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Palo Alto, California

Business Development Manager – Payroll Providers


The Business Development Manager is responsible for increasing distribution of Next’s commercial products – with a focus on Workers Compensation - across payroll providers and other technology company partners. This role will be responsible for sourcing new partners, closing deals, and then working closely with our Account Management team to drive partner adoption of Next’s products. The ultimate goal of this role is to drive new written premium. This work is critical to our company’s success – both in terms of continued premium growth and as a channel for learning and continuously improving our products and services. You have direct experience sourcing and closing premium generating deals, as well as managing relations with payroll companies. You are well versed in commercial insurance (specifically Workers Compensation) and have a strong network of contacts at payroll companies. If you are someone who is excited about the opportunity to join a fast-growing startup that celebrates moving fast, playing as a team, and delivering phenomenal customer service we'd love to talk with you.

Responsibilities:

Drive distribution of Next’s products through the payroll/tech sector channel. Directly
responsible for new written premium goals

Develop a pipeline of new business opportunities by managing the full sales cycle, from
initial prospecting to closing of deals:

Create target account list of qualified partners

Generate initial contact with prospective partners; drive interest

Educate prospective partners on Next’s differentiated value proposition; capacity
to create and run demos of Next’s technology

Ability to quickly find the deal points, and instinct for creating the most effective
deal-making relationships

Experience in negotiating and closing deals; track record of handling objections

On-going high-level relationship manager with each account

Partner closely with our Account Management team in order to seamlessly hand off
deals for them to launch, manage, and grow

Collaborate with our Product and Operations teams to deliver needed integrations and
features to help Agencies successfully sell Next Insurance products. Funnel feedback on
coverages and rates in order to continuously refine our offering

Desired Skills and Experience:

BA/BS degree

3+ years of experience in Workers Compensation or other commercial lines

6+ years of total work experience selling into payroll/tech companies

Track record of generating new written premium from payroll/tech partners

Experience managing a sales pipeline and forecasting distribution channel premium on a
regular cadence

Strong network of contacts across regional and/or national payroll companies

Articulate, exceptional communicator, able to hold their own with C-level executives

Excited about innovation and usage of technology to transfer both the agent and the
customer experience in the insurance industry

Open to travel as needed to forge strong relationships

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