VP / AVP Sales — Insurance Solutions

VP / AVP Sales — Insurance Solutions

Damco Solutions · Strategic Sales Division · FY 2026–27 · Sales Quota $5M

PART A — JOB DESCRIPTION

About Damco 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

PART B — IDEAL CANDIDATE PROFILE

Who We Are Looking For

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 decisionmakers 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

What We Look For

• 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.

Why This Role

• You will be one of the most senior sales professionals in a small, partner-led division with genuine ownership of your vertical and significant earning potential if you deliver

• Damco's Insurance credentials are real and growing with and a track record of Client and CRM

deployments that are credible proof points in a crowded market

• You will have direct access to the Division Partner and Damco's CEO for strategic deal support no internal bureaucracy to navigate

• Compensation is competitive and structured to reward outperformance above the $5M base target