Senior Solutions Sales Executive, Home Factors

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

📋 Description

• Develop and oversee a comprehensive enterprise pipeline encompassing P&C carriers, MGAs, reinsurers, and program administrators.

• Take ownership of a challenging new-client quota while ensuring 3–4x pipeline coverage.

• Provide precise, stage-weighted forecasts throughout intricate sales processes.

• Create a territory strategy categorized by carrier tier, line of business, data maturity, and readiness for integration.

• Keep detailed CRM records, including mapping of buying committees and timelines for integration.

• Report on deal status, associated risk factors, and anticipated closing timelines.

• Collaborate with analytics, data science, and product teams to design carrier-specific use cases.

• Convert analytical results into business cases for actuarial, underwriting, and executive stakeholders.

• Facilitate engagements across various buyer personas and build consensus to finalize deals.

• Develop executive presentation materials, technical slides, ROI models, and pricing proposals.

• Lead commercial negotiations related to data delivery formats, API terms, multi-year ramps, exclusivity, and co-development agreements.

• Represent Home Factors at industry events and conferences.

• Deliver presentations to underwriting, actuarial, and C-suite executives.

• Achieve quarter-over-quarter growth in new-client bookings along with annual plan objectives.

• Transform proof-of-concept projects into multi-year enterprise subscriptions.

• Broaden Home Factors' strategic presence and market positioning.

⛳️ Requirements

• Minimum of 7 years of progressive experience in complex, consultative B2B sales.

• At least 4 years of experience selling data, analytics, or decision-science solutions directly to P&C insurance carriers, MGAs, or reinsurers.

• Strong preference for experience selling into underwriting, actuarial, or pricing roles.

• Understanding of how carriers assess and integrate third-party data into their models.

• Capability to discuss loss ratios, combined ratios, risk segmentation, and GLM/GBM modeling techniques.

• Analytical proficiency adequate to co-develop a proof of concept and defend methodologies to clients.

• Established network of senior relationships within carriers, MGAs, reinsurers, or insurance data/analytics sectors.

• Proven history of surpassing sales quotas in enterprise sales settings.

• Experience with lengthy sales cycles (6–12+ months), involving multiple decision-makers, technical assessments, and six- to seven-figure contract values.

• Familiarity with navigating procurement, legal, and IT security review processes.

• Self-motivated and resourceful in an early-stage, high-growth environment.

• Outstanding written and verbal communication abilities.

• Good understanding of insurance data integration patterns, such as API, SFTP, and cloud data exchanges.

• Familiarity with how carriers utilize third-party data features in predictive modeling.

• Capability to lead technical scoping discussions without engineering assistance.

• Experience in category creation is advantageous.

• Must be eligible to work in the United States, as verified through E-Verify.

• Candidates for remote positions must not reside in Alaska, Delaware, Hawaii, Mississippi, Nebraska, Montana, New Hampshire, West Virginia, or the District of Columbia.

• Remote work location must be in Washington State, outside of Seattle.

🏝️ Benefits

• Sales incentives, subject to program guidelines and approvals.

• Three options for medical plans.

• Two options for dental plans.

• Vision insurance.

• Voluntary plans for critical illness, hospital indemnity, and accidents.

• Partially employer-funded Health Savings Account.

• Flexible Savings Accounts for healthcare, dependent care, and transportation.

• Company-funded Basic Life and AD&D insurance.

• Short- and Long-Term Disability benefits.

• Voluntary Life and AD&D coverage.

• Options for Traditional and Roth 401(k) plans.

• Discretionary employer matching for the 401(k) plan.

• Employer-funded Supportlinc wellbeing program.

• Guided meditation and mindfulness activities.

• Mental health coaching services.

• Confidential online resources for clinical care, including will preparation.

• Discounts through LifeBalance on gym memberships, travel, appliances, movies, pet insurance, and more.

• Flexible paid vacation policy.

• Company-paid holidays, typically nine per year.

• Paid sick leave.

• Paid parental leave.

• Identity theft protection program.

• Travel assistance services.

• Fitness and other discount programs.

• Remote work arrangement.