Head of Sales, Insurance

About GenLogs GenLogs is the Truck Intelligence™ platform leveraging AI on a nationwide network of roadside sensors, satellites, and proprietary datasets. GenLogs tracks all commercial vehicle patterns in the United States in order to drive better business outcomes for customers in trucking, logistics, insurance, commercial real estate, financial institutions and governments.

GenLogs

The Truck Intelligence™ Platform

G

genlogs.io

51-200 employees

Transportation, Logistics, Supply Chain and Storage

Washington DC

2023

Privately Held

7.3k LinkedIn followers

Raised $84.2M

• Help our Chief Revenue Officer build, lead, and retain a world-class go to market organization focused on enterprise sales to Insurance Carriers.
• Establish sales KPIs, compensation plans, quota models, and forecasting processes to drive accountability and scalability.
• Identify new market opportunities, competitive threats, and strategic partnerships within the Insurance technology ecosystem.
• Manage a team of Account Executives driving enterprise deals.
• Oversee execution of a full-funnel complex enterprise sales motion from first contact to closure, including strategic account expansion.
• Drive business growth by cultivating a network of executive level contacts at major Insurers.
• Support deal strategy for high-value and complex enterprise opportunities; Engaging directly with C-suite stakeholders.
• Lead pricing strategy evolution based on market trends, competitive dynamics, and customer value realization.
• Own the global sales target for the insurance GTM vertical
• Represent the company at major industry conferences, association events, customer roundtables, and partner roadshows.
• Work with Marketing to evaluate the ROI of events, sponsorships, and alliance initiatives and make budget recommendations based on measurable impact.
• Champion the company externally as a thought leader.
• Assist with managing revenue models aligned around long-term customer success, renewal, and expansion.
• Partner with Customer Success to ensure smooth onboarding and consistent value realization for enterprise accounts.
• Develop referenceable customers, case studies, and advocacy programs to accelerate sales momentum.

• Sophisticated sales executive with 10+ years of experience selling complex SaaS technology to enterprise customers, in the P&C insurance space, in a closing role, using a consultative approach to determining customer needs.
• Experience managing consultative sales cycles, with 7+ figure deals.
• Strong familiarity with the Commercial P&C Insurance space, including processes, regulations, key stakeholders, and performance KPIs.
• Familiarity and comfort selling across stakeholders at multiple levels in an organization, communicating well with everyone from the business champion to the C-level executive.
• Strong analytical skills, with the ability to develop and run long-term account plans.
• Proven success scaling a revenue organization from early stage through growth preferably from $5M → $30M+ or similar.
• Track record of building and leading high-performing sales teams including hiring, coaching, compensation design, and performance management.
• Comfortable in a startup environment that moves at a fast pace, with a direct, open, and honest culture. You care about getting the best answer, not about being right or wrong.