Director of Business Development

Overview

The Director of Business Development UK & Europe the Middle East & Africa (EMEA) is Origami Risks senior commercial leader and primary company representative in the region. This role is responsible for driving new business growth protecting and expanding existing client relationships and establishing Origami as a trusted name in the London and broader EMEA insurance and risk technology market.

This is a hands-on leadership role. The Director leads a mixed team of new logo sales executives and account managers while remaining personally active in the market through senior-level client engagement pipeline development and industry relationship building. Success in this role requires deep roots in the UK insurance ecosystem the credibility to engage at C-suite level and the commercial instinct to manage both a hunting team and a retention-focused account management function.

The Director reports to the Vice President of Sales and collaborates closely with US-based Sales Marketing Product and Professional Services leadership to align regional execution with the companys global growth strategy. This role does not carry a personal quota; performance is measured against team bookings regional revenue growth pipeline health and Origamis overall market presence in the UK and EMEA.

Culture & Commercial Leadership

• Builds and supports a positive success-driven culture that reflects Origami Risks values and commercial standards.
• Holds full accountability for the commercial performance of the UK and EMEA team ensuring both new logo sellers and account managers achieve their annual targets and contribute to sustainable regional growth.

Market Presence & Regional Strategy

• Serves as Origami Risks most senior commercial representative in the UK and EMEA engaging with C-suite and senior decision-makers within our industries (i.e. insurers MGAs intermediaries and brokers etc.)
• Builds and sustains Origamis profile in the London market through active participation in industry events associations and networks.
• Develops and executes a regional go-to-market strategy including targeted campaigns partnerships and channel activity in close partnership with Marketing and Sales Operations.
• Tracks competitive dynamics and market trends across the EMEA insurance technology landscape; translates market intelligence into actionable sales tactics and product feedback.

Team Leadership & Development

• Leads coaches and develops a team of individual contributors spanning both new logo sales and account management functions.
• Assesses the strengths and development needs of each team member; manages performance through structured coaching regular pipeline reviews and meaningful feedback using Origamis sales process.
• Sets clear performance expectations; participates in formal performance evaluation compensation processes and the identification of training opportunities for team members.
• Partners with HR and senior sales leadership to recruit interview and onboard new team members; manages the ongoing UK and EMEA hiring pipeline.
• Collaborates with Enablement to ensure all team members receive thorough onboarding and training to develop a deep understanding of Origamis platform client use cases and effective sales and account management practices.

New Business Development

• Manages consistent prospecting and pipeline development across the team through individual territory plans; ensures each seller is focused on the right activities to sustain a healthy pipeline.
• Implements a regional strategy for developing and maintaining a strong consistent pipeline of prospective customers across the UK and EMEA insurance market.
• Engages directly in complex high-value new business pursuits; serves as a senior resource and deal coach throughout long-cycle multi-stakeholder enterprise sales cycles.
• Collaborates with Marketing and Sales Operations to ensure demand generation lead qualification and pipeline activity are consistently aligned.

Account Management & Client Retention

• Oversees how Account Managers engage with clients to solve problems achieve business goals and further leverage Origamis platform; ensures clients develop long-lasting trust in Origami as a strategic partner.
• Helps to prioritize and ensures effective execution of annual account planning across priority accounts including renewal strategy upsell and cross-sell opportunities and executive relationship management.
• Confirms delivery excellence client adoption and satisfaction with entitled software and ongoing engagements.
• Engages directly in high-priority client interactions escalations and strategic growth conversations alongside account managers.
• Participates in select client stewardship reviews and Quarterly Business Reviews (QBRs).
• Partners with Client Success leaders to ensure customer success delivery service hour utilization and timely escalation of at-risk engagements.

Operational Rigor & Reporting

• Assesses and reports progress against team objectives and KPIs including new logo bookings aged…