Director of Broker Alliances

Overview

As the Director of Broker Alliances, you will own Origami’s broker strategy and execution — building on an already successful program, identifying opportunities, strengthening relationships, and building scalable programs to ensure brokers are actively bringing Origami into deals. This includes developing account plans for the most influential broker organizations, creating incentive and enablement programs, and helping our sales teams become more effective at building strong local relationships with brokers, from the small/midmarket to the most influential broker producers.

Responsibilities

Broker Strategy & Relationship Management

• Develops and executes a clear strategy for our top broker partners, with prioritized account plans for the most impactful relationships.
• Builds deep, executive-level relationships with broker leadership, leveraging Origami’s senior leaders when appropriate.
• Maps key broker organizations, including decision-making structures, service offerings, and client segments. 

Driving Growth Through Brokers

• Identifies and pursues both “sell-to” and “sell-with” opportunities with brokers, capturing these in a clear, accurate pipeline.
• Designs and executes programs that incentivize brokers to bring Origami into client opportunities and include us in competitive processes.
• Personally engages in opportunities while enabling sales teams to pursue broker relationships in their territories.
• Coaches sales teams on best practices for building strong local connections with top broker producers.

Program & Process Development

• Takes full ownership of building broker programs, with support from Revenue Operations and Sales Enablement as needed.
• Implements systems to track broker referrals, measure pipeline impact, and report on results.
• Works alongside our Product Marketing team, Technical Sales team, and RFP team to create broker-focused tools, resources, and messaging to ensure partners can be successful via Origami's offerings.

Market Engagement

• Participates in key industry events, conferences, and forums strategically to strengthen relationships and advance active opportunities.
• Monitors market trends, competitive offerings, and regulatory developments to inform broker strategy. 

Cross-Functional Leadership

• Drives broker-related initiatives across Product, Marketing, Client Success, and Sales — taking direct accountability for execution and results.
• Ensures broker feedback is incorporated into product direction and go-to-market messaging.
• Provides leadership with regular, data-backed reporting on broker engagement, performance, and growth opportunities.

Qualifications

• Bachelor’s Degree in a business-related field
• 10+ years in sales, partnerships, or channel management in the insurance, insurtech, broker, or enterprise SaaS space, with 5+ years working for an insurance broker.
• Proven ability to build and grow executive-level relationships with brokers and other industry influencers.
• High business acumen, technical aptitude, and the ability to balance direct action with orchestration when appropriate.
• Skilled at navigating long, complex sales cycles with large, multi-stakeholder organizations.
• High EQ and presence — comfortable engaging C-suite leaders as a peer.
• Demonstrated ability to build new programs and processes from the ground up, and to personally drive them to completion.
• Willingness to travel in the U.S. and to London as needed.

Preferred Skills:

• Experience with RMIS, EHS, or GRC software.
• Strong understanding of the commercial P&C brokerage business, including how brokers compete and serve their clients.
• Familiarity with broker incentive models and performance metrics.
• Strong presentation and storytelling skills.
• Proficiency with CRM and sales tools

Benefits

• Medical and Dental coverage available for employees, dependents, domestic partners, and spouses
• Paid Time Off – Flexible options plus 10 paid company holidays where available**
• All full-time positions are hybrid, with many eligible to be completely remote
• Fully Paid by Origami Risk – Vision insurance, Short & Long-Term Disability Insurance, and Basic Life Insurance
• Generous family leave options—including adoption and foster care placements
• Pre-Tax Savings Accounts – Flexible Spending Account, Health Savings Account, Commuter Benefits, Dependent Care Savings Account
• Retirement Savings – 401(k) with company match up to 4%
• Employee Assistance Program (EAP) – Confidential & Free support offered to colleagues facing personal or work-related complications
• Education Assistance Program – to help colleagues pursue industry/role-specific certifications
• Wellness Benefits – reimbursement program to invest in healthy habits as well as support better colleague productivity and stress management
• Additional coverages available – Pet Insurance, Critical Illness Insurance, and Voluntary Life & AD&D coverage

Who We Are

Origami Risk delivers single-platform SaaS solutions that help organizations best navigate the complexities of risk, insurance, compliance, and safety management.

Founded by industry veterans who recognized the need for risk management technology that was more configurable, intuitive, and scalable, Origami continues to add to its innovative product offerings for managing both insurable and uninsurable risk; facilitating compliance; improving safety; and helping insurers, MGAs, TPAs, and brokers provide enhanced services that drive results.

A singular focus on client success underlies Origami’s approach to developing, implementing, and supporting our award-winning software solutions. 

Origami Risk is proud to be an equal opportunity employer. We thrive and benefit from diversity and are committed to creating an inclusive and equitable environment for all employees. We do not discriminate against any individual based upon race, religion, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, color, sex, national origin, age, marital status, military or veteran status, disability, or any other characteristic protected by applicable law.

Caution: Be alert to recruiting scams. We have received reports of individuals impersonating Origami Risk recruiters to deceive candidates into disclosing personal information. These impostors use fake Origami Risk domain names and email addresses. Please double-check that any email address from an Origami Risk recruiter ends with origamirisk.com or talent.icims.com. And to confirm the legitimacy of any recruiting communication, feel free to email [email protected].