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Job description
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About the client
High-growth SaaS company delivering AI for claims triage, severity guidance, fraud/subrogation signals, and document intelligence integrated into carrier workflows. The platform plugs into core systems and data ecosystems to shorten cycle times and improve loss/expense ratios.
The opportunity
Be the first line sales leader owning new-logo enterprise growth and building the team. You will take the company from founder-led selling to a repeatable enterprise motion: hire and coach AEs/SDRs/SEs, codify the playbook, drive Tier-1/2 carrier deals through InfoSec/procurement, and partner with Marketing, Product, and Customer Success to turn pilots into multi-year expansions. Clear path to SVP/CRO as the company scales.
What you’ll do
Build the go-to-market engine: territories, quotas, compensation, enablement, and a rigorous operating cadence (forecast, pipeline reviews, deal coaching)
Lead full-cycle enterprise sales for strategic logos; enforce MEDDICC/MAPs, multithreading, and executive readouts tied to ROI
Design pilot production frameworks with clear success criteria, time-to-value, and expansion plans at signature
Partner with Marketing on ABM, events, and outbound; with Alliances to activate SI/ISV co-sell (core platforms, data partners)
Own deal mechanics: pricing/packaging, term structures, and value engineering; navigate legal and InfoSec with large carriers
Close the feedback loop to Product on integrations, explainability, and deployment models (SaaS/VPC) to accelerate adoption
What you’ll bring
8–12+ years closing and leading enterprise software sales into insurers; recent experience in claims, AI/analytics, or decisioning software
Proven track record navigating carrier procurement/InfoSec and complex, multi-stakeholder deals (claims leadership, IT/data, actuary, legal)
Fluency in core integrations and ecosystems (Guidewire/Duck Creek; Verisk/LexisNexis; data lakes); comfort positioning AI metrics (lift, precision/recall, drift, explainability)
Team builder and coach with strong forecast discipline and deal mechanics; hands-on with pricing/packaging and executive storytelling
Low-ego, collaborative style; writes clearly and operates with urgency
Top investors, fresh capital, and strong board support
Category tailwinds and a differentiated AI product with clear claims ROI
Real autonomy to build the sales org and a path to SVP/CRO
Competitive compensation (base + uncapped variable + equity) and benefits
Seniority level
Executive
Employment type
Full-time
Industries
Software Development
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Worksite address
california, MO, 65018, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.