Head of US Distribution & Sales
Listed on 2026-08-22
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Sales
Business Development, Sales Manager
ABOUT DESCARTES UNDERWRITING
Join Descartes and contribute to our mission:
Building Resilience in a World at Risk.
Descartes is a corporate insurance group for worldwide companies and institutions. Descartes was born from a conviction that the growing complexity of corporate and climate risks demands a new approach to insurance. At the forefront of AI and Data analysis, Descartes utilises cutting-edge technology combined with a new generation of data sources, to model, assess and manage risks.
Since 2019, Descartes has secured a leading position in parametric (re) insurance combining scientific & technological expertise with a new approach. Parametric insurance, also known as index-based insurance, indemnifies clients within days based on pre-defined payout structures when a specific triggering event occurs, the payout process is both fast and transparent. The company has been financed with over $141M by investors including Highland Europe, Black Fin, Serena, Cathay, Eurazeo and Battery Ventures.
Our highly diverse and specialized team of 250+ people includes the largest modelling team in the industry featuring tech and modeling innovators, scientists in physics and climatology, as well as insurance veterans and underwriters. With a global footprint and strong US presence, Descartes serves a diverse portfolio of clients in more than 60 countries, with 20+ offices spread across Europe, Asia-Pacific, Latin and North America.
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About the role:Descartes is hiring a Head of US Distribution and Sales to lead and deliver the US business plan through the development of a world-class sales organization: a focused commercial engine that scales new business across retail brokers and corporate/ public-sector clients, while deepening relationships with existing partners.
This role calls for an experienced sales leader with an entrepreneurial, builder's mindset — someone ready to structure, coach, and motivate a high-performing business development team (10+ FTEs). You will bring both the discipline to implement rigorous sales processes and the energy to keep a distributed team engaged, accountable, and moving toward its goals.
The US Business Development team is currently spread across 7 states. The successful candidate must be comfortable leading, coaching, and holding a geographically distributed team accountable, largely through structured remote cadences (pipeline reviews, deal coaching, 1:1s), while traveling regularly (~1 week per month) to be in the field with BDs, brokers, and clients.
1. Lead and Motivate a Distributed Sales TeamLead/Build a high-performance, entrepreneurial sales culture: set clear expectations, keep a distributed team aligned and energized, hold team accountable to performance standards, and celebrate wins in a way that fits a broker-driven sales environment
Manage a geographically distributed Business Development team: run structured remote pipeline reviews, forecast calls, and 1:1 coaching, and travel regularly to spend real time in the field with BDs, brokers, and clients
Structure and develop a team of high performing business developers: hire, onboard, and coach BDs; ensure succession planning and knowledge sharing within the team
Contribute to the development of the Sales Plan in collaboration with the Head of the Americas and Executive team
Drive Business Development Team performance to achieve the Sales Plan through proactive involvement and coaching; identify and clear blockers; intervene when and where necessary and be a point of escalation to facilitate course correction externally and internally in collaboration with stakeholders
Join meetings involving key partners and clients: support the BD and the business at whatever stage of the sales cycle is required including prospecting, negotiation and closing.
Feed and act on market intelligence to leadership
Implement and iterate on the BD Sales Playbook; ensure the execution of repeatable sales process from broker outreach to closing deals
Own CRM and pipeline discipline: drive the forecasting cadence, pipeline hygiene standards, and…
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