Sales Manager

Requirements

• Professional business English - all client interactions, demos, and RFPs are conducted in English with owner, CEO, and management-level counterparts in the U.S.
• Long-cycle B2B sales experience, able to sustain multi-month processes with multiple decision-makers
• Knowledge of the insurance market: workers' compensation, claims management, policy administration, and the role of TPAs, self-insurance funds, and captives
• Ability to sell into two distinct buyer markets, each with its own pitch and sales cycle
• Autonomy to work without daily supervision, coordinating with clients in a different country and time zone
• CRM discipline and comfort managing a high volume of contacts and opportunities
• Willingness to travel (4-6 U.S. conferences per year, including booth duty)

Preferred qualifications

• Prior experience selling software to the insurance industry
• Familiarity with vendor/subcontractor certificate of insurance (COI) compliance processes
• Experience coordinating RFI/RFP responses with technical teams
• Comfort delivering product demos to full client teams
• An existing network of contacts in the industry conference circuit

Responsibilities

• Prospect, qualify, and advance opportunities across three product lines (policy administration, claims management, and compliance monitoring) through the full commercial pipeline
• Generate demand through outbound prospecting (email, LinkedIn Sales Navigator) and active participation in industry conferences
• Own the RFI/RFP response process: coordinate internal contributors, gather required documentation, and deliver the final package on time
• Lead discovery calls and product demos tailored to each prospect's use case
• Build quotes, negotiate commercial terms, and manage deal closing
• Support the handoff to the implementation team, ensuring continuity between the sale and onboarding
• Serve as the commercial point of contact for closed accounts, identifying growth and renewal opportunities
• Represent the company at industry conferences in the U.S. (booth coverage, scheduled meetings, networking)
• Keep the CRM up to date on deal status and report pipeline health in regular sales cadences
• Coordinate cross-functionally with Product, Engineering, Legal, and Marketing to keep the sales process moving