Principal, Business Development

KKR; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Global Atlantic Financial Group seeks a Principal, Business Development to grow profitable production with strategic preneed distributors and to open national multi-location accounts. You will lead end-to-end account strategy from prospecting to onboarding and ongoing production management, partnering across regions and functions.

You will align distributor needs with commercial outcomes, while maintaining CRM discipline and executive-level stakeholder engagement across the preneed market.

Qualifications

• Bachelor's degree or equivalent experience; 8+ years in sales/business development or key/strategic accounts management.
• Demonstrated track record carrying multi-million-dollar quotas through third-party distribution.
• Proven ability to open, contract and scale complex multi-stakeholder relationships.
• Strong command of preneed/life insurance product mechanics, illustrations and state regulations.
• Excellent executive presence with credibility with principals and C-suite at large funeral services operators.
• Experience with Salesforce and modern sales tech; strong pipeline hygiene and forecasting.
• Life insurance licensing (or willingness to obtain during onboarding).
• Willingness to travel 8–12 nights per month across the U.S.; remote work arrangement.

Responsibilities

• Own an assigned portfolio of strategic accounts and develop account plans to exceed targets.
• Prospect, qualify, close new strategic relationships; manage onboarding and go-live.
• Serve as day-to-day relationship owner for senior leaders and agents at accounts.
• Coordinate with Regional Sales, Marketing, Product, Ops, Legal, Compliance on commercial outcomes.
• Represent distributor voice to product/marketing and help shape roadmap.
• Lead executive presentations, RFP responses and industry engagement to build brand.
• Maintain CRM discipline with weekly/monthly pipeline forecasting.
• Mentor junior team members and model company values.

Skills

Strategic accounts

Executive presence

Sales leadership

Salesforce CRM

Regulatory awareness

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

Company Overview

KKR is a leading global investment firm that offers alternative asset management as well as capital markets and insurance solutions. KKR aims to generate attractive investment returns by following a patient and disciplined investment approach, employing world-class people, and supporting growth in its portfolio companies and communities. KKR sponsors investment funds that invest in private equity, credit and real assets and has strategic partners that manage hedge funds. KKR’s insurance subsidiaries offer retirement, life and reinsurance products under the management of Global Atlantic Financial Group. References to KKR’s investments may include the activities of its sponsored funds and insurance subsidiaries.

Company Overview

KKR is a leading global investment firm that offers alternative asset management as well as capital markets and insurance solutions. KKR aims to generate attractive investment returns by following a patient and disciplined investment approach, employing world-class people, and supporting growth in its portfolio companies and communities. KKR sponsors investment funds that invest in private equity, credit and real assets and has strategic partners that manage hedge funds. KKR’s insurance subsidiaries offer retirement, life and reinsurance products under the management of Global Atlantic Financial Group. References to KKR’s investments may include the activities of its sponsored funds and insurance subsidiaries.

Team Overview

Global Atlantic is a Top 3 preneed life insurance provider, distributing primarily through approximately 2,400 funeral homes, third-party organizations, and national accounts across the U.S. The Preneed Business Development & Strategic Accounts team is responsible for growing profitable production through our largest and most strategically important distribution partners —including national firms, third-party marketing organizations, and select independent accounts —while continuing to prospect and onboard new relationships in line with the division's growth plan.

Position Summary

The Principal, Business Development is a senior individual-contributor role responsible for driving profitable growth across an assigned book of strategic preneed distribution partners and for opening new national and multi-location accounts. Reporting to preneed sales leadership, the Principal owns the end-to-end account strategy — from prospecting and pitching, through contracting and onboarding, to ongoing production management, joint business planning, and executive relationship stewardship. The role partners closely with Regional Sales team, marketing, product, operations, legal, and compliance to translate distributor needs into commercial outcomes and to ensure Global Atlantic remains the carrier of choice in the preneed market.

