Director, Strategic Insurance Partnerships

Copart, Inc. a technology leader and the premier online vehicle auction platform globally, with over 200 facilities located across the world, Copart links vehicle sellers to more than 750,000 buyers in over 190 countries.  We believe in providing an unmatched experience, every day and everywhere, driven by our people, processes, and technology. 

Director, Strategic Insurance Partnerships

Department: Sales / Business Development
Reports To: Senior Sales/Business Development Leader
Location: Corporate / Flexible based on business needs
FLSA Status: Exempt

Position Summary

The Director, Strategic Insurance Partnerships is responsible for developing and expanding high-value relationships with insurance carriers and other strategic industry prospects. This highly consultative, externally focused role leverages extensive insurance-industry experience, established executive relationships, and market knowledge to create access to key decision-makers and generate new business opportunities for Copart.

The Director serves as a senior representative of Copart within the insurance industry, focusing particularly on strategic prospects where traditional business development efforts have not resulted in meaningful engagement. This individual will use industry relationships, credibility, and insights to secure executive-level meetings, identify opportunities, strengthen Copart's market position, and advance complex opportunities through the business development process.

Success in this role requires a strong professional network within the insurance industry, exceptional relationship-building skills, executive presence, and the ability to translate trusted industry relationships into sustainable business opportunities.

Essential Duties and Responsibilities

Strategic Business Development

• Identify, develop, and pursue high-value opportunities with insurance carriers and other strategic prospects.
• Leverage established industry relationships to gain access to senior executives, key decision-makers, and other influential stakeholders.
• Create entry points with organizations where Copart has historically had limited access or where opportunities have been difficult to advance.
• Develop relationship strategies for targeted prospects based on organizational structure, business priorities, competitive dynamics, and existing relationships.
• Partner with Copart Sales and executive leadership to develop strategies for converting strategic prospects into customers.
• Maintain a disciplined pipeline of prospects, meetings, opportunities, and next steps.

Executive Relationship Management

• Build and maintain trusted relationships with senior executives and decision-makers throughout the insurance industry.
• Represent Copart professionally at executive meetings, industry events, conferences, and other strategic engagements.
• Serve as a senior relationship resource for Copart leadership when engaging priority insurance prospects.
• Facilitate introductions between Copart executives and key industry leaders.
• Strengthen Copart's visibility, reputation, and executive relationships within targeted insurance organizations.

Consultative & Industry Advisory

• Serve as an internal subject matter resource regarding insurance-industry relationships, market dynamics, customer priorities, and emerging opportunities.
• Provide leadership with insight into prospective customers, including organizational dynamics, decision-making structures, competitive considerations, and potential barriers to entry.
• Advise Sales leadership on relationship strategies and approaches for complex or difficult-to-access prospects.
• Use industry knowledge to identify new opportunities and potential strategic partnerships.

Opportunity Development

• Work closely with Sales and other Copart leaders following initial introductions to qualify opportunities and establish appropriate pursuit strategies.
• Facilitate executive-level discovery conversations to identify prospective customer needs and opportunities.
• Maintain active involvement throughout complex business development opportunities where senior relationships can improve the likelihood of success.
• Help remove relationship barriers and maintain executive engagement throughout longer sales cycles.
• Support negotiations and executive-level discussions as appropriate.
• Track progress against strategic prospect and revenue objectives.

Cross-Functional Partnership

• Collaborate with Sales, Operations, Technology, Product, and other business leaders to develop solutions and value propositions for prospective customers.
• Ensure internal teams understand customer priorities and relevant industry dynamics.
• Connect appropriate Copart subject-matter experts with prospective customers based on identified business needs.
• Provide leadership with regular updates regarding strategic prospects, relationship development, competitive activity, and potential business opportunities.

Required Qualifications

• 10+ years of progressive experience within the insurance, automotive, claims, salvage, auction, or related industry.
• Extensive professional relationships within the insurance industry, including established relationships with senior leaders and key decision-makers.
• Demonstrated ability to establish credibility and build trusted relationships with senior executives.
• Proven experience developing strategic accounts, partnerships, or new business opportunities.
• Strong understanding of insurance carrier operations, claims organizations, vendor relationships, and industry dynamics.
• Demonstrated ability to navigate large, complex organizations and identify key stakeholders and decision-makers.
• Exceptional executive communication, presentation, negotiation, and relationship-management skills.
• Ability to operate independently while effectively partnering with senior leadership and cross-functional teams.
• Strong business judgment and the ability to handle sensitive business relationships and confidential information.
• Ability and willingness to travel as necessary to meet with customers, prospects, and industry partners.

Preferred Qualifications

• Established executive network across national and/or regional insurance carriers.
• Experience working directly with insurance claims leadership, procurement organizations, vendor management teams, or executive leadership.
• Experience developing large, complex enterprise accounts.
• Experience within the vehicle remarketing, salvage, total-loss, automotive, or auction industry.
• Demonstrated success opening new accounts or expanding relationships with difficult-to-access organizations.

Key Competencies

• Executive Relationship Building
• Strategic Business Development
• Insurance Industry Expertise
• Consultative Selling
• Executive Presence
• Influence Without Authority
• Strategic Networking
• Negotiation
• Opportunity Development
• Business Acumen
• Cross-Functional Collaboration

Success Measures

Success in this role should be measured less on traditional sales activity volume and more on the individual's ability to create strategic access and convert relationships into meaningful opportunities. Measures could include:

• Access established with targeted insurance carriers.
• Executive-level meetings secured with priority prospects.
• Qualified strategic opportunities generated.
• Progression of targeted prospects through the business development pipeline.
• New carrier relationships established.
• Revenue and/or business awarded as a result of strategic relationship development.
• Expansion of Copart's executive-level relationships within priority insurance organizations.

At Copart, we are focused on harnessing the power of diversity, inclusion, and collaboration. By embracing diverse perspectives, we open doors to innovation and unleash the full potential of our team. We are dedicated to fostering a workplace where everyone feels appreciated, included, and inspired to grow and contribute meaningfully.

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