VP, Sales - Banking and Financial Services and Insurance

Vice President (VP), Sales — Insurance & Financial Services (Client: ) [Location: New England, Boston, Hartford] {Rate: }
Fulltime
GlobalLogic is seeking a Vice President of Sales to drive growth with FinTech’s and banks, with a focus on the West Coast market. This is a hands-on commercial leadership role: the VP will own a fintech and banking bookings target, personally originate and close new business, and build a focused team of sellers. The portfolio spans data, AI, product engineering, platforms, and cloud services.
The ideal candidate is a proven hunter with deep relationships across the West Coast fintech ecosystem and regional and national banks — someone who can engage founders, CTOs, VPs of Engineering, and bank CIOs on scaling platforms, modernizing banking technology, and adopting data and AI, and convert those conversations into long-term engineering and transformation partnerships.
18+ years in enterprise technology services sales, with at least 8 years selling into BFSI, including significant direct experience selling to insurance carriers.

• 3+ years in sales leadership (Director or VP level) within a systems integrator, IT services, digital engineering, or consulting firm.
• Track record of meeting or exceeding annual bookings quotas of $20M+, and of personally closing multiple deals above $5M TCV with insurers or financial institutions.
• Established network of active relationships with insurance and financial services decision-makers, ideally concentrated in the Boston and Hartford markets.
• Strong understanding of insurance value chains (underwriting, policy, billing, claims, distribution) and of core platforms such as Guidewire and Duck Creek.
• Working command of data platforms, AI/GenAI, product engineering, and cloud (AWS/Azure/GCP), enough to lead credible conversations and shape solutions with pre-sales teams.
• Familiarity with the regulatory context for insurers and financial institutions (NAIC model laws, state insurance regulation, SOX, GDPR, PCI-DSS, KYC/AML).
• Experience selling within a global delivery model (onshore/offshore/nearshore).
• Bachelor’s degree required; MBA or insurance designation (CPCU, FLMI) a plus.
• Based in or willing to relocate to the Boston or Hartford area; travel to client sites and industry events as needed.

Sales Strategy & Revenue Ownership
Build and execute the go-to-market plan for insurance and financial services, covering P&C (personal, commercial, specialty), life and annuity, group benefits, reinsurance, brokers and MGAs, plus banks and asset managers.
Own the BFSI bookings, revenue, and margin targets, with accountability for pipeline health and forecast accuracy.
Develop a target account list across the Hartford insurance hub and Boston financial services market, and build a repeatable land-and-expand motion.
New Business Origination & Account Growth
Personally originate, lead, and close new deals ($5M–$30M TCV) from first conversation through negotiation and contract.
Open new logos among insurance carriers, MGAs, brokers, banks, and asset managers, leveraging an existing network to create pipeline from day one.
Grow accounts by expanding initial engagements into multi-service programs across data, AI, product engineering, platforms, and cloud.
Build trusted relationships with technology and business buyers (CIO, CTO, CDO, COO, Chief Underwriting Officer, Chief Claims Officer, Head of Distribution).
Lead the commercial narrative in pursuits, partnering with solution architects, delivery, and practice leaders on proposals and RFP responses.
Translate insurance priorities — policy administration, billing, and claims modernization; AI-driven claims triage and fraud detection; agent and broker digital experience; actuarial and data platform modernization; embedded insurance — into clear service offers.
Bring tailored offers to three priority segments: payments (real-time and cross-border payments, payment platform modernization, fraud prevention), wealth management (advisor and client digital experience, portfolio and data platforms, AI-driven personalization), and regional banks (core modernization, digital banking, cloud migration, and data and AI adoption at mid-market scale).
Address banking and asset management priorities, including core and digital banking modernization, data and AI platforms, risk and regulatory reporting, and cloud migration.
Structure commercial models suited to insurers and financial institutions, including platform implementation programs, fixed-price modernization, and managed services.
Co-sell with insurance platform partners (Guidewire, Duck Creek, Majesco, Sapiens, Salesforce Financial Services Cloud) and hyperscalers (AWS, Microsoft, Google Cloud) to generate joint pipeline.
Leadership &Team Building
Hire, mentor, and lead a small team of account executives and client partners focused on insurance and financial services.
Run a disciplined sales rhythm — pipeline and deal reviews, CRM hygiene, and weekly and quarterly forecasting.
Partner with delivery, pre-sales, alliances and broader business units to win as one team.
Annual BFSI bookings and revenue against target, with healthy deal margins.
Qualified pipeline coverage of 3–4x the annual target.
New insurance and financial services logos signed, with a strong New England footprint.
Growth of initial engagements into multi-service, multi-year relationships.