Director, National Accounts (TI)

Director, National Accounts (TI) at Faye in United States.

Role Summary

Description

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

• 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.

• 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.

About the Company

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