VP, Strategic Partnerships (Insurance & Claims)

Location: Remote — Worldwide
Employment Type: Full-time
Experience: 8+ years
Base Salary: $150,000–$175,000 per year
On-Target Earnings (OTE): $300,000–$350,000
Equity: Competitive

Role Overview

An AI-powered insurance technology company is seeking a VP of Strategic Partnerships to drive enterprise growth across property and casualty (P&C) insurers, managing general agents (MGAs), and third-party administrators (TPAs).

This senior commercial role focuses on building executive relationships, winning complex insurance claims contracts, and expanding strategic accounts. The successful candidate will combine deep insurance industry knowledge with a proven record of closing seven-figure enterprise deals and navigating complex procurement processes.

Key Responsibilities

• Own a portfolio of approximately 100 carrier and MGA accounts, developing relationships with regional insurers and national P&C organizations.

• Build trusted relationships with claims, operations, risk, and finance executives to generate and close opportunities worth $500,000–$2 million or more in annual contract value (ACV).

• Lead enterprise sales cycles from prospect engagement and discovery through RFPs, due diligence, security and AI governance reviews, negotiation, and contract execution.

• Negotiate complex master service agreements (MSAs), pricing structures, service-level agreements (SLAs), and commercial terms.

• Develop account strategies that drive new customer acquisition, long-term retention, and expansion.

• Represent the business at insurance carrier conferences and claims industry events to strengthen relationships and generate opportunities.

• Collaborate with deployment, compliance, and commercial teams to support successful customer onboarding and delivery.

• Provide market intelligence on carrier needs, competitor weaknesses, incumbent solutions, and emerging opportunities to inform product and commercial strategy.

• Contribute to the development of a high-performing partnerships organization as the business scales.

Required Qualifications

• 8+ years of experience selling insurance claims technology, TPA services, or comparable insurance solutions.

• Consistent achievement of multi-million-dollar sales quotas.

• Established relationships with Chief Claims Officers, claims executives, risk leaders, and other senior insurance decision-makers.

• Proven success negotiating seven-figure enterprise contracts and complex MSAs.

• Demonstrated expertise in RFP strategy, including proposal development, finalist presentations, and contract closure.

• Strong understanding of insurance claims operations, carrier procurement, and enterprise buying processes.

• Ability to articulate commercial value, defend pricing and SLAs, and build long-term customer relationships.

• Experience managing complex, extended sales cycles and coordinating cross-functional stakeholders.

Preferred Qualifications

• Background in claims technology, insurance automation, insurtech, or TPA services.

• Established network across insurance carriers, MGAs, captives, brokers, and claims service providers.

• Experience selling AI-powered claims solutions, fraud detection technology, or claims automation platforms.

• Experience building strategic partnerships or developing high-performing commercial teams.

Compensation and Benefits

• Base salary of $150,000–$175,000 per year.

• OTE of $300,000–$350,000, with variable compensation tied to bookings and retention.

• Competitive equity.

• Direct collaboration with executive leadership.

• Opportunity to influence commercial strategy, product direction, and team development.

Work Arrangement

Full-time, remote position open to candidates worldwide. Visa sponsorship is not available.