GTM Lead, Insurance

Brain Co.•San Francisco, CA

8d•Hybrid

About The Position

Brain Co. is an applied AI startup backed by prominent Silicon Valley investors, focused on building AI applications for major institutions like governments, healthcare systems, and critical industries. They have achieved significant impact, such as automating construction permitting, optimizing supply chains, and streamlining hospital patient care. The company has raised $55M in Series A funding and has a team of over 70 AI experts. They are seeking leaders to apply frontier AI to essential services and modernize how they operate. This foundational leadership role is for a dedicated insurance Go-To-Market (GTM) lead responsible for building and closing a pipeline of enterprise insurance accounts across P&C, Specialty, and Life & Annuities. The role involves opening doors, building trust with senior insurance leaders, closing initial contracts, and expanding those relationships. It's a hunter role with a land-and-expand strategy, requiring deep insurance industry credibility, active carrier relationships, and the ability to sell creatively in an early-stage environment. The successful candidate will help build the sales playbook, shape the Ideal Customer Profile (ICP), refine the enterprise sales motion, and collaborate with product and leadership to establish Brain Co. as a trusted AI partner in the insurance industry. The role will also involve working with a network of senior placement broker referral partners to generate warm introductions, while also building direct relationships and an outbound motion. This position reports to the COO.

Requirements

Deep credibility in the insurance industry, either from working directly in the industry or spending the majority of your career selling into it
Understanding of the insurance market, language, workflows, and what it takes to earn trust with senior insurance leaders
Firsthand knowledge of P&C, Specialty, and/or Life & Annuities
Understanding of how carriers operate across areas like underwriting, claims, actuarial, distribution, broker relationships, and carrier operations
Active relationships with senior decision-makers at U.S. carriers, MGAs, reinsurers, or adjacent insurance institutions
Experience owning enterprise sales or commercial outcomes, carrying a quota, leading complex deals, or being directly accountable for revenue, pipeline, partnerships, or customer growth
Ability to sell highly technical products, including credibly discussing AI, data, analytics, and automation with technical and business stakeholders
Experience creating pipeline through multiple channels: own network, targeted outbound, industry events, strategic partnerships, and warm introductions
Strong executive presence and commercial judgment
Ability to build trust quickly, navigate complex institutions, identify the real buyer and decision-maker, and represent Brain Co. with credibility
Highly self-directed, able to create momentum with limited structure
Excited by the opportunity to help define a category and bring modern AI into the insurance industry

Nice To Haves

You are a builder, not just an operator. You are energized by early-stage environments where the playbook is still forming, the sales motion is still being refined, and you have the opportunity to shape the strategy from the ground up.

Responsibilities

Build, manage, and close a pipeline of enterprise insurance opportunities, from initial conversation through pilot, contract, and expansion
Develop trusted relationships with senior decision-makers at U.S. carriers, MGAs, reinsurers, and other insurance institutions
Leverage your own network, targeted outbound, industry events, and broker referral partners to generate high-quality pipeline
Partner closely with product, engineering, and leadership to translate customer pain points into AI solutions that solve real operational problems
Help shape Brain Co.’s sales motion for the insurance vertical, including ICP definition, messaging, qualification, pricing, deal structure, and expansion strategy
Navigate complex enterprise buying processes across underwriting, claims, actuarial, distribution, technology, and executive stakeholders
Represent Brain Co. credibly in the insurance market, including at industry conferences, customer meetings, and strategic partner conversations
Work alongside SDR and marketing support while remaining highly self-directed and network-driven
Lay the foundation for a future insurance vertical team as the practice scales