Senior Sales Executive

My client is an InsureTech CORE (Policy, Claims, UW, Billing) and Agency Management System provider to the P&C Space heavily targeting the growing MGA market.

These are Questions I ask the Hiring Manager to get a better understanding of the Opportunity, the Culture and the Solution.

The actual Job Description follows the Q&A.

My candidates will be recruited candidates that are happy at the current job and making their numbers, so we have to be able to show them there is a better opportunity at Company. What is the sizzle around Company? What does your Solution do for the client?

  • Company is a well-funded PE Backed organization that is crushing the growing MGA market.
  • Competitive landscape is littered with 30+ year old core technology and opportunity to displace is now.
  • Recently launched upgrade of established products which put us in a position to attack.
  • We are the core piece of technology that an MGA needs to run their business – not a point product, low ACV add on. Revamped marketing team to support market awareness.

Why would a Top Tier salesperson want to come work at Company? What was the deciding factor(s) in why your chose to come work at Company?

  • Ability to take advantage of a growing and underserved MGA marketplace.
  • None of the bureaucracy of the standard players (Vertafore, Insurity, Guidewire, Duck). Access to seasoned executive leadership with ability to shape own destiny. Less risky than a startup, more opportunity and autonomy than one of the big shops.

What specific problems in the marketplace does your software or service resolve?

  • The MGA market is about taking advantage of windows of opportunities and our product allows our customers to do that.

What skills are Required:, Preferred: and Helpful: ?

  • Hungry, hunter, doesn’t have to be overly seasoned, rising stars are ok, adept at tool utilization for prospecting and not afraid to take risks

What kinds of customers/verticals should the Candidate be selling to in order to get an interview?

  • Insurtech, Fintech, or agencies, MGAs and carriers themselves

What are the 3 core attributes/accomplishments that a candidate must have to get an interview and be successful on the job?

  • Ability to understand and navigate medium complexity sales cycles. Thoughtful response to prospecting philosophy.

Describe your ideal candidate in your own words.

  • Humble, hungry, smart

Why would a Top Tier salesperson want to work for you? Why would they see you as a Mentor?

  • Trust, not a micromanager, respectful, teacher

How would you describe Company's culture?

  • Entrepreneurial yet grounded in principals and process

What does your Marketing Department look like?

  • 1 demand gen leader building a team

Do you use BDRs/SDRs to help with brand awareness/scheduling appointments?

  • Part of the 2026 hiring plans (we are building)

Who has funded Company so far. How much funding have you taken so far?

  • We are privately owned by a PE firm

Last but not least, what is Company's exit strategy?

  • We are focused on value creation

The Insurtech Sales Executive is a high-energy hunter dedicated to opening doors and winning net-new enterprise business within the Property and Casualty (P&C) insurance sector. This role focuses on driving core platform sales—including Policy Administration and Insurance Agency Management Systems—into Managing General Agents (MGAs) and Brokers. The executive owns the entire multi-stakeholder sales cycle from initial cold outreach to final close.

To ensure consistent revenue growth, the executive is responsible for building and managing a robust sales pipeline. They orchestrate complex enterprise sales cycles by executing detailed discovery, conducting value engineering, aligning executive stakeholders, and navigating procurement, InfoSec, and contract negotiations. Success is driven by a proven ability to challenge traditional workflows and position innovative software that helps insurance organizations streamline operations and capture vital business insights.

Rigorous deal qualification and precise execution are central to this function. The executive applies structured sales methodologies, specifically the MEDDIC framework, to deeply analyze buyer pain points, identify economic buyers, and cultivate internal champions. Every phase of the sales cycle, including MEDDIC metrics and next steps, is systematically documented daily to maintain total deal hygiene and ensure forecasting accuracy for executive leadership.

This modern sales function heavily leverages cutting-edge technology to maximize productivity and outreach precision. The executive routinely harnesses AI-powered tools and sales engagement platforms to personalize prospect messaging, generate automated call briefs, analyze buyer conversations, and optimize outbound cadences. Salesforce CRM serves as the single source of truth, where custom fields and data-driven insights are used to manage the pipeline and provide accurate forecasts to the Chief Sales Officer.

Collaboration is essential to winning these complex deals. The executive cross-functionally partners with Marketing and Solution Consulting to craft tailored value propositions and software demos that resonate with diverse insurance personas, including underwriting, claims, and operations. By maintaining strong executive presence and leveraging existing industry relationships, the executive navigates complex buying committees to secure long-term, sustainable growth for the company.