VP / AVP Sales Insurance Solutions

VP / AVP Sales — Insurance Solutions

Damco Solutions is a US-headquartered technology services firm delivering enterprise software development, AI strategy and implementation, product engineering, and insurance technology solutions to mid-market and enterprise clients across North America, Europe, Middle East and Asia. The firm serves top notch clients including leading Insurance Carriers, MGA/ MGU, Producers etc. as well as prominent clients across Financial Services, Manufacturing, Logistics and Healthcare verticals. Damco's Insurance Solutions practice is one of its highest-growth verticals, with an established track record in Policy Administration System (Client) implementations, insurance technology transformation, and Salesforce-based CRM deployments for carriers and brokers.

The Role

We are seeking a senior enterprise sales professional to join Damco's Strategic Sales Division as VP or AVP of Sales — Insurance Solutions. This is a hunter-first role: the primary mandate is to originate, develop, and close new business within the Insurance vertical, with a target of $5M in bookings in FY 2026–27. The role operates within a small, high-performance cluster of senior sales professionals led by the Partner — Enterprise Growth & Strategic Sales. There is no bureaucracy and no committee-driven selling — you are expected to run your own pipeline, leverage the firm's delivery credentials, and engage directly with CTO, CIO, and COO-level buyers at carriers, brokers, and MGAs.

Key Responsibilities

• Pipeline & Business Development
• Originate and develop a pipeline of new Insurance vertical opportunities, targeting P&C carriers, life and annuity carriers, specialty insurers, brokers, and MGAs
• Own the full sales cycle from first contact through signed SOW — qualification, discovery, solution scoping, commercial negotiation, and close
• Build and maintain a $15M–20M pipeline to support $5M in annual bookings
• Identify and pursue net-new logo opportunities; 70%+ of target from new clients
• Solution Selling
• Sell across Damco's Insurance Solutions portfolio: Client implementations and migrations, core systems modernization, Salesforce for Insurance, AI-led underwriting and claims solutions, and custom product engineering
• Engage as a credible peer at the executive level; translate complex technology capabilities into business outcome narratives that resonate with insurance-sector buyers
• Collaborate with Insurance Solutions team to introduce product/ accelerator to relevant insurance prospects; act as a bridge between Damco's services business and product commercial pipeline where applicable
• Position Damco's US/ Global Insurance credentials as a differentiating reference frame for US and international clients
• Cluster & Account Collaboration
• Work within the Strategic Sales Division alongside the Division Partner and peer salespeople; participate in monthly pipeline reviews and contribute to overall division target
• Introduce cross-sell opportunities into existing Damco accounts where Insurance capabilities are relevant
• Co-develop RFP responses, solution proposals, and client presentations with Damco's pre-sales and delivery leadership
• Market Intelligence & GTM Contribution
• Maintain deep awareness of the Insurance technology landscape: Client vendors (Guidewire, Duck Creek, Majesco, FINEOS, etc.), emerging AI applications in underwriting/claims, and shifting buyer priorities
• Provide market feedback to the Division Partner and product teams to inform GTM strategy and product roadmap
• Contribute to Damco's Insurance practice collateral, case study development, and thought leadership as the commercial voice of the practice

Compensation & Structure

Compensation Overview Base Salary + On-Target Earnings at 100% of bookings target achieved + Incentive Structure Commission on booked revenue; rate TBD based on candidate level

Reporting Line Partner — Enterprise Growth & Strategic Sales

Location US-based, remote; travel to client sites and Damco offices as required

Start Date Target: within 30 days of offer acceptance

Ideal Candidate Profile

The ideal candidate for this role is a senior enterprise technology sales professional who has spent the bulk of their career selling into the Insurance vertical — and who brings an established book of relationships with decision-makers at carriers, brokers, and MGAs in the US market. They are not a generalist who has "covered Insurance" — they live and breathe this space, understand the nuances of core system transformation, and can hold a credible business conversation with a CTO at a top-20 P&C carrier. They are a hunter by nature but a relationship builder by instinct. They know how to open a door and how to earn the right to close it. They are comfortable operating without a large sales infrastructure behind them and bring the self-discipline and accountability of someone who has carried a number and hit it.

Non-Negotiable Requirements

• 10–18 years of enterprise technology sales experience, with a minimum of 7 years focused on the Insurance vertical
• Demonstrated track record of closing deals of $500K–$5M+ in value within the Insurance space — Client implementations, core system transformation, AI/analytics, or consulting-led technology services
• Active, warm relationships with CTO, CIO, COO, or VP Technology decision-makers at US P&C carriers, life carriers, specialty insurers, or brokers
• Deep working knowledge of the Insurance technology ecosystem: Policy Administration, Claims Management, Billing, Distributing/Agency Management, and the major platform vendors (Guidewire, Duck Creek, Majesco, FINEOS, Sapiens, or equivalents)
• Proven ability to run a full enterprise sales cycle independently — from cold outreach or warm referral through to signed contract
• Strong commercial acumen: able to construct and negotiate complex SOWs, T&M/fixed-price engagements, and multi-year managed services arrangements
• US-based with unrestricted right to work

Highly Desired Attributes

• Experience selling Client/ Modular/ CRM solutions into Insurance customers
• Familiarity with AI/ML applications in insurance — particularly underwriting automation, claims triage, or fraud detection use cases
• Existing relationships or exposure to the US insurance market (a differentiating advantage given Damco's footprint in the region)
• Experience working in a boutique or mid-size technology services firm as opposed to a large SI — comfortable with a lean sales support infrastructure and a high degree of autonomy
• Network that includes decision-makers at InsurTech firms, MGA platforms, or reinsurers, in addition to primary carriers
• Strong written communication and proposal skills; able to personally draft client-facing materials without heavy pre-sales dependency

Personality & Working Style

Commercial Instinct Thinks in deals, not in activities. Always knows the next step on every live opportunity. Executive Presence Confident at C-suite. Can hold a strategic conversation, not just a vendor pitch. Ownership Mindset Treats the $5M target as a personal commitment, not a corporate KPI. Credibility-Led Earns trust by knowing the domain deeply. Not a brochure salesperson. Collaborative Works well within the cluster. Shares client, supports peers, contributes to division success. Adaptable Comfortable in a firm that is building its Insurance practice identity. Sees the whitespace as opportunity.