Federato
Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.
Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.
Role Overview
As a Founding Senior Customer Engineer at Federato, you’ll be a hands-on in helping insurance carriers and MGUs realize the full power of RiskOps. You’ll partner with Sales to lead technical discovery, solution design, and demo delivery. You’ll also co-create the systems, tools, and content that drive our early SE motion.
What You'll Be Doing
- Own technical sales engagements from discovery through close
- Deliver tailored, high-impact demos focused on business outcomes
- Translate customer workflows into Federato configurations — including quoting, rating, endorsements, and portfolio optimization
- Lead RFP and security questionnaire completion in collaboration with Product and Security teams
- Build and maintain reusable demo environments reflecting target customer segments
- Develop onboarding materials, configuration libraries, and example rating logic
- Partner with the Manager, Pre-Sales and Product Marketing to refine messaging frameworks and technical collateral
- Co-define and continuously improve the pre-sales lifecycle (discovery, solutioning, handoffs, etc.)
- Contribute to shared team assets like:
- Discovery playbooks
- Configuration scopes and success criteria templates
- Demo setup guides and walkthroughs
- Collaborate with Product and Engineering to align roadmap with customer pain points
- Surface recurring objections and product gaps with clarity and context
- Provide post-sale context to Implementation & Customer Success
Who We Hope You Are
- 6–10+ years in technical pre-sales, solutions engineering, or technical consulting
- Hands-on experience in demos, architecture design, and enterprise sales support
- Strong insurance domain knowledge (or curiosity to learn quickly)
- Familiarity with policy lifecycle management, rating, quoting, and underwriting systems
- Ability to communicate technical value to both execs and practitioners
- Coding competence in Javascript and SQL
- Up to 30% Travel
Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!
We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at talent@federato.ai
Ready to apply?
Apply to Federato
Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.
Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.
What you'll be doing:
- Own the full enterprise sales cycle from prospecting through close for complex, multi-stakeholder deals (6–12+ month cycles).
- Drive new logo acquisitions
- Develop and execute account-based sales strategies to penetrate target organizations.
- Build executive-level relationships (C-suite, VP, Director) and act as a trusted advisor.
- Lead value-based discovery and solution positioning aligned to customer business outcomes.
- Partner cross-functionally with Marketing, SDRs, Solutions Engineering, Legal, and Customer Success to drive deal progression.
- Consistently exceed quarterly and annual quota targets.
- P&C or Specialty Insurance industry experience a plus
- 3-10 Years B2B Enterprise Software Sales
- Training, success and longevity in a sales process-oriented environment (MEDDIC/MEDDPICC, Challenger, etc.)
- Track record of successful prospecting and closing of new clients through every stage of the sales cycle
- Demonstrated ability to establish and navigate C-Suite relationships and day-to-day procurement alike
- Experience with SFDC, Google Workspace, and sales enablement tools such as HubSpot, LI Sales Nav, Gong, etc.
- Base knowledge of Machine Learning and the ability to position these concepts with the clients
- Prior experience within entrepreneurial, high growth stage software companies
Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!
We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at talent@federato.ai
Ready to apply?
Apply to Federato
Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.
Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.
What you'll be doing:
- Own the full enterprise sales cycle from prospecting through close for complex, multi-stakeholder deals (6–12+ month cycles).
- Drive new logo acquisitions
- Develop and execute account-based sales strategies to penetrate target organizations.
- Build executive-level relationships (C-suite, VP, Director) and act as a trusted advisor.
- Lead value-based discovery and solution positioning aligned to customer business outcomes.
- Partner cross-functionally with Marketing, SDRs, Solutions Engineering, Legal, and Customer Success to drive deal progression.
- Consistently exceed quarterly and annual quota targets.
- P&C or Specialty Insurance industry experience a plus
- 3-10 Years B2B Enterprise Software Sales
- Training, success and longevity in a sales process-oriented environmnt (MEDDIC/MEDDPICC, Challenger, etc.)
- Track record of successful prospecting and closing of new clients through every stage of the sales cycle
- Demonstrated ability to establish and navigate C-Suite relationships and day-to-day procurement alike
- Experience with SFDC, Google Workspace, and sales enablement tools such as HubSpot, LI Sales Nav, Gong, etc.
- Base knowledge of Machine Learning and the ability to position these concepts with the clients
- Prior experience within entrepreneurial, high growth stage software companies
- German speaker preferred
Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!
We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at talent@federato.ai
Ready to apply?
Apply to Federato
Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.
Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.
Role Overview
As a Founding Senior Customer Engineer at Federato, you’ll be a hands-on in helping insurance carriers and MGUs realize the full power of RiskOps. You’ll partner with Sales to lead technical discovery, solution design, and demo delivery. You’ll also co-create the systems, tools, and content that drive our early SE motion.
What You'll Be Doing
- Own technical sales engagements from discovery through close
- Deliver tailored, high-impact demos focused on business outcomes
- Translate customer workflows into Federato configurations — including quoting, rating, endorsements, and portfolio optimization
- Lead RFP and security questionnaire completion in collaboration with Product and Security teams
- Build and maintain reusable demo environments reflecting target customer segments
- Develop onboarding materials, configuration libraries, and example rating logic
- Partner with the Manager, Pre-Sales and Product Marketing to refine messaging frameworks and technical collateral
- Co-define and continuously improve the pre-sales lifecycle (discovery, solutioning, handoffs, etc.)
- Contribute to shared team assets like:
- Discovery playbooks
- Configuration scopes and success criteria templates
- Demo setup guides and walkthroughs
- Collaborate with Product and Engineering to align roadmap with customer pain points
- Surface recurring objections and product gaps with clarity and context
- Provide post-sale context to Implementation & Customer Success
Who We Hope You Are
- 6–10+ years in technical pre-sales, solutions engineering, or technical consulting
- Hands-on experience in demos, architecture design, and enterprise sales support
- Strong insurance domain knowledge (or curiosity to learn quickly)
- Familiarity with policy lifecycle management, rating, quoting, and underwriting systems
- Ability to communicate technical value to both execs and practitioners
- Coding competence in Javascript and SQL
- Up to 30% Travel
Our base salary range for this role is $175,000 to $195,000, with on-target earnings (OTE) ranging from $245,000 to $275,000. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks.
Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!
We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at talent@federato.ai
Ready to apply?
Apply to Federato