Director, Strategic Accounts

Root was founded on the belief that car insurance is broken, and we set out to change it. We’re harnessing the power of technology to revolutionize this archaic, complicated industry. Using machine learning and mobile telematic platforms, we’ve built one of the most innovative insurtech companies in the world.

The Opportunity

The Director, Strategic Accounts exists to own and scale Root's most strategic enterprise partnerships while developing new commercial opportunities that accelerate the company's long-term growth. Serving as the executive relationship owner for a portfolio of Root's highest-value accounts (including automotive OEMs, financial institutions, large dealer groups, and other strategic partners), this role advances  the execution of Root’s new business pipeline and strategic expansion.Success in this position requires a balance of  strategic account leadership, enterprise sales expertise, and operational excellence. Partnering cross-functionally with Product, Engineering, Legal, Operations, Marketing, and Executive Leadership, this leader navigates complex partner engagements from concept through implementation, launch, and long-term expansion, ensuring Root delivers exceptional partner experiences while driving business growth.

Salary Range:  $159,600 - $199,500 (Eligible for competitive bonus and equity offering)
Root is a “work where it works best” company. Meaning we will support you working in whatever location that works best for you across the US. We will continue to have our headquarters in Columbus, Ohio.

How You Will Make an Impact

• Serve as the executive relationship owner for Root's most strategic enterprise partners, building trusted, long-term relationships that drive mutual growth.
• Develop and execute account strategies that maximize partner value, identify expansion opportunities, and increase long-term revenue.
• Build, maintain, and actively manage a strategic sales pipeline exceeding $100M in potential enterprise opportunities.
• Identify, qualify, and close new business opportunities across automotive, insurance, financial services, mobility, and adjacent industries.
• Lead executive-level commercial communications, including negotiations and contract execution for complex enterprise partnerships.
• Monitor partnership health through executive business reviews, operational metrics, and growth planning while proactively identifying risks and expansion opportunities.
• Represent the voice of strategic customers internally, influencing product roadmap priorities, operational improvements, and future commercial offerings.
• Provide executive leadership with market intelligence, competitive insights, and strategic recommendations that shape Root's enterprise growth strategy.

What You Will Need to Succeed

• 10+ years of progressive experience in enterprise B2B sales, strategic account management, business development, or enterprise partnerships.
• Demonstrated capability owning C-suite relationships with large enterprise customers while consistently developing and closing new business opportunities.
• Proven experience managing complex, high-velocity sales cycles and enterprise pipelines valued at $100M or more.
• Track record of leading cross-functional initiatives from concept through implementation, successfully launching complex enterprise partnerships.
• Deep commercial negotiation skills with demonstrated experience structuring, drafting, and executing enterprise agreements in regulated industries.
• Strategic mindset with a bias toward execution and a proven ability to deliver measurable business outcomes in fast-paced, collaborative environments.
• Strong familiarity with insurance distribution, embedded insurance, automotive retail, fintech, or OEM ecosystems
• Willingness to travel up to 35% of the time (or as needed) to support partner relationships.

As part of Root's interview process, we kindly ask that all candidates be on camera for virtual interviews. This helps us create a more personal and engaging experience for both you and our interviewers. Being on camera is a standard requirement for our process and part of how we assess fit and communication style, so we do require it to move forward with any applicant's candidacy. If you have any concerns, feel free to let us know once you are contacted. We’re happy to talk it through.

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Consistent with the Americans with Disabilities Act (ADA) and the Civil Rights Act of 1964, it is the policy of Root to provide reasonable accommodation when requested by a qualified applicant or candidate with a disability, unless such accommodation would cause an undue hardship for Root. The policy regarding requests for reasonable accommodation applies to all aspects of the hiring process. If reasonable accommodation is needed, please contact [email protected].