Client Development Lead - Insurtech

Glocomms; New York (NY); On-site; USD 150,000 - 190,000; Full time

Job summary

Glocomms is seeking a Client Development Lead to advance strategic relationships with insurance carriers, brokers, and other industry participants. You will drive new business development while growing existing accounts and positioning our platform for market adoption in collaboration with leadership and product teams.

Ideal candidates bring 5–10 years in commercial roles within insurance tech, strong executive-facing selling skills, and a track record of building credible networks across

Qualifications

• 5-10 years in sales, business development, or strategic accounts within a commercial role.
• Experience selling into the insurance industry, especially brokers/carriers.
• Experience selling technology, SaaS, data or analytics solutions to insurance orgs is preferred.
• Background in insurtech or insurance software is valuable when collaborating with market participants.

Responsibilities

• Develop and manage strategic relationships with insurance brokers, carriers, and other industry stakeholders.
• Grow the company network by identifying and onboarding new member organizations.
• Build upon existing relationships to drive engagement, credibility, and long-term commercial opportunities.
• Manage a blend of new business development and existing account development.
• Engage senior and executive-level stakeholders across the insurance market.
• Understand prospective clients' business and technology needs.
• Position the company’s technology platform as it comes to market.
• Partner with leadership, product, and tech on commercial strategy.
• Incorporate customer and market feedback to inform product development.
• Represent the company at industry events, conferences, and networking opportunities.
• Manage pipeline, forecasting, and commercial activity.
• Shape go-to-market strategy as the organization scales.

Skills

Sales & BD

Relationship mgmt

Strategic accounts

Executive-level relations

Insurance industry knowledge

SaaS/Tech sales

Job description

Our client is an early-stage, well-capitalized technology organization focused on modernizing how data is exchanged across the commercial insurance ecosystem.

Backed by several leading industry organizations, the company is developing a technology platform designed to improve connectivity, data transmission, and efficiency between key participants across the insurance market.

With an established network of industry members and a product expected to launch in 2027, our client is now looking to add a Client Development Lead to help expand its industry presence, deepen existing relationships, and support the commercial adoption of its technology.

The Client Development Lead will play a key role in the next stage of the company's growth, owning and developing relationships across insurance carriers, brokers, and other industry participants.

This is not a traditional high-volume, cold outbound sales role. Our client already has strong relationships and credibility within the market, so the focus will be on strategically developing those connections, bringing new organizations into the network, and building long-term commercial relationships.

The role will combine new business development, account development, strategic partnerships, and relationship management. As the company's technology platform comes to market, this person will also play an important role in converting industry relationships into product adoption and long-term customers.

Responsibilities:

• Develop and manage strategic relationships with insurance brokers, carriers, and other industry stakeholders
• Grow the company's network by identifying and onboarding new member organizations
• Build upon existing relationships to drive engagement, credibility, and long‑term commercial opportunities
• Manage a combination of new business development and existing account development
• Engage senior and executive‑level stakeholders across the insurance market
• Develop a strong understanding of prospective clients' business and technology needs
• Help position and introduce the company's technology platform as it comes to market
• Partner closely with company leadership, product, and technology teams on commercial strategy
• Bring customer and market feedback back into the organization to help inform product development
• Represent the company at relevant industry events, conferences, and networking opportunities
• Manage pipeline, forecasting, and commercial activity
• Help shape the broader go‑to‑market strategy as the organization continues to scale

Ideal Background

• Approximately 5-10 years of experience in sales, business development, client development, strategic accounts, or a related commercial role
• Experience selling into the insurance industry, particularly insurance brokers and/or carriers
• Experience selling technology, SaaS, data, analytics, or other technology‑enabled solutions into insurance organizations is strongly preferred
• Background within insurtech, insurance software, commercial insurance, P&C insurance, insurance data/analytics, or an adjacent market
• Experience managing a blend of new business and existing client relationships
• Strong track record developing senior and executive‑level relationships
• Comfortable navigating complex, consultative sales cycles involving multiple stakeholders
• Experience owning opportunities from initial conversation through negotiation and close
• Industry relationships within the insurance or brokerage market are highly valuable
• Experience within the surety/bonding ecosystem is a plus, but not required
• Comfortable operating within a small, early‑stage organization where processes and priorities will continue to evolve
• Ability to travel periodically for client meetings and industry events

Why Join?

This is an opportunity to join a small, highly entrepreneurial organization with significant industry backing at an important point in its growth.

Rather than stepping into an established sales organization, the Client Development Lead will have the opportunity to help shape commercial strategy, develop relationships across a large and established insurance market, and play a direct role in bringing a new technology platform to market.

The position offers significant visibility with company leadership and the opportunity to grow alongside the organization as its commercial operations expand.