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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in enterprise sales and strategic account management, with a strong focus on building relationships with executive stakeholders and achieving revenue growth. Proficient in managing the full client lifecycle and utilizing Salesforce for effective account management.
Highest-signal resume keywords
Enterprise Sales ExperienceStrategic Account ManagementRelationship ManagementSaaS Sales ExpertiseInsurance Industry Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Qualification MethodologiesComplex Sales ProcessesConsultative SellingPresentation SkillsNegotiation Skills
Soft Skills
Problem-Solving SkillsCommunication SkillsInfluencing Skills
Tools & Technologies
Salesforce.comMicrosoft Office Suite
Industry Keywords
Life InsuranceAnnuity ProductsInsurance DistributionCarrier OperationsClient Lifecycle Management
Tech Stack
Tools & technologiesSFDC
About the role
Key responsibilities & impact- Generate sustainable revenue and achieve or exceed assigned sales and growth targets
- Identify, develop, and close new business opportunities while maintaining a healthy sales pipeline
- Own client relationships across prospecting, opportunity development, relationship management, retention, and expansion
- Develop understanding of clients’ businesses, strategic goals, priorities, challenges, and growth initiatives
- Build trusted relationships with executive, business, technology, and operational stakeholders
- Develop and execute strategic account plans
- Present and demonstrate iCapital products and services
- Conduct business reviews, strategic planning sessions, and account health assessments
- Identify expansion opportunities, account risks, and client needs and develop action plans
- Serve as the customer voice internally and partner with Product, Client Delivery, Production Support, and Leadership
- Support resolution of escalated client issues
- Maintain understanding of iCapital’s platform, products, processes, capabilities, and product roadmap
- Monitor life insurance, annuity, distribution, technology, and industry trends
- Maintain Salesforce records, account plans, opportunities, forecasts, client activity, and required documentation
- Participate in industry events, conferences, working groups, and associations
Requirements
What you’ll need- 8-10+ years of experience across enterprise sales, strategic account management, relationship management, customer success, consulting, or similar client-facing roles
- 4+ years of insurance industry experience
- Strong knowledge of life insurance, annuity products, carrier operations, and insurance distribution
- Demonstrated success selling complex SaaS, technology, or enterprise solutions and managing sophisticated client relationships
- Successful track record of achieving or exceeding revenue, sales, retention, or growth objectives
- Experience managing the full client lifecycle, including prospecting, complex sales processes, relationship management, retention, and expansion
- Experience working with insurance carriers, distributors, IMOs, BGAs, or other life and annuity market participants is preferred
- Demonstrated ability to build relationships with senior and executive-level stakeholders
- Strong strategic planning, consultative selling, presentation, negotiation, communication, and problem-solving skills
- Able to influence outcomes across multiple departments and stakeholders without direct authority
- Experience with sales qualification methodologies such as MEDDPICC and knowledge of Mutual Action Plans is preferred
- Proficiency with Microsoft Office Suite and Salesforce.com or comparable CRM platforms
- Able to travel up to 50% of the time
Benefits
Comp & perks- Equity for all full-time employees
- Annual performance bonus
- Employer matched retirement plan
- Generously subsidized healthcare
- 100% employer paid dental
- Vision
- Telemedicine
- Virtual mental health counseling
- Parental leave
- Unlimited paid time off (PTO)
- Fully remote work