Responsibilities

• Own an assigned portfolio of strategic accounts (national firms, third-party organizations, and select independent partners); develop and execute account-level business plans that meet or exceed annual preneed sales, retention, and profitability targets.
• Prospect, qualify, and close new strategic account relationships, leading contracting, onboarding, and go-live in coordination with sales leadership, legal, compliance, and operations.
• Serve as the senior day-to-day relationship owner for principals, corporate leaders, and top-producing agents at assigned firms; conduct regular business reviews, joint planning sessions, and on-site visits.
• Partner with the Regional Sales, Account Management and Strategic Accounts team to translate pipeline activity into closed production, ensuring accounts receive best-in-class sales support and product positioning.
• Represent the voice of the distributor internally — surfacing product, illustration, technology, and service enhancements to product, marketing, and operations, and shaping the roadmap for strategic accounts.
• Lead executive-level presentations, RFP responses, and industry-conference engagement (e.g., ICCFA, NFDA, state association meetings) to build Global Atlantic's brand and pipeline in the preneed community.
• Maintain rigorous CRM discipline in Salesforce — logging activity, forecasting production, and providing accurate weekly and monthly pipeline reporting to preneed leadership.
• Coach and informally mentor Senior Analysts, Sales Consultants, and other members of the strategic accounts team; model KKR / Global Atlantic values in every internal and external interaction.

Qualifications

• Bachelor's degree or equivalent experience; 8+ years of progressive sales, business development, or key/strategic account management experience, with meaningful time in life insurance, annuities, or preneed distribution.
• Demonstrated track record of carrying and exceeding a multi-million-dollar production or premium quota through third‑party distribution (funeral homes, IMOs, TPMs, or national accounts strongly preferred).
• Proven ability to open, contract, and scale complex, multi‑stakeholder distribution relationships from prospect to top‑producing account.
• Strong command of preneed and/or life insurance product mechanics, illustrations, and regulatory considerations across multiple states; ability to explain features, benefits, and competitive positioning to sophisticated audiences.
• Excellent executive presence with credibility to advise principals and C-suite counterparts at large funeral service operators and marketing organizations.
• Skilled in Salesforce and modern sales technologies; disciplined about pipeline hygiene, activity metrics, and data‑driven account planning.
• Life insurance licensing (or willingness to obtain within a defined onboarding period) as required by role and jurisdictions.
• Willingness and ability to travel 8–12 nights per month across the U.S.; this is a remote role working from a home office.

CRITICAL COMPETENCIES FOR SUCCESS

• Strategic Account Ownership – thinks like a general manager of the account, balancing near‑term production with multi‑year relationship equity.
• Consultative Selling & Executive Presence – earns trust with sophisticated distributors and closes complex, multi‑stakeholder deals.
• Preneed / Life Insurance Acumen – deep working knowledge of preneed products, distribution economics, and the funeral services ecosystem.
• Pipeline & Forecasting Discipline – rigorous CRM, activity, and forecasting habits; predictable delivery against plan.
• Cross‑Functional Collaboration – partners effectively with Sales Desk, product, marketing, operations, legal, and compliance to remove friction for distributors.
• Results Orientation & Ownership – takes personal accountability for account outcomes; resilient in a quota‑carrying environment.
• Communication & Influence – clear, polished written and verbal communication across agents, principals, and internal executives.
• Integrity & Regulatory Awareness – operates with a high compliance bar in a regulated, multi‑state insurance environment.

KKR is an equal opportunity employer. Individuals seeking employment are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, sexual orientation, or any other category protected by applicable law.

KKR will provide reasonable accommodations as required by applicable federal, state, and/or local laws. Individuals seeking an accommodation for the application or interview process should email [e-mail]. Emails sent for unrelated issues, such as following up on an application, will not receive a response.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access https://www.kkr.com/careers because of your disability. You can request reasonable accommodations by sending an email to [e-mail]. Only emails left for this purpose will be returned.

Massachusetts Applicants:

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. This notice applies only to applicants and employees who work or will work in Massachusetts, in accordance with applicable state law.