Sales Director (Business Development) - Insurance Vertical (P&C) - Pyramid Consulting : Job Details

Immediate Interview & Hire opportunity, please apply.

Job Role: Sales Director (Business Development) – Insurance (P&C)

Location: NJ/NY

Travel - 30 to 50%

Company Overview

Celsior is a leading technology services provider specializing in digital transformation, data & AI, automation, and platform solutions for various industries, with a strong focus on the insurance sector . We help Property & Casualty (P&C) insurers modernize their operations and customer experiences through innovative solutions, including expert services around core insurance platforms like Guidewire .

Role Summary

We are seeking a Sales Director – Insurance (P&C) to join our growing sales team. This is a “hunter” role focused on new business development in the P&C insurance industry. The Sales Director will proactively identify and open new accounts with mid-sized to large insurance carriers in the target regions of Ohio and Connecticut, then transition those accounts to our account management (“farming”) teams for ongoing growth. You will drive the end-to-end sales cycle for technology services deals – from initial prospecting and meeting activity through pipeline development, deal closure, and handoff. Key performance indicators (KPIs) for this role include high client meeting volumes, robust pipeline generation and curation, and successful conversion of new logos into long-term clients. This position is hybrid (mix of remote and on-site work), with a preference for candidates based in or able to cover Ohio or Connecticut (travel within these regions to client sites will be required as needed).

Key Responsibilities

• New Business Development: Proactively prospect and hunt for new P&C insurance clients (mid-size to large carriers) within the assigned region. Leverage industry contacts, cold outreach, networking, and market research to generate qualified leads and set up introductory meetings.
• Sales Pipeline Generation: Build and maintain a robust sales pipeline of opportunities. Drive a high level of meeting activity with prospective clients each week to continuously feed the pipeline with new leads. Curate and manage the pipeline diligently by tracking opportunity stages, next steps, and probability of closure in the CRM system.
• Solution Selling: Consult with prospective insurers to understand their business challenges (e.g. legacy system modernization, claims processing, underwriting efficiency, customer experience) and position Celsior's technology services (digital transformation, data/AI solutions, cloud enablement, Guidewire platform services, etc.) as tailored solutions. Coordinate with pre-sales and technical teams to develop proposals and presentations that address client needs.
• End-to-End Sales Cycle Management: Lead the complete sales cycle from first contact through negotiation and closing. Prepare and deliver compelling presentations, proposals, and RFP responses. Negotiate contract terms and pricing within established guidelines to close deals that meet or exceed targets.
• Client Relationship Handoff: Upon winning new business, facilitate a smooth handover of the account to the designated farming (account management/delivery) team. Ensure all client context, requirements, and relationship history are documented and communicated for seamless transition and ongoing client success.
• Market & Industry Engagement: Stay informed on P&C insurance industry trends, regulatory changes, and major initiatives (e.g. core system upgrades to platforms like Guidewire) to anticipate client needs. Represent Celsior at industry events, conferences, and webinars in the region to increase brand visibility and generate new leads.
• Reporting & Pipeline Hygiene: Maintain accurate records of all sales activities, contacts, and opportunities in the CRM. Provide regular updates and pipeline reports to senior management, including forecasts, meeting activity reports, and action plans to meet quarterly and annual sales goals.

Qualifications & Experience

• Experience: Minimum 10+ years of experience in technology services sales or IT consulting sales, with a significant focus on the insurance industry (preferably P&C insurance) . Proven track record of success as a hunter, including winning new client deals and consistently meeting/exceeding new business targets.
• Domain Knowledge: Deep understanding of the insurance domain – ideally P&C insurance operations and pain points in areas like policy administration, claims, and underwriting. Ability to credibly engage senior insurance stakeholders in discussions about digital transformation and IT solutions.
• Guidewire & Core Systems: Preferably experienced in selling services around core insurance platforms, especially Guidewire. Knowledge of Guidewire's products (PolicyCenter, ClaimCenter, BillingCenter) and their role in insurers' IT ecosystems is a strong plus. (Guidewire is a leading P&C core software platform used by over 500 insurers worldwide.)
• Client Network: Existing relationships or network within mid-sized to large insurance carriers in the region (Ohio/Connecticut or broader US insurance hubs) is highly desirable. Familiarity with the procurement and decision-making processes of enterprise insurers.
• Sales Skills: Excellent consultative sales and negotiation skills. Able to craft value propositions and ROI arguments that resonate with insurance business and IT leaders. Strong presentation and communication abilities, with experience pitching to C-level and VP-level clients.
• Self-Starter: High-energy, self-motivated individual with an entrepreneurial mindset. Comfortable working independently to initiate and drive opportunities, as well as collaborating with technical teams for complex deal solutioning. Organizes and prioritizes work effectively to manage multiple pursuits in parallel.
• Results Orientation: Data-driven approach to manage sales activities – diligent in meeting activity, pipeline management, and follow-ups. Capable of hitting the ground running and delivering against KPI targets for meetings, pipeline, and new wins.
• Background: Bachelor's degree in business, Marketing, IT or related field preferred. Experience working in or with Tier-1 IT services firms or large consulting companies is an advantage (demonstrates ability to navigate large enterprise sales cycles and high-value deals).

Key Performance Indicators (KPIs)

Success in this role will be measured by:

• Meeting Activity: Volume of client meetings and engagements conducted monthly/quarterly (reflecting proactive outreach and prospecting efforts).
• Pipeline Generation & Quality: Number of qualified opportunities added to the sales pipeline and their advancement. Emphasis on maintaining a healthy pipeline with accurate data (pipeline curation) and steady growth in total pipeline value.
• New Account Acquisition: Count of new insurance clients (“new logos”) won and initial revenues generated from those accounts. This includes achieving or exceeding annual new business sales quota (in terms of contract value or revenue).
• Pipeline Conversion: Effectiveness in converting pipeline opportunities to closed deals (win rate) and the timeline of moving leads through the sales stages. Also, the successful handoff of new accounts to farming teams with high client satisfaction at the transition.

COMPENSATION: The base pay for this position ranges from $155,000 to $165,000 with a potential earning opportunity of 230K+. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Dependent on the position offered, commission, bonus, and other forms of compensation may be provided as part of a total compensation package.

Employee benefits include, but are not limited to, health insurance (medical, dental, vision), unlimited vacation and 401(k) plan.

ABOUT PYRAMID CONSULTING, Inc. – as one of the largest minority and privately owned staffing firms in the U.S., Pyramid Consulting focuses on providing our clients with high-quality technical professionals and services to support their business and IT initiatives. The success of our clients is facilitated through our ability to provide full-spectrum support via our development centers – from a single consultant under their management, at their site, to full turnkey solutions onsite and offshore.

Pyramid Consulting, Inc. is an Equal Employment Opportunity Employer. All applicants hired will be subject to a background check and drug screening.