Director, National Accounts (TI)

Faye Stg; Northern (KY); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Faye seeks a relationship-driven Director, National Accounts to source, develop, and close high-value partnerships in the U.S. travel market. This senior IC role focuses on wholesale-oriented organizations and represents $5M–$15M+ in potential annual travel insurance sales.

The candidate will own the BD cycle end-to-end, leveraging an active industry network to close complex partnerships and navigate long sales cycles.

Qualifications

• 10+ years of business development or enterprise sales experience in travel, travel insurance, travel tech, cruise, wholesale, or OTA industries.

Responsibilities

• Identify, source, pursue, and close high-value travel partnerships.
• Build a self-generated pipeline through industry relationships and events.
• Own the full BD cycle from prospecting to contract execution and launch.
• Develop tailored partner strategies and negotiate terms and launches.
• Lead commercial negotiations on commissions, product needs, and launch plans.
• Build relationships with senior decision-makers across large partner organizations.
• Collaborate with product, legal, finance, and ops teams to advance opportunities.
• Represent Faye at industry events and partner meetings.

Skills

Enterprise sales

National accounts

Business development

Executive presence

CRM discipline

Job description

Faye is the first-ever digital, consumer-centric travel insurance for Americans with a product redefining travel coverage and care, taking it from a forgettable add-on to a must-have advantage that enhances the entire trip experience. Faye’s whole-trip protection, coupled with its proprietary technology, enables 24/7 immediate assistance, claims processing and reimbursements anywhere in the world, setting a new standard and over-delivering in an industry synonymous with doing the opposite.

Life at Faye

At Faye, every day is a journey. Whether you’re building the next generation of travel products, coding new solutions, or helping travelers navigate the unexpected, your work here has a real impact on real people. Our team is as diverse as the destinations our travelers explore–made up of 62% women, 50% parents, and a few office pets. Since launching in 2022, we’ve accomplished what others in the travel insurance industry only dream of–and we’re just getting started. At Faye, we believe in growing together, having fun along the way, and making every day count

What We’re Looking For

Faye is seeking a relationship-driven, commercially minded Director, National Accounts to personally source, develop, and close high-value strategic partnerships across the U.S. travel market.

This is a senior individual contributor role with no direct reports. The Director will serve as a strategic hunter, building their own pipeline and owning the full business development cycle for large, complex opportunities—typically representing $5M–$15M+ in potential annual travel insurance sales.

The role will focus on wholesale-oriented organizations, including tour operators, cruise lines, OTAs, airlines, travel technology platforms, and other large travel companies. The ideal candidate brings an active industry network, a demonstrated ability to independently close complex partnerships, and the drive to navigate long sales cycles with substantial personal ownership.

Responsibilities

• Personally identify, source, pursue, and close high-value strategic travel partnerships.
• Build and manage a self-generated pipeline through existing industry relationships, targeted prospecting, networking, and industry events.
• Own the full business development cycle, from prospecting and relationship development through pitch, negotiation, contracting, and launch.
• Develop tailored partner strategies, negotiating commercial terms, commission structures, and launch plans based on each account's unique needs.
• Lead commercial negotiations involving commission structures, integration requirements, product needs, and launch plans.
• Build strong relationships with senior decision-makers and key influencers across large partner organizations.
• Partner cross‑functionally with Product, Insurance, Legal, Finance, Operations, and Account Development to advance complex opportunities.
• Collaborate with the Product/Insurance team to propose custom products or coverage enhancements tailored to large national accounts.
• Maintain strong pipeline discipline, forecasting accuracy, and clear communication regarding opportunity status.
• Represent Faye at industry conferences, networking events, and strategic partner meetings.

Requirements

• 10+ years of business development, strategic partnerships, national accounts, or enterprise sales experience within the travel, travel insurance, travel technology, cruise, wholesale, or OTA industries. Industry experience and connections are a must-have.
• Proven ability to source, develop, negotiate, and close high-value partnerships while navigating longer sales cycles and multi‑stakeholder decision processes.
• A strong existing network within the travel industry that can create meaningful business development opportunities.
• Strong executive presence and the ability to communicate credibly with senior leaders, founders, and C‑suite stakeholders.
• Strong commercial judgment to evaluate account potential, revenue opportunity, and strategic fit.
• Comfort operating in a fast‑moving, high‑growth environment requiring ownership, collaboration skills, and strong CRM discipline.
• Preferred experience in travel insurance, ancillary revenue, embedded travel products, or travel protection solutions.