Director Sales Executive - Life & Annuity Business Process Services

Job Description:

Position Overview

We are seeking an experienced Sales Executive to lead the sales and business development efforts for our Life and Annuity Business Process Services division. This role is pivotal in driving revenue growth by identifying, pursuing, and closing strategic partnerships with insurance carriers, third-party administrators, and financial institutions seeking to outsource core operational functions.

The Sales Executive will be responsible for building and managing a pipeline of enterprise-level opportunities, conducting complex consultative sales cycles, and serving as a key strategic partner to clients in the life and annuity sector.

Please Note: Candidates may be based anywhere in the USA, as the role is location-flexible.

Key Responsibilities

Sales Development & Account Management

• Identify, qualify, and pursue new business opportunities within the life and annuity insurance market
• Build and maintain a robust sales pipeline with multiple opportunities at various stages of the sales cycle
• Conduct discovery meetings, needs assessments, and feasibility studies with prospective clients
• Develop customized solutions and proposals tailored to client-specific operational challenges
• Manage the end-to-end sales cycle from initial contact through contract negotiation and closure
• Achieve or exceed quarterly and annual revenue targets and sales quotas
• Serve as primary point of contact for assigned accounts; build and maintain strong executive relationships

Consultative Selling & Product Knowledge

• Demonstrate deep understanding of life and annuity insurance operations (policy administration, underwriting, claims processing, customer service, etc.)
• Articulate the value proposition and ROI of outsourcing solutions to C-level executives and operational leaders
• Identify and prioritize pain points including cost reduction, regulatory compliance, scalability, and operational efficiency
• Educate prospects on industry best practices and competitive advantages
• Collaborate with delivery teams to understand service capabilities, capacity, and differentiators

Market & Competitive Intelligence

• Stay current on industry trends, regulatory changes, and competitor activities in the life and annuity space
• Provide market insights to product and strategy teams
• Monitor competitive threats and adjust sales strategies accordingly
• Identify emerging opportunities in new verticals or service lines

Cross-Functional Collaboration

• Work closely with solution architects, service delivery, and implementation teams to ensure seamless transition of new business
• Participate in proposal development, technical demonstrations, and client presentations
• Escalate complex issues or opportunities to senior management as needed
• Provide feedback to product and service teams based on customer needs and market demand

Reporting & Analytics

• Maintain accurate sales forecasts and account information in CRM system
• Provide weekly/monthly pipeline reviews and sales performance metrics
• Document all prospect interactions, agreements, and next steps
• Generate reports on sales activity, conversion rates, and revenue projections

Required Qualifications

Experience

• 7+ years of enterprise software or B2B services sales experience
• Minimum 3 years of direct experience selling to the insurance industry (life, annuity, property & casualty, or health insurance)
• Proven track record of closing deals with contract values of $500K+ annually
• Experience selling complex, solution-based services (not transactional products)
• Demonstrated success building relationships with C-suite and operational executives

Knowledge & Skills

• Strong understanding of life insurance operations (underwriting, policy administration, servicing, compliance)
• Knowledge of annuity products, distribution channels, and regulatory environment
• Familiarity with insurance outsourcing models and typical client objectives (cost reduction, transformation, etc.)
• Excellent consultative selling and discovery skills
• Strong presentation and storytelling abilities
• Proficiency with CRM systems and sales analytics tools
• Ability to build business cases and communicate ROI to clients

Personal Attributes

• Entrepreneurial mindset with drive to exceed targets
• Resilience and persistence in long, complex sales cycles
• Strong organizational and time management skills
• Ability to work independently and manage multiple opportunities simultaneously
• Excellent written and verbal communication skills
• Comfortable with travel (estimated 30-40% annually)