Head of Strategic Business Development, Life Insurance

Overview

A fast-growing Insurtech client is seeking a Head of Strategic Business Development, Life Insurance. This is a senior, hands-on sales role focused squarely on revenue generation, requiring someone who can open doors at the C-suite level, navigate complex procurement and compliance processes, and convert differentiated technology into contracted value. The leader will build and manage a high-velocity pipeline, cultivate strong relationships with C-suite and VP-level decision makers, and clearly articulate the company’s business-led, application-led product philosophy.

Over time, this role may also expand to include hiring and developing a team of senior enterprise sales professionals as the organization grows its presence in the life insurance market. This is a retained search.

• Own the full sales cycle for top-tier carriers, from first contact through negotiation and contract execution, leading pursuit strategy and closing $1M–$5M ARR deals while driving account-based, multi-threaded engagement across C-suite stakeholders.
• Identify, prioritize and proactively engage the top 50 carriers with the highest transformation readiness, securing early-stage conversations ahead of formal RFPs and tracking competitive and market dynamics.
• Build trusted-advisor credibility with C-suite leaders; position the organization as a neutral, high-value alternative in the market; and cultivate alliances with consulting firms, reinsurers, and integration partners to expand opportunity pathways.
• Develop and maintain a qualified pipeline at least 3x the annual target, ensure accurate executive-level forecasting, and coordinate closely with internal leadership to align solutions, delivery readiness, and deal strategy.
• Begin as a solo enterprise hunter and, over time, recruit and mentor additional senior reps while instilling a high-performance, metrics-driven business development culture focused on delivering client value and closing contracts.

• 10+ years of enterprise technology sales experience within life insurance or large financial institutions
• Direct experience closing large SaaS, platform or transformation deals in the $2M to $10M+ range
• Established C-suite and VP-level network across major life carriers (AM Best Top 100–150) and strong relationships with industry consultants and system integrators
• Deep understanding of life insurance systems and operations, including underwriting, claims, distribution, and customer engagement
• Ability to build and manage a high-quality pipeline at 3x annual targets, with strong skills in enterprise negotiation and contracting