Director of Business Development - Insurance Payments

Connecticut Innovations; United States; Remote; USD 90,000 - 150,000; Full time

Job summary

Join a dynamic and innovative FinTech company as a Director of Business Development focused on insurance payments. This role offers the opportunity to drive revenue growth and build strategic partnerships within the insurance sector. You will lead the full sales cycle, from sourcing to closing deals, while collaborating with a high-performance team dedicated to delivering exceptional payment solutions. With a competitive compensation structure that includes base salary, commission, and performance bonuses, this position is perfect for a results-driven professional eager to make an impact in a rapidly growing industry. If you thrive in a fast-paced environment and are passionate about transforming payment processes, this role is your chance to shine.

Benefits

Access to executive team

Real-time decision-making

No red tape

Performance bonuses

Qualifications

• Proven track record in sales and business development in insurance.
• Strong understanding of insurance payment processes and regulations.

Responsibilities

• Own the sales cycle from sourcing to closing new business.
• Drive growth in claims and premium collections across North America.
• Collaborate with internal teams to optimize onboarding and messaging.

Skills

Sales Leadership

Industry Knowledge

Sales Acumen

Relationship Building

Strategic Thinking

Communication Skills

Results-Oriented

Process Ownership

Bias for Action

Education

Bachelor's degree in Business Administration

MBA

Tools

CRM software

Job description

Director of Business Development - Insurance Payments

Are you ready to join Connecticut Innovation’s vibrant community of innovators? Connecticut Innovations (“CI”) is Connecticut’s strategic venture capital arm, and we are passionate about serving our portfolio of 220+ companies across various industries, with strengths in life sciences, technology, and climate tech.

Come join Dream Payments | Embedded Payments for Insurers, FI's, and Software Platforms!

Job Description: Director of Business Development – Insurance Payments

Position: Remote: CT, NYC, Las Vegas, LA, & SF

Compensation Structure: Base + Commission + Performance Bonus

Dream Payments | Company Overview

Dream Payments is a venture funded, FinTech company offering cloud payments solutions to financial institutions and insurance companies, enabling them to provide frictionless digital and mobile payment services to their end customers. Our mission is to simplify the world of payments for our clients and their end customers.

One of Dream’s key solutions is the Dream Insurance Payments Hub, offering both claims payment and premium collection solutions to insurance carriers, MGAs, TPAs, and ecosystem partners across North America.

Why Dream Payments?

• Global cashless payment volumes are set to increase by more than 80% from 2020 to 2025, from about 1tn transactions to almost 1.9tn, and to almost triple by 2030, according to analysis by PwC and Strategy&.
• Instant insurance payments have already gained traction as policyholders demand fast claims payouts and convenient premium payments. This is a trend that will continue to grow in 2025 and beyond.
• Our clients, partners, and investors include some of the leading banks and insurance companies in North America, including JPMorgan Chase, Mastercard, Intuit, and more.
• You’ll be joining a high-performance team that believes in autonomy, accountability, and execution. If you’re a deal-driven closer who thrives on owning the full sales cycle from sourcing to signed contracts – this is your stage.

Director of Business Development | Position Overview

Dream Payments is looking for a dynamic and results-oriented outcome-obsessed Director of Business Development with a strong background in insurance payment services. The ideal candidate will possess a unique blend of strategic vision, sales acumen, and industry expertise to drive revenue growth and foster strategic partnerships within the insurance sector.

What You Bring

• Sales Leadership: Deep expertise and comfort navigating the full commercial process — from outreach to C-suite deal structuring.
• Industry Knowledge: A deep understanding of insurance payment processes, including billing, claims handling, policy administration, and regulatory requirements specific to the insurance sector.
• Sales Acumen: Proven ability to develop and execute strategic sales plans to achieve revenue targets and expand market share within the insurance industry.
• Relationship Building: Strong interpersonal skills with the ability to build and maintain relationships with key stakeholders such as insurance carriers, brokers, and related entities. This includes effective networking and the ability to engage with senior decision-makers.
• Strategic Thinking: A strategic mindset with the ability to analyze market trends, identify growth opportunities, and develop innovative solutions to drive business growth in the insurance payment services sector.
• Communication Skills: Excellent verbal and written communication skills to effectively convey the value proposition of payment solutions, deliver persuasive presentations, and collaborate across internal teams.
• Results-Oriented: Proven track record of achieving and exceeding sales targets, with a focus on measurable outcomes and continuous improvement.
• Process Ownership: You don’t pass leads, you generate and you close them.
• Bias for Action: We are looking for candidates who take initiative, move quickly, and make proactive decisions to drive results.

Responsibilities

Own the Sales Cycle

• Source, pursue, and close new business across North America.
• Build and manage pipeline via outbound outreach, referrals, and events.
• Lead demos, pitches, and RFPs tailored to each opportunity.
• Craft pricing, proposals, and commercials aligned to value.
• Paper deals and transition them to product, compliance, and delivery.

Expand Dream’s Market Share

• Drive growth across both claims and premium collections.
• Design and execute outreach campaigns targeting ideal client profiles.
• Represent Dream at InsurTech events and insurance industry conferences.

Internal Collaboration

• Share client and market feedback with product, marketing, and executive leadership.
• Collaborate with product and compliance to optimize onboarding.
• Assist in refining go-to-market messaging and pricing strategies.

Reporting & Forecasting

• Maintain accurate CRM records and pipeline visibility.
• Deliver forecasting and sales reports to the executive team.
• Track activity and outcomes against KPIs.

Qualifications

• Bachelor's degree in Business Administration, Sales & Marketing, Finance, or a related field (MBA preferred).
• Proven track record of success in sales and business development within the insurance or financial services industry, with a focus on payment solutions.
• Strong understanding of insurance payment processes, including billing, claims, and policy administration.
• Excellent communication, negotiation, and presentation skills.
• Ability to work independently and as part of a cross-functional team in a fast-paced, entrepreneurial environment.
• Strategic thinker with a proactive and results-oriented mindset.
• Willingness to travel as needed.

KPIs for Success

You will be measured against clear, transparent metrics that reflect your performance and impact, including:

• Revenue growth and new client acquisition across insurers, MGAs, and TPAs
• Size, quality, and velocity of pipeline aligned to Dream’s ideal customer profile
• Conversion of demos, proposals, and RFPs into signed commercial agreements
• Sales cycle efficiency — from first contact to close
• Client expansion and retention, including upsells and renewals
• Strategic wins, including marquee logos, market share growth, and ecosystem partnerships

Detailed KPIs will be shared during the interview process to give you a clear picture of how success is defined and rewarded.

Compensation Structure

We believe top performers deserve top rewards. Your compensation will reflect both immediate wins and long-term impact.

• Competitive base range, commensurate with experience and location
• Reviewed annually with performance-based increases

Commission & Variable Compensation

• 1% – 5% of closed deal value, based on deal size and structure
• Recurring revenue bonuses for subscription or renewal-based contracts (1%–5% of first-year revenue)

Performance Bonuses

• Quarterly bonus tied to hitting sales targets: up to $25,000 per quarter
• Annual bonus for exceeding full-year targets: up to $250,000+
• Overachievement bonus for surpassing stretch goals (e.g., 120% of quota or more)

Other Perks

• Access to executive team and real-time decision-making
• No red tape — just results, ownership, and upside

This role is designed for a hunter and closer. If you win, you’ll be rewarded. Simple as that.

Dream Payments is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development and Sales
• Industries: Insurance, Financial Services, and Software Development