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. Apply tot his job Apply To this Job