Description
Enterprise Sales Director – Carriers & Brokers (US)
Location: Fully Remote (US-based)
The Opportunity
You're a sales hunter. You build pipelines that other reps can only dream about. You know the insurance industry inside-out—the politics, the pain points, the decision-makers. And you're ready to ride a rocket ship.
We're looking for an elite sales hunter to lead new business development for SoterAI across the US insurance market. This isn't a territory management role. This is a ground-floor opportunity to build a multi-million-dollar revenue stream in a category that barely exists yet.
Top performers are already tracking toward $400K+ in total compensation this year. But the real prize? You're building equity in a global growth story.
About SoterAI
SoterAI is an AI-powered EHS and safety intelligence platform that's redefining how insurers manage risk, reduce claims, and serve their clients.
For insurance carriers: SoterAI transforms internal operations—automating risk assessment, predicting claims, and enabling data-driven underwriting decisions that improve margins and reduce loss ratios.
For insurance brokers: SoterAI becomes a competitive weapon—a platform they deploy internally to serve clients better, AND a white-label solution they resell to their entire client network, creating new revenue streams.
We're not selling software. We're selling operational transformation and new revenue opportunities to the most sophisticated buyers in the financial services industry.
Why This Role. Why Now.
The insurance industry is at an inflection point. Carriers and brokers are drowning in data but starving for intelligence. They're losing clients to digital-native competitors. They're struggling with claims inflation and underwriting accuracy.
SoterAI solves this. But it requires someone who can navigate the C-suite, understand the broker-carrier ecosystem, and sell a vision—not just a product.
You'll be the first hunter on this territory. You'll build the playbook. You'll establish SoterAI as the must-have platform for forward-thinking insurers.
This is a once-in-a-career opportunity to own a market segment from day one.
What You'll Do
Direct Sales & Pipeline Building
Target and close C-suite and Director-level executives at insurance carriers (underwriting, claims, operations, digital transformation)
Target and close senior leadership at insurance brokers (principals, managing directors, technology officers)
Build and manage a pipeline of 20+ qualified opportunities at any given time
Close 6-12 enterprise deals annually (average deal size: $50K-$250K+ ACV)
Dual-Track Selling
Internal Efficiency Play: Sell SoterAI as an operational transformation tool—helping carriers and brokers use it internally to improve underwriting, reduce claims, and boost productivity
Distribution Play: Enable brokers and carriers to resell/distribute SoterAI to their client networks, creating recurring revenue for them (and for us)
Market Development
Identify and penetrate high-value segments (top 50 carriers, top 100 brokers, specialty lines)
Build relationships with industry influencers, consultants, and technology advisors
Establish SoterAI as the category leader in AI-powered insurance intelligence
Execution & Accountability
Own your number—hit quarterly and annual revenue targets
Manage the full sales cycle from prospecting through contract signature
Collaborate with product, marketing, and customer success to ensure smooth implementations
Provide market feedback to shape product roadmap and go-to-market strategy
What We're Looking For
Must-Haves
Deep Insurance Industry Expertise
10+ years in insurance sales, business development, or operations (carrier or broker side) or 10+ years’ experience selling to insurance brokers AND carriers (not just one side)
Proven ability to navigate and close deals with C-suite and Director-level executives
Intimate understanding of how insurance carriers AND brokers operate—their business models, pain points, and decision-making processes
Track record of selling enterprise software or complex solutions to insurance buyers
Sales Hunter DNA
Aggressive new business development mindset—you hunt, you don't farm
Proven ability to build and manage large, qualified pipelines (20+ opportunities)
Consistent track record of exceeding quota and closing large deals
Comfortable with rejection; energized by the hunt
Market Intelligence & Relationship Capital
Extensive network of C-suite and Director-level contacts at insurance carriers and brokers
Ability to get meetings with decision-makers without warm introductions
Deep knowledge of the insurance technology landscape and competitive dynamics
Credibility and respect within the insurance industry
Consultative Selling Ability
Can articulate complex value propositions in simple, compelling language
Ability to uncover and articulate business problems before pitching solutions
Can position SoterAI as both an internal efficiency tool AND a distribution/revenue opportunity
What's In It For You
Compensation That Rewards Excellence
Base salary: $150K-$180K (commensurate with experience)
Commission structure: Uncapped upside—top performers are tracking toward $400K+ in total compensation this year
Benefits: Comprehensive health, dental, vision; 401(k) with match; unlimited PTO
Career Acceleration
Ground-floor opportunity: Build a revenue stream from zero—this is your market to own
Global growth trajectory: SoterAI is expanding internationally; early success here positions you for leadership roles
Equity upside: Join a company on a clear path to Series B and beyond
Thought leadership: Become the voice of AI-powered insurance intelligence in the market
Culture & Environment
Work with a world-class team of insurance and AI experts
Direct access to leadership—your ideas shape strategy
Autonomy to build your own playbook and territory
Reports directly to the COO—direct visibility and access at the highest level of the company
Collaborative environment where sales, product, and marketing work as one team
Fully Remote (US-based) — travel as needed for client meetings and industry events
The Bigger Picture You're not just hitting quota. You're transforming how the insurance industry operates. You're helping carriers reduce claims and improve margins. You're helping brokers serve clients better and build new revenue streams. You're riding a wave of AI adoption that's just beginning.
SoterAI is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
To apply please write to:
gareth.br@soteranalytics.com
www.soter.com
Requirements
What We're Looking For
Must-Haves
Deep Insurance Industry Expertise
10+ years in insurance sales, business development, or operations (carrier or broker side) or 10+ years’ experience selling to insurance brokers AND carriers (not just one side)
Proven ability to navigate and close deals with C-suite and Director-level executives
Intimate understanding of how insurance carriers AND brokers operate—their business models, pain points, and decision-making processes
Track record of selling enterprise software or complex solutions to insurance buyers
Sales Hunter DNA
Aggressive new business development mindset—you hunt, you don't farm
Proven ability to build and manage large, qualified pipelines (20+ opportunities)
Consistent track record of exceeding quota and closing large deals
Comfortable with rejection; energized by the hunt
Market Intelligence & Relationship Capital
Extensive network of C-suite and Director-level contacts at insurance carriers and brokers
Ability to get meetings with decision-makers without warm introductions
Deep knowledge of the insurance technology landscape and competitive dynamics
Credibility and respect within the insurance industry
Consultative Selling Ability
Can articulate complex value propositions in simple, compelling language
Ability to uncover and articulate business problems before pitching solutions
Can position SoterAI as both an internal efficiency tool AND a distribution/revenue opportunity