About the role
Responsibilities:
- Own the Insurance vertical GTM plan, target-account universe, pipeline and new-logo revenue number.
- Personally originate, progress and close strategic enterprise opportunities while coaching Account Executives within the pod.
- Build senior relationships across life, general and health insurers, engaging business, distribution, operations, customer experience, digital, technology, AI/data and procurement stakeholders.
- Run consultative discovery and identify high-value Conversational AI use cases across acquisition, onboarding, servicing, renewals, claims, collections, cross-sell and other customer journeys.
- Own the commercial sales journey from early discovery through demos, solutioning, POC/pilot, proposal, negotiation and commercial conversion.
- Partner closely with Solution Consulting, Product and Forward Deployed Engineering teams to translate customer problems into credible solution designs, success criteria and implementation paths.
- Build business cases and ROI narratives linked to measurable customer outcomes rather than selling primarily on product features.
- Navigate complex enterprise buying processes including security, legal, procurement, NDA, SOW/MSA and commercial approvals.
- Maintain strong CRM discipline, pipeline hygiene and forecast accuracy for the Insurance pod.
- Ensure structured handover to Enterprise Growth / Account Management as opportunities move into implementation and expansion.