Sales Director - Insurtech - P&C

Devonshire Hayes; United States; On-site; Full time

Job summary

A leading recruitment firm is seeking a sales professional with extensive experience in B2B and Enterprise sales. The ideal candidate will have over 8 years of sales experience, with a strong focus on the Property & Casualty insurance sector. Responsibilities include understanding client needs, collaborating with marketing teams to develop sales strategies, and maintaining strong relationships with strategic clients. Excellent communication skills and a proven track record in SaaS sales are essential for success in this role.

Qualifications

• 8+ years of proven B2B / Enterprise sales experience, with at least 3 years in SaaS or similar roles.
• Minimum 3 - 5 years of experience in Property & Casualty insurance.
• Proven success in selling to relevant high-level personas.

Responsibilities

• Understand client needs and expectations from the software.
• Collaborate with marketing teams to drive sales strategies.
• Maintain and build trusted relationships with strategic clients.

Skills

B2B / Enterprise sales experience

Property & Casualty insurance knowledge

Excellent communication skills

Interpersonal skills

Job description

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
6. 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 Property & Casualty 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
10. Good organizational, multi-tasking, and time-management skills