miller Heiman Strategic Selling; ability to lead rigorous opportunity planning and coach internal pursuit teams through the methodology without formal reporting authority.
• Experience selling transformative services, subscription-based offerings, platforms, or consultative solutions to C-suite and senior business leaders.
• Strong strategic-selling capability, including account planning, stakeholder mapping, business-case development, competitive positioning, consensus building, and multi-threaded deal management.
• Executive presence and credibility to gain access to senior decision-makers, challenge customer thinking constructively, and navigate complex organizations.
• Strong commercial judgment and negotiation skills, with the ability to balance growth, profitability, customer outcomes, risk, and contractual requirements.
• Proven ability to work independently as a self-directed individual contributor while mobilizing cross-functional resources through influence.
• Excellent written, verbal, presentation, and interpersonal communication skills.
• Strong Salesforce proficiency and a disciplined approach to pipeline management, forecasting, and sales analytics.
• Ability and willingness to travel as needed for prospect, partner, client, and industry engagements.

Preferred Qualifications

• Experience in one or more Cinch priority channels, including property and casualty insurance—particularly personal lines/homeowners—financial institution, affinity marketing, financial services or adjacent home-services ecosystems.
• Broad and relevant industry network with relationships across carriers, distributors, brokerages, financial institution enterprises, strategic partners, or other target accounts.
• Deep understanding of industry business models, decision criteria, KPIs, market challenges, and drivers of change.
• Experience creating or refining innovative business models, value propositions, products, or go-to-market strategies.
• Formal Miller Heiman training or certification.
• Bachelor’s degree in Business, Marketing, or a related field; advanced degree preferred.