The Role:
Find and develop new customer relationships to help them solve their biggest challenges with the solutions Greenlight Consulting offers - with a specific focus on deepening our presence within the Insurance industry.
Responsibilities:
Success in this role is measured against the following outcomes in your first 12 months:
PIPELINE & REVENUE
- Generate $3M in qualified pipeline - of which 70% is sourced through software partner relationships and 30% is self-generated through prospecting.
- Acquire 8 new customers - of which 70% are project-based engagements and 30% are long-term program-based engagements.
- Close $2M in new business revenue, `contributing to team attainment of 110% or higher of company growth objectives.
- Grow upsell revenue by 20% over existing customer spend in your territory, inclusive of churn.
RELATIONSHIPS & ACTIVITY
- Expand your relationships with peers and leadership at our software partners by 25%.
- Deepen and widen customer relationships, including in-person interactions, growing by 40% over baseline.
- Maintain Salesforce hygiene: 80% of opportunities updated daily, 100% activity logging completed weekly.
- Contribute to brand presence with a minimum of 2 social media posts per week in support of our business.
WHAT YOU WILL DO
- Own the Insurance vertical and build a territory plan that aligns your activity to Greenlight's growth strategy.
- Develop and maintain deep relationships with the sales team at our software partners - including sales leaders and alliance teams - to generate a consistent flow of co-sell opportunities.
- Lead the full sales cycle from first conversation through commercial close for complex, multi-stakeholder technology consulting engagements.
- Partner with Greenlight's delivery team to scope solutions and build compelling business cases for enterprise buyers.
- Identify upsell and expansion opportunities within existing accounts and work cross-functionally to maximize customer lifetime value.
- Represent Greenlight at industry events, partner QBRs, and customer executive briefings.
- Maintain rigorous Salesforce discipline and contribute to a culture of visibility and accountability within the sales team.
WHAT YOU BRING
- 5+ years of enterprise B2B sales experience, ideally in technology consulting, SaaS, or professional services.
- A verifiable track record of meeting or exceeding quota in a complex, multi-stakeholder sales environment.
- Experience selling into Financial Services customers.
- Comfort navigating co-sell motions with major software partners (UiPath, Microsoft, Salesforce, ServiceNow, or equivalent).
- Strong executive presence and the ability to engage credibly with C-suite and VP-level buyers.
- A growth mindset: coachable, curious, and committed to continuous improvement.
- Remote-ready: disciplined, self-directed, and able to thrive in a distributed work environment - being close to customers, not our office.
- A strong culture fit with a team of professionals who care deeply and take ownership of our customers' biggest challenges.
