Sales Director - Insurtech - L&A

Devonshire Hayes; United States; On-site; USD 100,000 - 130,000; Full time

Job summary

An exciting Insurtech start-up is looking for an experienced sales professional. This role combines expanding existing accounts and bringing in new clients. Ideal candidates have over 8 years of B2B/Enterprise sales experience, with a strong background in L&A insurance. You will collaborate with teams to grow strategic accounts while also seeking new sales opportunities. Excellent communication and interpersonal skills are essential, as well as the ability to thrive in a dynamic start-up environment.

Qualifications

• 8+ years of proven B2B/Enterprise sales experience, with minimum 3 years in SaaS or similar roles.
• Minimum 3-5 years L&A insurance background and understanding of the insurance value chain.
• Proven success selling to C-level personas in the insurance sector.

Responsibilities

• Expand existing accounts and bring in new clients.
• Collaborate with teams for account growth and customer service.
• Travel onsite to client offices as needed.

Skills

B2B/Enterprise sales experience

Interpersonal skills

Excellent communication skills

Organizational skills

Collaboration with stakeholders

Job description

Working with an exciting, niche Insurtech, Series B start-up.The role will encompass a combination of expanding existing accounts (typically 70% of the role) and bringing in new logos/accounts (typically 30% of the role)

Expansion Activities

1. Gain a deep understanding of the client’s needs and pain-points, and what they expect from the software
2. Collaborate with Customer Success, Marketing, and Revenue Operations to develop strategies to grow existing strategic accounts and ensure quality and cost-effective customer service
3. Solicit expansion ARR within currently established account(s) – in the form of either upsell or cross-sell – by connecting with and demonstrating value of software across business units
4. Serve as the lead point of contact for strategic clients while building and nurturing trusted, long-lasting relationships
5. Find new use cases within established clients that drive additional ARR
6. Collaborate with our Marketing and Revenue Operations teams to drive specific account based marketing efforts
7. Travel onsite to client offices as required (NYC, Boston, Miami, other locations); anticipate up to 10% of total time
8. Collaborate regionally and globally with sales team and other departments to provide support as needed towards sales efforts and goals

New Business Activities

1. Collaborate with Marketing and Revenue Operations, among others, to drive pipeline This includes:
   1. Defining a target set of P&C accounts based on the software Ideal Customer Profile (ICP)
   2. Defining personas and corresponding messaging to attack these accounts with
   3. Attacking these accounts and personas through various outreach methods (warm connections, LinkedIn, email, cold calling etc)
2. Present and demo the solution, as required
3. Deliver prospect feedback to product teams to help enhance existing use cases and develop additional product use cases
4. Solicit and guide new sales opportunities through established client vendor and procurement processes
5. Attend conferences and events, participate in panels to help raise brand awareness and drive additional sales leads

Follow up on new sales leads and opportunities from marketing campaigns, conferences, webinars, and other marketing campaigns

Job Requirements

1. 8+ years of proven B2B / Enterprise sales experience with minimum 3 years in specific SaaS or similar sales roles
2. Minimum 3 - 5 years L&A insurance background, a keen understanding of the insurance value chain, and the ability to have business-based insurance conversations
3. Proven success selling into at least two of the following personas: Chief Information Officer, Chief Technology Officer, Chief Actuary, Chief Product Officer, Chief Underwriting Officer
4. Proven success selling into Tier 1, 2, 3 & 4 P&C Insurance companies in North America
5. Experience in complex, niche technical sales situations
6. Interpersonal skills – experience dealing effectively with people in various roles – team player/culture builder
7. Excellent oral and written communication skills
8. Culturally adaptable and experience working in a SaaS and start-up environment
9. Collaboration with internal stakeholders to ensure client needs are met

Good organizational, multi-tasking, and time-management skills