Vice President of Sales

Adlib Software•Oakland, CA

2d•$350,000 - $400,000•Remote

About The Position

Adlib is the AI Production Layer for regulated industries. We turn complex, unstructured documents into governed, validated, AI-ready data so enterprises can make defensible decisions without rebuilding their stack. Customers see 60% fewer exceptions, 50% faster cycle times and 70% less manual handling. On top of that trusted data layer sits our agentic intake capability. Agents read the packet, decide what it is, apply the customer’s rules, route the exception and trigger the next action. The document layer establishes trust in the data. The agentic layer acts on it. For insurance carriers that means agentic intake across FNOL packets, police reports, medical records, adjuster notes, loss runs, submissions and endorsements. We are model-agnostic and system-agnostic by design, sitting in front of Guidewire, Duck Creek, Sapiens and Majesco rather than replacing any of it. We serve life sciences, insurance and public sector customers, and we are backed by Diversis Capital.

Requirements

Scale experience: You have taken B2B software businesses from $2M to $50M or more in ARR in a sales leadership seat. You can speak precisely to ARR, seller count and per-rep productivity at the start and the end.
Insurance depth: You have sold into insurance carriers, MGAs, TPAs, brokers or reinsurers and can hold a conversation with a Chief Claims Officer or Chief Underwriting Officer on their terms. You understand the claims and submission lifecycle, loss ratio and expense ratio, cycle time, leakage and straight-through processing. You know your way around Guidewire, Duck Creek and the wider core and content stack, and around ACORD and ISO forms, NAIC and state DOI expectations.
Cross-industry range: You have carried a number across two or more unrelated verticals at the same time. You know how to keep a small team focused without letting one vertical starve the others.
Global remit: You have led sellers or carried a number across more than one region, including Europe. You know how deal cycles, buying norms and employment practice differ outside North America, and you can run a team you do not sit beside.
A team you built: You have personally recruited and ramped five to eight quota carriers. You can name them and say where they are now.
Operating rigor: You build quota from steady-state rep productivity, plan for ramp, and can explain your capacity model on a whiteboard. You track attainment as a distribution, not an average.
Acquisition integration: You have merged two selling teams after an acquisition. You have made the single versus dual go-to-market call, harmonized comp and territories without losing the people who mattered, and consolidated onto one pipeline.
Exit experience: You have owned the sales side of a sale process or major diligence. You know what a buyer or banker asks the sales organization for, and what breaks when the data does not hold up.
Enterprise and regulated selling: You are credible on AI without overselling it.
A working leader: You are still close enough to the work to run a deal yourself, and you want to be. You take coaching as readily as you give it.
Bachelor’s degree or equivalent practical experience.

Nice To Haves

Experience in a private equity backed company with a defined growth mandate and reporting cadence.
Relationships in the insurance systems integrator ecosystem, including Guidewire and Duck Creek implementation partners.
Experience selling AI, intelligent document processing or data platform solutions into regulated industries.
Life sciences or public sector selling experience alongside insurance.
Experience selling in Canada and Latin America as well as the United States.

Responsibilities

Carry and deliver the company new ARR number worldwide, across all industries, direct and partner-influenced.
Recruit, ramp and coach the quota-carrying team.
Own territory design, quota assignment, and the sales capacity model.
Own a weekly forecast with defined stage exit criteria and conversion rates derived from actual closed-deal history.
Go deepest in insurance. Own the executive relationships at target carriers, MGAs, TPAs and brokers, and make sure our claims and underwriting story lands with operators, not just IT.
Hold the differentiation line.
Bring the acquired selling team onto one CRM, one pipeline, one forecast and one comp philosophy. Retain the sellers worth retaining, resolve account conflict, and deliver the cross-sell the acquisition was underwritten on.
Partner with the Industry General Managers on vertical strategy and named accounts, with Marketing on pipeline coverage, with Strategic Partnerships on partner-sourced opportunities, and with Revenue Operations on quota, comp mechanics and reporting.
Keep the sales function audit-ready.
Sell business outcomes and defensible data, not model hype.
Run a deal yourself.