National Accounts Director

Prospectblue; California; Remote; USD 180,000 - 260,000; Full time

Job summary

ProspectBlue is seeking a National Accounts Director for a growing client in the travel insurance space. This is a remote, U.S.-based role, ideal for top performers from high-growth B2B SaaS, enterprise tech, or startups.

You will lead our most significant growth channel, devising national account strategies and developing/closing partnerships with major travel suppliers and distributors. Expect a dynamic, fast-paced environment with global travel opportunities.

Qualifications

• 7–10+ years leading BD, partnerships, or enterprise sales in growth-stage tech.
• Proven track record closing high-value partnerships with long sales cycles.
• Ability to learn new verticals quickly and credibly articulate value.
• Strong executive communication with senior leaders and founders.
• Demonstrated ability to run with new ideas in a fast-moving environment.
• Excellent CRM discipline and stakeholder management.
• Preferred exposure to API-driven platforms, fintech, insurtech, or travel tech.

Responsibilities

• Identify, pursue, and close high-value strategic partnerships, typically $5M–$15M+ annual sales.
• Own partnerships end-to-end from prospecting to launch, with cross-functional collaboration.
• Develop tailored partner strategies and negotiate commercial terms and launch plans.
• Build relationships with senior decision-makers across large partner organizations.
• Forecast and maintain pipeline discipline, reporting opportunity status clearly.
• Represent ProspectBlue in travel and insurance spaces at events and forums.
• Travel domestically and internationally as needed.

Skills

National accounts

Enterprise sales

B2B SaaS

Strategic partnerships

Sales cycle

CRM discipline

Executive presence

Job description

ProspectBlue is looking for a National Accounts Director for a growing client in the travel insurance space — this is a remote, U.S.-based role.

We are looking for an ambitious, tech-forward National Accounts Director to join our team. We're especially interested in top performers from high-growth B2B SaaS, enterprise technology, or venture-backed startups — prior travel industry experience is not required. The ideal candidate has a proven track record of sourcing, negotiating, and closing high-value, complex enterprise partnerships, and can quickly master a new vertical rather than relying on a traditional industry background.

As a member of our client's business development team, you will lead one of the company's most significant growth channels and be responsible for devising national account strategies and identifying, developing, and closing partnerships with major travel suppliers and distributors — such as tour operators, cruise lines, OTAs, airlines, and travel technology platforms.

We work in a fun, collaborative, and open-minded environment and are looking for proactive, accountable professionals who are focused on continuous learning and growth and are willing to push themselves and our team forward.

Responsibilities

• This is a remote role, based anywhere in the U.S., where you'll join a business development team spread out across the country and other time zones, and be a pivotal contributor to the growth of strategic distribution partnerships, with a heavy focus on high-value, wholesale-oriented accounts.
• Identify, pursue, and close high-value strategic partnerships, typically in the $5M–$15M+ annual sales range, that support the company's long-term growth and expansion.
• Own partnerships from A-Z, from prospecting and relationship development through pitch, negotiation, contracting, and launch.
• Bring modern, tech-forward sales frameworks to every deal, helping partners realize the value of embedded digital solutions.
• Develop tailored partner strategies, negotiating commercial terms, commission structures, and launch plans based on each account's unique needs.
• 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.
• Maintain strong pipeline discipline, forecasting accuracy, and clear communication regarding opportunity status.
• Represent the company in various professional forums, conferences, and strategic partner meetings in the travel and insurance space.

Qualifications

• 7–10+ years of experience leading business development, strategic partnerships, national accounts, or enterprise sales activities, ideally within high-growth B2B SaaS or technology startups.
• Proven track record sourcing, developing, negotiating, and closing high-value, complex partnerships while navigating longer sales cycles and multi-stakeholder decision processes.
• Demonstrated ability to quickly learn complex industry mechanics and articulate product value credibly to domain experts.
• 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.Ability to run with new ideas, be proactive, and excel independently in a fast-moving, high-growth environment.
• Excellent verbal and written communication skills, with strong CRM discipline.
• Preferred (not required): experience with API-driven platforms, embedded software, fintech, insurtech, travel technology, or travel insurance.
• Ability and desire to travel domestically and internationally.