Go-to-Market Leader, Insurance Vert

Go-to-Market Leader, Insurance VerticalLocation: Remote, USExperience: 10+ YearseGain (NASDAQ: EGAN) is the global leader in AI knowledge management platforms for enterprise customer engagement. Trusted by the world’s most customer-centric companies, eGain’s platform combines the power of generative AI with structured, curated enterprise knowledge to deliver accurate, consistent, and compliant answers across every customer touchpoint.eGain’s customer base is anchored in large enterprises — approximately 90% of our clients have revenues exceeding $1 billion. Within insurance, we have built deep, trusted partnerships with leading carriers including Liberty Mutual, Amica, Achmea, and Country Financial, with growing momentum across P&C and Life segments. This role is an opportunity to build on that foundation and establish eGain as the definitive AI knowledge platform for the global insurance industry.The OpportunityInsurance 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 DoVertical Revenue LeadershipOwn the insurance vertical revenue target — new logos, expansion ARR, and overall vertical P&L accountabilityDevelop and execute a multi-year GTM strategy for P&C and Life insurance enterprise segmentsIdentify, pursue, and close net-new enterprise accounts (1,000+ employees) across North America and selectively in EMEA/APACManage and grow strategic existing accounts, elevating relationships to CIO, CTO, CAIO, and Chief Claims/Customer Officer levelsDrive pipeline generation through outbound prospecting, ABM campaigns, partner co-selling, and event-led engagementEvangelism & Thought LeadershipServe as eGain’s primary external voice and evangelist for the insurance industryDevelop and deliver compelling point-of-view content: white papers, keynote presentations, webinars, and executive briefings tailored to insurance audiencesRepresent 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 communityContribute to product strategy by bringing deep insurance-specific insights back into roadmap discussionsPartner Ecosystem DevelopmentDesign and execute a partner-led GTM model to extend eGain’s coverage and velocity in insuranceCore ISV partners: Guidewire, Salesforce Financial Services CloudContact center platform partners: NICE, Genesys, Five9Systems integrators: Accenture, Deloitte, Cognizant (insurance practices)Data and AI infrastructure partners relevant to insurance modernizationEstablish co-sell motions, joint solution packaging, and partner enablement programs with insurance-specific use casesDevelop referral and reseller models to drive pipeline from partner ecosystemsMarketing & Demand GenerationCollaborate with eGain’s marketing team to build insurance-specific campaigns, content assets, and ABM programsDefine target account lists and account-based pursuit strategies across top 50–100 North American P&C and Life carriersDevelop ROI models, business case frameworks, and competitive positioning tailored to insurance buyersBuild and maintain a rich database of insurance industry contacts, decision-makers, and influencersCross-Functional LeadershipWork closely with Product, Engineering, and Customer Success to ensure insurance-specific requirements are prioritized and deliveredRecruit, mentor, and eventually build a dedicated insurance vertical team as revenue scalesProvide regular pipeline, forecast, and market intelligence updates to executive leadership and the boardWhat You BringRequired Experience10+ years in enterprise software sales, marketing, or GTM leadership, with at least 5 years focused on the insurance industryDemonstrated success selling AI, SaaS, or enterprise infrastructure software solutions to large P&C and/or Life insurance companiesProven track record of building and executing partner-led GTM models — with ISVs, SI partners, or platform ecosystemsExperience closing complex, multi-stakeholder enterprise deals ($500K+ ACV) with carriers having 1,000+ employeesDeep familiarity with insurance technology ecosystems: Guidewire, Duck Creek, Majesco, Salesforce FSC, ServiceNow, NICE, GenesysStrong understanding of insurance business processes: claims, underwriting, distribution, contact center, complianceExperience building thought leadership programs — content, events, speaking engagements — in an insurance or fintech contextPreferred ExperienceBackground with AI knowledge management, conversational AI, or intelligent automation solutions for insuranceExisting senior-level network within North American P&C and/or Life insurance carriersExperience with Guidewire or Salesforce FSC partner ecosystems in a co-sell or alliance capacityFamiliarity with insurance regulatory environments and compliance requirements related to AI and customer communicationsExperience in a high-growth, entrepreneurial software company where building from scratch is the normSkills & AttributesHigh energy, entrepreneurial mindset — you thrive in environments where you are creating, not just executingExceptional executive presence and communication skills — comfortable presenting to C-suite and board-level audiencesStrategic thinker with the ability to translate big-picture industry trends into concrete GTM programsBuilder mentality — excited to design systems, playbooks, and programs, not just inherit themData-driven approach to pipeline management, forecasting, and GTM investment decisionsCollaborative by nature — able to influence across marketing, product, customer success, and partner teams without formal authorityA passion for AI and its transformative potential in knowledge-intensive industries like insuranceWhy eGainMarket leadership in AI knowledge management — a category that is mission-critical for insurance carriers navigating AI adoptionProven insurance vertical traction — anchor clients like Liberty Mutual, Amica, Achmea, and Country Financial provide immediate credibilityExecutive access and influence — report directly to the CEO with significant strategic latitude to shape the verticalA platform built for regulated industries — eGain’s Trust Layer and enterprise-grade governance capabilities directly address insurance compliance requirementsHigh-growth opportunity — the intersection of AI and insurance knowledge management represents a multi-billion dollar addressable marketStrong cross-functional support — dedicated marketing, product, and customer success resources aligned to insurance vertical successOur Hiring Process is “Easy with eGain”Step 1Written testAptitude section – this is a GRE style test (60 minutes or less)Functional section – this is a take-home testStep 2Panel interviewNext stepEmail your resumé to with the position title “Go-to-Market Leader, Insurance Vertical” in the email subject.Compensation and LocationeGain 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.