Senior Manager, Business Development – Insurance & Financial Services

Axle•Rockville, MD

1d•Onsite

About The Position

Axle Informatics is a bioscience and information technology company that offers advancements in translational research, biomedical informatics, and data science applications to research centers and healthcare organizations around the globe. With experts in biomedical science, software engineering, and program management, we focus on developing and applying research tools and techniques to empower decision-making and accelerate research discoveries. We work with premier research organizations and facilities including multiple institutes at the National Institutes of Health (NIH) and other public and private organizations. Axle is seeking a senior, execution-oriented Sales Leader to lead commercial growth across the Insurance and Financial Services sectors. This role is designed for a self-directed builder who can independently identify opportunities, develop strategic relationships, and convert Axle’s data, analytics, and technology capabilities into high-impact commercial engagements. The right candidate will enter the role with an existing network and active book of business, and will be able to convert those relationships into revenue. This individual will serve as the primary commercial owner for insurance and financial services, acting as a trusted advisor to carriers, MGAs, reinsurers, fintechs, and financial institutions. The role blends market development, consultative selling, and partnership execution, with direct accountability for pipeline creation and revenue growth. This role requires an onsite presence in Tysons, VA five days per week. This role is eligible for a competitive bonus plan.

Requirements

5-8 years of experience in business development, partnerships, consulting, or enterprise sales within insurance, fintech, or financial services.
Demonstrated success selling or partnering into regulated enterprises with long sales cycles.
Proven ability to build and convert pipeline quickly, closing complex, multi-stakeholder deals in regulated enterprise environments.
Strong understanding of insurance and financial services operating models, including underwriting, claims, risk, compliance, or data ecosystems.
Proven ability to independently build pipeline and close complex, multi-stakeholder deals.
Comfort translating technical solutions (data, analytics, AI, platforms) into business outcomes.
Exceptional communication skills, executive presence, and relationship-building capability.

Nice To Haves

Builder mindset with the ability to operate independently and create structure where none exists.
Strategic thinker who balances long-term relationships with near-term execution.
High degree of ownership, accountability, and commercial judgment.
Curious, credible, and fluent in conversations with both technical and business stakeholders.
Experience working in growth-stage or advisory-driven organizations is a plus.

Responsibilities

Build, maintain, and monetize senior executive relationships across insurance carriers, MGAs, reinsurers, fintechs, and financial institutions.
Leverage an existing book of business and industry relationships to accelerate pipeline creation and early deal conversion
Serve as a trusted advisor to client stakeholders on data-driven decision-making, analytics modernization, and technology-enabled transformation.
Independently identify, qualify, and pursue new commercial opportunities aligned to Axle’s core capabilities.
Develop deep understanding of client business models, regulatory environments, and operational pain points.
Act as a credible Axle representative in conversations with senior scientific and business stakeholders.
Own an individual revenue target and sales quota for insurance and financial services accounts.
Own the full sales lifecycle from initial outreach through deal close and expansion.
Translate Axle’s technical and scientific capabilities into clear business value propositions tied to risk, cost, revenue, and operational outcomes.
Structure and negotiate complex engagements, including pilots, multi-phase programs, and long-term partnerships.
Collaborate with internal technical leaders to shape solutions that align client needs with scalable delivery models.
Contribute to the refinement of Axle’s insurance and financial services go-to-market strategy.
Provide market feedback to inform solution packaging, pricing, and positioning.
Identify partnership opportunities that extend Axle’s reach through platforms, vendors, or ecosystem relationships.
Support the development of sales enablement materials and client-facing narratives.
Partner with delivery leaders to ensure successful onboarding and execution of new client engagements.
Maintain senior-level client relationships post-sale to support expansion, renewals, and long-term growth.
Proactively manage expectations, risks, and communications to reinforce trust and credibility.
Focus on sustainable account growth rather than transactional deal-making.