Senior Sales Executive, EMEA
We’re pushing the boundaries of Insurance Technology
INSTANDA is the worlds first no code platform for Insurance. A pioneering Insurtech, we’re revolutionising the insurance industry by offering insurers a versatile tool to create, manage, and distribute digital insurance products. Our innovative technology empowers insurance carriers to adapt swiftly to market demands and navigate the evolving landscape.Our Technology is consistently recognised as the best policy administration platform for innovative insurers, winning awards in both the UK and US.
INSTANDA has grown significantly in recent years and we are now a team of 180+ employees based in the UK, EMEA and US, with partnerships that operate worldwide. We’re continuing to grow our business and our Sales team is at the forefront of our growth plans.
Follow us to learn more: Instanda.com | LinkedIn | Twitter | YouTube
THE ROLE
We are looking for an experienced Senior Sales Executive, with proven Insurance sales experience to come and join our team.
You will spearhead our expansion efforts in UK & EMEA, and will be instrumental in delivering INSTANDA’s revenue growth within the Property & Casualty market.
You will leverage your experience of solution based selling to drive growth, and have accountability for building strategic partnerships. Using your industry experience you will define and deliver the revenue strategy and help build brand awareness with presence at key conferences and events.
You’ll have access to a proven and effective playbook, and extensive evidence of success across our existing portfolio of clients to support winning new clients. In addition, you’ll have a strong support team comprised of highly experienced sales and marketing professionals, to aid the sales process.
This role isUK based, primarily remote working with some travel required to our London Office.
WHAT YOU WILL DO
Revenue Strategy:
- Develop a comprehensive sales execution plan that aligns market segments, sales resources, marketing approaches and channels to the revenue financial plan.
- Deliver a route to target GTM plan that comprises all the tools at your disposal, including campaigns, events, partnerships and alliances etc.
- Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals.
- Proactively review sales performance vs sales plan, creating a detailed plan to manage revenue that is at risk.
Leadership and Collaboration:
- Identify and resolve issues across marketing / sales and account management function
- Ensure collaboration with the broader GTM team to ensure the most effective approach to building your business.
Pipeline Management:
- Develop a clear sales pipeline (route to target) that includes the methodology to move opportunities from leads to close. This includes following the Instanda sales stages, % probability of close by stage, criteria for stage advancement, involvement of key sales resources in each stage, and accurate opportunity forecasting.
- Develop and execute the sales process, ensuring deals have clear pursuit strategies, stakeholder plans, appropriate internal resources to win, and professional sales presentations/proposals.
- Lead contract negotiation sessions with the client and key internal stakeholders.
- Be accountable for building a pipeline that ensures consistent and reliable forecast and wins.
Partner sales management:
- Identify additional sales related partner channels to expand the opportunity network; technology partners, influencers, potential resellers.
- Ensure partners are motivated to recommend INSTANDA; provide executive sponsorship to partner sales resources.
- 10+ years, extensive sales experience within the insurance sector.
- Proven track record of winning new business and growing revenue through mid-tier/ enterprise sales deals.
- Experience of structuring, negotiating, and executing deals that have driven a material, financial and strategic impact for current or past organisations.
- Ability to think strategically and thoughtfully, to ensure INSTANDA is pursuing the right opportunities that will yield the most impact – financially and strategically.
- Deep knowledge of the Insurance sector, spanning P&C including MGAs.
- Executive presence and communication, with the ability to influence.
- Excellent communication and interpersonal skills and an articulate presenter of solutions.
- Strong business and commercial acumen, with a bias towards execution.
- Strong analytical, problem-solving, and decision-making skills with the ability to leverage data/ insights to drive action and results.
- Highly entrepreneurial, with an ‘owners’ mindset
- Inspirational leadership style and hands-on approach.
- SaaS and Policy Administration experience would be advantageous.
- Think outside of the box, drive innovation in your approach and be apart of a business that is changing how insurers can deliver differentiation and value.
- Competitive salary (and commission structure)
- Generous 28 days holiday allowance, in addition to public holidays.
- For every year of service you complete, we’ll give you an additional days holiday (max. 5 days)
- One Dynamic Day per month on top of your holiday allowance to spend time doing the things you want to do or simply catching up with life admin.
- Remote & Hybrid approach varying with the nature of your role.
- Life cover; income protection and participation in the company pension scheme
- All employees are included in the company discretionary bonus scheme.
- £100 per month to put towards wellness activities.
- Annual learning & development allowance of £1,250 and free access to LinkedIn learning and Microsoft ESI learning platforms