Strategic Accounts - Vice President

OpenKrill; Northern (KY); Remote; USD 125,000 - 135,000; Full time

Benefits offered by this job

Equity

Retirement plan

Healthcare coverage

Unlimited PTO

Parental leave

Job summary

iCapital is seeking a Vice President of Strategic Accounts to drive new business growth and build long-term relationships across the life insurance and annuity market. You will own the full client lifecycle as a strategic seller and trusted advisor, aligning iCapital’s solutions to client objectives.

This remote role requires 8–10+ years in enterprise sales, strong insurance industry knowledge, and the ability to manage executive relationships, develop account plans, and lead strategic

Qualifications

• 8–10+ years in enterprise sales or related client-facing roles.
• 4+ years insurance industry experience with life/annuity knowledge.
• Proven success selling complex SaaS or enterprise solutions.
• Experience managing full client lifecycle with executives.

Responsibilities

• Generate sustainable revenue and achieve growth targets.
• Develop new business opportunities with a strong pipeline.
• Own client relationships through prospecting, sales, and expansion.
• Understand client goals and align iCapital solutions accordingly.
• Build trusted relationships with executive stakeholders.
• Develop and execute strategic account plans addressing objectives.
• Present iCapital products and services to clients.
• Conduct regular business reviews and account health assessments.
• Identify expansion opportunities and risks with action plans.
• Advocate for customer needs with product and delivery teams.
• Maintain Salesforce records and account plans.
• Attend industry events to strengthen presence.

Skills

Enterprise sales

Strategic Accounts

Relationship mgmt

SaaS sales

Account planning

Negotiation

Stakeholder mgmt

Presentation skills

Travel up to 50%

Tools

Salesforce

Microsoft Office

Job description

About the Role

iCapital is looking to hire a Vice President, Strategic Accounts to drive new business growth and develop long-term strategic relationships across the life insurance and annuity market. This individual will own the full client lifecycle and serves as both a strategic seller and trusted advisor, developing a deep understanding of clients’ businesses, priorities, and growth objectives and aligning iCapital’s solutions to support their success. This individual will work independently to develop and execute account strategies.

Responsibilities

• - Generate sustainable revenue and take responsibility for achieving and exceeding assigned sales and growth targets.
• - Identify, develop, and close new business opportunities while maintaining a healthy and well-managed sales pipeline.
• - Own client relationships across the full commercial lifecycle, from prospecting and opportunity development through ongoing relationship management, retention, and expansion.
• - Develop a deep understanding of prospective and existing clients’ businesses, strategic goals, priorities, challenges, and growth initiatives.
• - Build and maintain trusted relationships with executive, business, technology, and operational stakeholders.
• - Develop and execute strategic account plans that address client objectives, revenue opportunities, relationship priorities, and retention risks.
• - Present and demonstrate iCapital products and services, connecting capabilities to client needs and strategic objectives.
• - Conduct regular business reviews, strategic planning sessions, and account health assessments with key clients.
• - Identify expansion opportunities, account risks, and client needs and develop appropriate action plans.
• - Serve as the voice of the customer internally and partner with Product, Client Delivery, Production Support, and Leadership to address client needs and execute strategic initiatives.
• - Support the resolution of escalated client issues through proactive communication, stakeholder alignment, and consistent follow-through.
• - Maintain a deep understanding of iCapital’s platform, products, processes, capabilities, and product roadmap.
• - Stay informed of life insurance, annuity, distribution, technology, and broader industry trends and incorporate relevant insights into client strategies.
• - Maintain accurate Salesforce records, account plans, opportunities, forecasts, client activity, and other required documentation.
• - Participate in industry events, conferences, working groups, and associations to develop relationships, identify opportunities, and strengthen iCapital’s industry presence.

Qualifications

• - 8-10+ years of experience across enterprise sales, strategic account management, relationship management, customer success, consulting, or similar client-facing roles
• - 4+ years of insurance industry experience, with strong knowledge of life insurance, annuity products, carrier operations, and insurance distribution
• - Demonstrated success selling complex SaaS, technology, or enterprise solutions and managing sophisticated client relationships
• - Successful track record of achieving or exceeding revenue, sales, retention, or growth objectives
• - Experience managing the full client lifecycle, including prospecting, complex sales processes, relationship management, retention, and expansion
• - Experience working with insurance carriers, distributors, IMOs, BGAs, or other life and annuity market participants is preferred
• - Demonstrated ability to build relationships with senior and executive-level stakeholders
• - Strong strategic planning, consultative selling, presentation, negotiation, communication, and problem-solving skills
• - Able to influence outcomes across multiple departments and stakeholders without direct authority
• - Experience with sales qualification methodologies such as MEDDPICC and knowledge of Mutual Action Plans is preferred
• - Proficiency with Microsoft Office Suite and Salesforce.com or comparable CRM platforms
• - Able to travel up to 50% of the time

Benefits

The base salary range for this role is $125,000 to $135,000. iCapital offers a compensation package which includes salary, equity for all full-time employees, and an annual performance bonus. Employees also receive a comprehensive benefits package that includes an employer matched retirement plan, generously subsidized healthcare with 100% employer paid dental, vision, telemedicine, and virtual mental health counseling, parental leave, and unlimited paid time off (PTO).

Employees in this role will work fully remote. Every department has different needs, and some positions will be designated in-office jobs, based on their function.

For additional information on iCapital, please visit https://www.icapitalnetwork.com/about-us X: @icapitalnetwork | LinkedIn: https://www.linkedin.com/company/icapital-network-inc | Awards Disclaimer: https://www.icapitalnetwork.com/about-us/recognition/

iCapital is proud to be an Equal Employment Opportunity and Affrimative Action employer. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.