JOB SUMMARY:Our Ethos team is seeking a
full-time Senior Sales Executive to drive the growth of Pathfinder, our AI-powered claims recommendation platform. In this role, you will partner with carrier technology leaders to evaluate, position, and implement Pathfinder within complex insurance technology environments. Success in this role requires a combination of insurance industry expertise, technology knowledge, and consultative sales experience to help carriers adopt innovative AI-powered solutions that improve claims outcomes, increase efficiency, and reduce claim leakage.
Our ideal candidate brings extensive experience in enterprise technology sales, solutions consulting, pre-sales engineering, or insurance technology. Most importantly, they are excited by the opportunity to help shape how AI-powered claims technology is evaluated, integrated, and deployed across the insurance industry.
KEY RESPONSIBILITIES:- Technical Sales Engagement - Lead technical discussions with carrier technology stakeholders, including CTOs, Enterprise Architects, Claims Technology leaders, Information Security teams, and Data & Analytics professionals throughout the sales lifecycle.
- Solution Architecture & Discovery - Conduct technical discovery sessions to understand carrier technology environments, identify integration requirements, and position Pathfinder within existing claims technology ecosystems.
- Integration Strategy & Scoping - Define integration approaches, implementation requirements, timelines, and technical considerations for carrier platforms such as Guidewire, Duck Creek, Origami Risk, and other core claims systems.
- Technical Presentations & Demonstrations - Design and deliver technical presentations, architecture reviews, proof-of-concept discussions, and solution recommendations tailored to client environments.
- Proposal & Technical Documentation Development - Create and maintain technical sales materials, including solution architecture diagrams, integration documentation, security questionnaires, RFP responses, and technical proposals.
- Cross-Functional Collaboration - Partner with Product, Engineering, Sales, and Executive Leadership teams to ensure proposed solutions are scalable, achievable, and aligned with Pathfinder's strategic roadmap.
- Technology Partnership Development - Evaluate and support integration opportunities with carrier technology platforms, data providers, and strategic technology partners that enhance Pathfinder's value proposition.
- Industry Representation - Represent Pathfinder and Ethos at industry conferences, carrier technology forums, insurtech events, and networking opportunities to build awareness and strengthen industry relationships.
- Market Intelligence & Product Feedback - Gather customer feedback, monitor technology trends, and provide insights that help shape product development, integration strategy, and go-to-market initiatives.
QUALIFICATIONS:Education: Bachelor's degree in Business, Insurance, Risk Management, Finance, Marketing, or a related field (required).
Required Experience:- Minimum of 10 years of experience in technology solutions, technical sales, pre-sales engineering, solutions consulting, or a related customer-facing technology role.
- Minimum 5 years of experience selling to or working within enterprise insurance, insurtech, or financial services organizations.
- Strong understanding of software architecture, cloud platforms (AWS, Azure, or GCP), APIs, data engineering, and enterprise integration strategies.
- Experience supporting enterprise software evaluations, solution architecture discussions, technical discovery sessions, and integration planning.
- Familiarity with AI and machine learning technologies, including the ability to explain AI-driven solutions and their application within regulated industries.
- Excellent written and verbal communication skills with the ability to present technical concepts to both technical and non-technical audiences.
Preferred Experience:- Experience with insurance core systems such as Guidewire ClaimCenter, Duck Creek, Origami Risk, PCMS, or similar platforms.
- Experience working for an insurtech, claims technology, AI/analytics, or enterprise software organization in a solutions, pre-sales, or technical sales capacity.
- Familiarity with carrier security reviews, compliance requirements, SOC 2, and technology governance processes.
- Experience with data providers and integration partners such as Verisk, ISO, NICB, or similar organizations.
- Experience working within a startup or high-growth technology environment.
- Experience using Salesforce, HubSpot, or similar CRM platforms to manage opportunities and sales activities.
WORKING CONDITIONS:This is a remote position requiring availability during standard business hours. Candidates must be located within the United States and have access to a fast, reliable internet connection capable of supporting daily work activities and video conferencing.
A quiet, dedicated workspace is required to ensure productivity and maintain the confidentiality of sensitive company and client information.
