Insurance Director (m/f/d)

Pliant GmbH•New York, NY

2d•Remote

About The Position

Pliant is a European fintech specializing in B2B payment solutions. Our modular, API-first platform helps businesses streamline spending, improve cash flow, and integrate payments into their financial workflows. Designed for industries with complex payment needs, Pliant enables greater efficiency, control, and profitability through payment apps, configurable card programs, and embedded card issuing infrastructure. Pliant supports businesses with virtual and physical Visa & Mastercard cards, Cards-as-a-Service capabilities, and automation features that help customers modernize payment operations at scale. Within insurance, Pliant is building a differentiated proposition for carriers, MGAs, TPAs, assistance companies, and healthcare-focused insurers that want to modernize claims and operational payments. Through our broader issuing and API capabilities, we help insurers move beyond slow, manual reimbursement models toward faster, more transparent, and more controlled payment experiences for policyholders, providers, and internal teams. We focus on two primary customer segments: Insurance companies and insurance service organizations — including P&C, travel, health, life, assistance, MGAs, TPAs, and claims administrators — looking to modernize claims and operational payments through virtual cards, controlled spend, embedded issuing, and real-time payment workflows. Platforms and financial software providers — including insurance technology platforms, claims systems, assistance platforms, and financial software companies — looking to launch or enhance card-based payment programs through APIs and embedded finance, creating stronger customer experiences and new revenue opportunities. Founded in 2020 and headquartered in Berlin, Pliant serves thousands of businesses and partners globally. As a licensed e-money institution within its operating structure, Pliant provides regulated card and payment capabilities across multiple markets and currencies. Learn more at www.getpliant.com ABOUT THE ROLE We’re hiring an Insurance Director to help build and scale one of Pliant’s strategic verticals.This is a senior commercial role focused on bringing modern payment infrastructure to the insurance industry worldwide. You will identify, shape, and close opportunities with insurers and ecosystem partners that can benefit from card-based and embedded payment solutions across claims, provider payments, assistance, benefits, vendor disbursements, and operational spend. You will work across regions and across the full insurance value chain — including carriers, MGAs, TPAs, assistance companies, broker networks, claims platforms, and healthcare payment stakeholders. You will also collaborate closely with Product, Compliance, Legal, Operations, and Marketing to refine our insurance value proposition and help turn market feedback into scalable solutions. This is a high-impact role with significant ownership. You will not only drive revenue, but also help define how Pliant shows up in the global insurance market. This role is global and remote-friendly, with travel to clients, industry events, and internal team meetings as needed.

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.

Nice To Haves

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

Responsibilities

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.

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

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