Head of Sales, Insurance

GenLogs • Washington, DC

5d

About The Position

GenLogs’ Head of Sales, Insurance, will lead commercial strategy and sales execution as the company scales its intelligence platform across insurance carriers. The role manages account executives and the full insurance sales lifecycle, from prospecting and needs assessment through presentations, solution definition, strategic account planning, deal structuring, and customer relationship management, with the goal of driving predictable and sustainable revenue growth.

The role partners with the Chief Revenue Officer and works closely with Marketing, Product, and Customer Success. It leads enterprise sales to insurance carriers, develops sales processes and market opportunities, supports complex deals and executive relationships, and helps ensure customers realize value, renew, and expand. The position also represents GenLogs at industry events and develops partnerships and customer advocacy.

Requirements

• 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 determine customer needs.
• Experience managing consultative sales cycles involving seven-figure deals.
• Strong familiarity with Commercial P&C Insurance processes, regulations, key stakeholders, and performance KPIs.
• Ability to sell to stakeholders at multiple organizational levels and communicate with business champions through C-level executives.
• Strong analytical skills and the ability to develop and execute long-term account plans.
• Track record of scaling a revenue organization from early stage through growth, preferably from $5M to $30M+ or similar.
• Experience building and leading high-performing sales teams, including hiring, coaching, compensation design, and performance management.
• Comfort working in a fast-paced startup environment with a direct, open, and honest culture.

Responsibilities

• Help the Chief Revenue Officer build, lead, and retain a go-to-market organization focused on enterprise sales to insurance carriers.
• Establish sales KPIs, compensation plans, quota models, and forecasting processes.
• Identify market opportunities, competitive threats, and strategic partnerships in the insurance technology ecosystem.
• Manage a team of Account Executives driving enterprise deals.
• Oversee the full-funnel enterprise sales process from first contact to close, including strategic account expansion.
• Cultivate executive-level contacts at major insurers to drive business growth.
• Support strategy for high-value, complex enterprise opportunities and engage directly with C-suite stakeholders.
• Lead the evolution of pricing strategy based on market trends, competitive dynamics, and customer value realization.
• Own the global sales target for the insurance go-to-market vertical.
• Represent the company at industry conferences, association events, customer roundtables, and partner roadshows.
• Work with Marketing to evaluate event, sponsorship, and alliance ROI and recommend budgets based on measurable impact.
• Champion GenLogs externally as a thought leader.
• Help manage revenue models aligned with long-term customer success, renewal, and expansion.
• Partner with Customer Success to support smooth onboarding and consistent value realization for enterprise accounts.
• Develop referenceable customers, case studies, and advocacy programs to accelerate sales.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed