Sales Director – Property & Casualty

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Take charge of ARR growth within your assigned territory.

• Develop and implement a territory strategy that secures new logo acquisitions and expands existing accounts to meet an annual quota.

• Target strategic accounts.

• Engage with Tier 1 and Tier 2 U.S. P&C carriers, MGAs, reinsurers, and specialty insurers; identify key decision-makers across actuarial, underwriting, IT, and finance sectors.

• Navigate complex enterprise sales cycles.

• Manage multi-stakeholder deals from initial discovery to legal closure, with ACVs ranging from $150K to $1M+ utilizing MEDDPICC or Command of the Message methodologies.

• Convert insurance challenges into compelling business cases.

• Assess the impact of delayed product launches, model risk, manual rating processes, and IT backlogs; create executive-level ROI presentations that appeal to CFOs and CUOs.

• Collaborate with the ecosystem.

• Utilize and help expand our partner network to enhance pipeline development and reduce sales cycle durations.

• Represent the voice of the U.S. P&C market.

• Provide insights to product, marketing, and partnerships regarding rating modernization, EUC governance, AI applications in underwriting, and competitive movements.

• Serve as the public face of Coherent.

• Attend major industry events—such as InsurTech Connect, RIMS, NAMIC, CAS Annual, Target Markets, Guidewire Connections, Duck Creek Formation, and similar conferences—and convert brief hallway discussions into substantial pipeline opportunities.

• Maintain operational discipline.

• Keep an organized HubSpot pipeline, accurate forecasts, and a consistent activity schedule; leverage data to prioritize your efforts.

⛳️ Requirements

• Minimum of 3 years in enterprise B2B sales (mid-tier track) or 6+ years (strategic track), with proven experience selling SaaS or InsurTech solutions to U.S. insurance buyers (including rating, PAS, actuarial, decisioning, data & analytics, or low-code).

• Profound and up-to-date knowledge of U.S. Property & Casualty, including distribution, lines of business (commercial, personal, specialty, E&S), rating and underwriting processes, regulatory filing intricacies, and carrier technology procurement.

• Proven track record of achieving quotas—$500K–$1M new ARR (mid-tier) or $1M–$2M new ARR (strategic)—with deal sizes ranging from $150K to $1M+ ACV and sales cycles spanning 9 to 15 months.

• History of closing at least one $500K+ ACV deal with a P&C carrier or MGA in the last 24 months.

• Experience selling to Chief Actuaries, Heads of Pricing, CUOs, CIOs/CTOs, and Chief Data Officers.

• Consistent application of MEDDPICC, Command of the Message, Challenger, or similar enterprise sales methodologies, maintaining clean Salesforce/HubSpot records and accurate forecasts.

• Preferred: Prior experience on the carrier side (actuarial, underwriting, pricing, product, or IT) before transitioning to vendor sales.

• CPCU, AINS, ARe, or similar P&C certification; or graduate coursework in actuarial science, risk management, or insurance.

• Sales experience in specialty/E&S markets or with MGAs and program administrators.

• Established connections with U.S. P&C decision-makers and active partnerships within the ecosystem (Big 4, Duck Creek, Guidewire).

🏝️ Benefits

• Health Insurance (Medical and Dental)

• Flexible working arrangements

• Special events (Hackathons, etc.)

• No formal dress code

• Non-hierarchical organization (no BS)

• Generous leave policies

• Enjoyable international work environment

• Opportunities for global mobility