Insurance Director

Role Overview

• Grow the insurance vertical in the US & globally
• Lead commercial development for Pliant’s insurance business across international markets, with responsibility for pipeline creation, strategic account development, and vertical growth.
• Win and expand insurance customers
• Source, develop, and close opportunities with carriers, MGAs, TPAs, assistance providers, healthcare-focused insurers, and other insurance payment stakeholders.
• Drive complex enterprise sales cycles
• Lead multi-stakeholder deals end-to-end, from discovery and value mapping through solution design, internal alignment, security and compliance reviews, commercial negotiation, and close.
• Shape the global insurance payments narrative
• Articulate how Pliant solves insurance-specific pain points such as slow claims disbursement, manual provider settlement, poor payment visibility, limited control over spend, reconciliation complexity, fraud exposure, and weak claimant or member experience.
• Develop high-value use cases
• Build and refine solutions for use cases including claims payouts, emergency assistance payments, direct-to-provider payments, healthcare and hospital settlement, broker and partner commissions, premium refunds, member cards, and internal operational spend.
• Build ecosystem relationships
• Develop strategic relationships with insurance platforms, claims technology providers, TPAs, assistance companies, banks, networks, and other partners that can accelerate distribution and product adoption.
• Translate market needs into roadmap input
• Provide structured feedback to Product and Operations on regional requirements, insurance workflows, reporting needs, reconciliation, controls, and integration opportunities.
• Support thought leadership and market presence
• Represent Pliant in the market through conferences, customer workshops, partner meetings, industry content, and strategic marketing initiatives.
• Maintain rigorous pipeline discipline
• Keep CRM data, forecasting, account plans, and stakeholder mapping highly accurate and actionable.

Requirements

• 8+ years of experience in insurance, fintech, payments, or insurtech, with a strong track record of working with insurance companies and related ecosystem players in complex B2B environments.
• Strong insurance domain fluency across one or more of the following areas: claims payments, assistance, provider payments, healthcare settlement, policyholder disbursements, operational insurance payments, or cross-border insurance payment workflows.
• Deep understanding of payment infrastructure including card-based payments, virtual cards, push payments, bank-based disbursements, controlled spend, reconciliation, and multi-rail payment strategy.
• Credibility with senior insurance stakeholders and the ability to engage decision-makers across claims, operations, finance, treasury, partnerships, product, compliance, and procurement.
• Experience leading complex international deals involving multiple stakeholders, long sales cycles, solution customization, and enterprise buying processes.
• Commercial and strategic strength with the ability to connect customer pain points to scalable product and partnership opportunities.
• Excellent communication skills and the ability to translate payment infrastructure into clear business value for insurance audiences.
• High ownership and autonomy in building a vertical, opening new markets, and operating cross-functionally in a fast-moving environment.
• Bonus points for Experience in global insurance payments, claims infrastructure, or treasury-related insurance workflows
• Existing relationships with carriers, MGAs, TPAs, assistance providers, or claims technology platforms
• Experience working with international insurance markets such as Europe, the UK, North America, or global travel and health insurance ecosystems
• Familiarity with embedded finance, API-based issuing, or card program management
• Experience helping build a vertical business line inside a scaling fintech or payment company.

Benefits

• Competitive salary and performance-based incentives
• A highly influential role shaping Pliant’s global insurance strategy
• The opportunity to build a strategic vertical in an ambitious international fintech
• High ownership and room to make a visible impact from day one
• A flexible, remote-friendly work environment
• Access to a talented, collaborative, and fast-moving team
• Professional growth in one of the most exciting intersections of fintech and insurance