Go-to-Market Leader, Insurance Vertical

The Opportunity

Insurance is one of eGain’s most strategically important verticals. The industry is undergoing profound transformation: AI is reshaping underwriting, claims, distribution, and customer service operations at unprecedented speed. Carriers face acute pressure to modernize knowledge workflows, ensure regulatory compliance in AI-driven interactions, and deliver consistent customer experiences across digital and agent-assisted channels.

eGain is uniquely positioned to capture this opportunity. This role exists to build the GTM engine that translates that positioning into market leadership — through direct selling, thought leadership, demand generation, and a robust partner ecosystem spanning Guidewire, Salesforce, NICE, Genesys, and leading systems integrators.

• Own the insurance vertical revenue target — new logos, expansion ARR, and overall vertical P&L accountability
• Develop and execute a multi-year GTM strategy for P&C and Life insurance enterprise segments
• Identify, pursue, and close net-new enterprise accounts (1,000+ employees) across North America and selectively in EMEA/APAC
• Manage and grow strategic existing accounts, elevating relationships to CIO, CTO, CAIO, and Chief Claims/Customer Officer levels
• Drive pipeline generation through outbound prospecting, ABM campaigns, partner co-selling, and event-led engagement

• Serve as eGain’s primary external voice and evangelist for the insurance industry
• Develop and deliver compelling point-of-view content: white papers, keynote presentations, webinars, and executive briefings tailored to insurance audiences
• Represent eGain at key insurance industry events (Guidewire Connections, IASA, LIMRA, LOMA, Insure Tech Connect, and others)
• Build eGain’s reputation as a trusted AI knowledge authority within the insurance vertical analyst and advisory community
• Contribute to product strategy by bringing deep insurance-specific insights back into roadmap discussions

• Design and execute a partner-led GTM model to extend eGain’s coverage and velocity in insurance
  • Core ISV partners:
    Guidewire, Salesforce Financial Services Cloud
  • Contact center platform partners: NICE, Genesys, Five9
  • Systems integrators:
    Accenture, Deloitte, Cognizant (insurance practices)
  • Data and AI infrastructure partners relevant to insurance modernization
• Establish co-sell motions, joint solution packaging, and partner enablement programs with insurance-specific use cases
• Develop referral and reseller models to drive pipeline from partner ecosystems

• Collaborate with eGain’s marketing team to build insurance-specific campaigns, content assets, and ABM programs
• Define target account lists and account-based pursuit strategies across top 50–100 North American P&C and Life carriers
• Develop ROI models, business case frameworks, and competitive positioning tailored to insurance buyers
• Build and maintain a rich database of insurance industry contacts, decision-makers, and influencers

• Work closely with Product, Engineering, and Customer Success to ensure insurance-specific requirements are prioritized and delivered
• Recruit, mentor, and eventually build a dedicated insurance vertical team as revenue scales
• Provide regular pipeline, forecast, and market intelligence updates to executive leadership and the board

• 10+ years in enterprise software sales, marketing, or GTM leadership, with at least 5 years focused on the insurance industry
• Demonstrated success selling AI, SaaS, or enterprise infrastructure software solutions to large P&C and/or Life insurance companies
• Proven track record of building and executing partner-led GTM models — with ISVs, SI partners, or platform ecosystems
• Experience closing complex, multi-stakeholder enterprise deals ($500K+ ACV) with carriers having 1,000+ employees
• Deep familiarity with insurance technology ecosystems:
  Guidewire, Duck Creek, Majesco, Salesforce FSC, Service Now, NICE, Genesys
• Strong understanding of insurance business processes: claims, underwriting, distribution, contact center,…