Senior Manager / Director - Enterprise Partnerships (APIs & Custom Solutions)

Role Summary

Own end-to-end enterprise partnerships to drive revenue from Insurance, Insure-tech, OTA platforms and adjacent ecosystems. Combine consultative selling with creative solutioning to package our APIs and bespoke offerings for partner needs-from first conversation to go-live and scale.

What You'll Do

• Hunt & close: Identify, prioritize, and win enterprise accounts across insurance, insure-tech, brokers/TPAs, OTAs, fintech, and large consumer platforms.
• Pipeline ownership: Build and manage a qualified pipeline (outbound + inbound), maintain 3-4- coverage, and forecast accurately.
• Solutioning & packaging: Translate customer problems into compelling API bundles and custom solutions shape scope, commercials, SLAs, and implementation plans.
• Deal orchestration: Run multi-threaded sales cycles (product, engineering, infosec, legal, procurement) navigate RFPs/RFIs, MSAs, DPAs, and security reviews.
• Commercials & pricing: Structure win-win deals-usage-based/API pricing, minimum guarantees, tiered packages, and success milestones.
• Partner success handoff: Ensure clean transitions to implementation/CS define launch plans, adoption targets, and governance cadence (QBRs).
• Account growth: Drive expansions (new use cases, geographies, higher API limits), renewals, and co-marketing where relevant.
• Market intelligence: Map the ecosystem, spot whitespace, track competitor moves, and feed insights to product for roadmap and GTM refinement.
• Collateral & enablement: Work with Product/Marketing to create pitch narratives, ROI models, case studies, and technical one-pagers tailored to each segment.
• Compliance & risk: Coordinate with Legal/Security on regulatory, data-privacy, and integration requirements (esp. for health/insurance contexts).

Ideal Experience

• 6-12 years in Enterprise Sales/Partnerships/BD for APIs, platforms, or B2B SaaS, ideally selling to insurers, insure-techs, TPAs/brokers, OTAs, fintechs, or large consumer internet companies.
• Proven track record of closing multi-stakeholder enterprise deals (commercial + technical + legal).
• Comfort with technical concepts: REST APIs, auth (OAuth/JWT), SLAs, rate limits, webhooks, data privacy, and integration lifecycles.
• Experience with RFPs, InfoSec reviews, and enterprise procurement.
• Background in health/insurance data flows, claims, OPD/wallets, or risk/compliance is a plus.