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 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 verDcal
• Demonstrated track record of closing deals of $500K–$5M+ in value within the Insurance space — Client
implementaDons, core system transformaDon, AI/analyDcs, or consulDng-led technology services
• AcDve, warm relaDonships with CTO, CIO, COO, or VP Technology decision-makers 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 negoDate complex SOWs, T&M/fixed-price
engagements, and mulD-year managed services arrangements
• US-based with unrestricted right to work

Highly Desired Attributes
• Experience selling Client/ Modular/ CRM soluDons 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

Compensation & Structure
Incentive Structure Commission on booked revenue; rate TBD based on candidate level

Base + OTE subject to 100% of $5M bookings target
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