10+ years of experience in complex SaaS sales, specifically in P&C insurance.
Proven track record managing consultative sales cycles with 7+ figure deals.
Strong understanding of Commercial P&C Insurance processes, regulations, and KPIs.
Ability to communicate effectively across all organizational levels, from business champions to C-suite executives.
Strong analytical skills for developing long-term account plans.
Experience scaling revenue organizations from early stage to growth phases, ideally from $5M to $30M+.
Demonstrated success in building and leading high-performing sales teams.
Responsibilities
Lead the development of a world-class go-to-market organization focused on enterprise sales.
Establish sales KPIs, compensation plans, and forecasting processes for accountability.
Identify new market opportunities and strategic partnerships in the Insurance tech ecosystem.
Manage a team of Account Executives to drive enterprise deals from first contact to closure.
Cultivate executive-level relationships with major Insurers to drive business growth.
Support deal strategies for high-value enterprise opportunities, engaging with C-suite stakeholders.
Own and drive the global sales target for the insurance vertical.
Benefits
Opportunity to shape and lead a high-impact sales organization.
Collaborative work environment with close ties to marketing, product, and customer success teams.
Exposure to major industry events and conferences as a company representative.
Potential for professional growth in a fast-paced startup culture.
Access to resources for developing referenceable customers and advocacy programs.
Full Job Description
About the role
GenLogs' Head of Sales, Insurance, will lead our commercial strategy and sales execution as we scale our intelligence platform across Insurance Carriers. This role is responsible for managing our account executives, as well as the entire Insurance sales lifecycle from start to finish, including prospecting, need finding, presenting, solution definition, strategic account planning, deal structure, and managing relationships with prospects and customers driving predictable and sustainable revenue growth.
You must be sales-driven, fast-moving, and have a strong customer focus. You are passionate about creating value for your customers, which ultimately leads to profitable business for both us and them. You know how to identify the right decision makers and influencers, how to listen, and how to ask the right questions. This leadership position reports directly to our Chief Revenue Officer and works closely with marketing, product, and customer success to drive continued success for GenLogs!
What you'll do
Strategy & Leadership
Help our Chief Revenue Officer build, lead, and retain a world-class go to market organization focused on enterprise sales to Insurance Carriers.
Establish sales KPIs, compensation plans, quota models, and forecasting processes to drive accountability and scalability.
Identify new market opportunities, competitive threats, and strategic partnerships within the Insurance technology ecosystem.
Enterprise Sales Execution
Manage a team of Account Executives driving enterprise deals.
Oversee execution of a full-funnel complex enterprise sales motion from first contact to closure, including strategic account expansion.
Drive business growth by cultivating a network of executive level contacts at major Insurers.
Support deal strategy for high-value and complex enterprise opportunities; Engaging directly with C-suite stakeholders.
Lead pricing strategy evolution based on market trends, competitive dynamics, and customer value realization.
Own the global sales target for the insurance GTM vertical
Field Sales, Partnerships & Channel Development
Represent the company at major industry conferences, association events, customer roundtables, and partner roadshows.
Work with Marketing to evaluate the ROI of events, sponsorships, and alliance initiatives and make budget recommendations based on measurable impact.
Champion the company externally as a thought leader.
Customer Lifecycle & Expansion
Assist with managing revenue models aligned around long-term customer success, renewal, and expansion.
Partner with Customer Success to ensure smooth onboarding and consistent value realization for enterprise accounts.
Develop referenceable customers, case studies, and advocacy programs to accelerate sales momentum.
Qualifications
Sophisticated sales executive with 10+ years of experience selling complex SaaS technology to enterprise customers, in the P&C insurance space, in a closing role, using a consultative approach to determining customer needs.
Experience managing consultative sales cycles, with 7+ figure deals.
Strong familiarity with the Commercial P&C Insurance space, including processes, regulations, key stakeholders, and performance KPIs.
Familiarity and comfort selling across stakeholders at multiple levels in an organization, communicating well with everyone from the business champion to the C-level executive.
Strong analytical skills, with the ability to develop and run long-term account plans.
Proven success scaling a revenue organization from early stage through growth preferably from $5M 12 $30M+ or similar.
Track record of building and leading high-performing sales teams including hiring, coaching, compensation design, and performance management.
Comfortable in a startup environment that moves at a fast pace, with a direct, open, and honest culture. You care about getting the best answer, not about being right or wrong.
