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.

What You Will Do

Vertical Revenue Leadership
• 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
Evangelism & Thought Leadership
• 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, InsureTech 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
Partner Ecosystem Development
• 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
Marketing & Demand Generation
• 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
Cross-Functional Leadership
• 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
What You Bring

Required Experience
• 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, ServiceNow, NICE, Genesys
• Strong understanding of insurance business processes: claims, underwriting, distribution, contact center, compliance
• Experience building thought leadership programs - content, events, speaking engagements - in an insurance or fintech context
Preferred Experience
• Background with AI knowledge management, conversational AI, or intelligent automation solutions for insurance
• Existing senior-level network within North American P&C and/or Life insurance carriers
• Experience with Guidewire or Salesforce FSC partner ecosystems in a co-sell or alliance capacity
• Familiarity with insurance regulatory environments and compliance requirements related to AI and customer communications
• Experience in a high-growth, entrepreneurial software company where building from scratch is the norm
Skills & Attributes
• High energy, entrepreneurial mindset - you thrive in environments where you are creating, not just executing
• Exceptional executive presence and communication skills - comfortable presenting to C-suite and board-level audiences
• Strategic thinker with the ability to translate big-picture industry trends into concrete GTM programs
• Builder mentality - excited to design systems, playbooks, and programs, not just inherit them
• Data-driven approach to pipeline management, forecasting, and GTM investment decisions
• Collaborative by nature - able to influence across marketing, product, customer success, and partner teams without formal authority
• A passion for AI and its transformative potential in knowledge-intensive industries like insurance
Our Hiring Process is "Easy with eGain"

Step 1

Written test
• Aptitude section - this is a GRE style test (60 minutes or less)
• Functional section - this is a take-home test

Step 2

Panel interview

Next step

Email your resumé to [email protected] with the position title "Go-to-Market Leader, Insurance Vertical" in the email subject.

Compensation and Location

eGain offers competitive compensation including a base salary, performance-based incentive plan, equity participation, and full benefits. Compensation will be commensurate with experience and consistent with the strategic importance of this role to eGain's growth agenda.

This is a remote-first position. Candidates based in key insurance markets - including Hartford CT, Des Moines IA, Chicago IL, New York NY, Boston MA, Dallas TX, and the Bay Area CA - are encouraged to apply. Willingness to travel 30-40% for customer meetings, partner engagements, and industry events is required.

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