Indemn · 1 week ago
Sales Manager (Mid-Market & Strategic Accounts)
United States
Full-time
Remote
Mid, Senior Level
5+ years expIndemn is a digital workforce provider for the insurance industry, focused on enabling a shift to AI-augmented experiences. The Sales Manager will operationalize the company's 'Land and Expand' strategy, leading efforts to close mid-market MGAs and Carriers while documenting a consultative sales process that prioritizes solving high-value business problems.
Artificial Intelligence (AI)Machine LearningSoftware
Hiring Manager
Cameron Torstenson
Responsibilities
Drive "Land" Revenue: Deliver new Annual Recurring Revenue from mid-market targets (MGAs/Carriers) by rigorously qualifying for "Urgency" and "Authority"
Execute "Expand" Strategy: Achieve a 75% conversion rate from initial "Pilot" to "Production Contract," driving expansion revenue to achieve 120% Net Dollar Retention (NDR) on managed accounts
Build the Machine: Document and implement the "Indemn Sales Methodology" (Discovery, Demo, Close) to ensure 100% of new hires reach full productivity within 3 months
Lead the "Land" Motion: Personally manage a pipeline of strategic mid-market opportunities, navigating complex stakeholder maps (CTOs, Heads of Claims, Ops VPs) to demonstrate how our Associate Suite acts as a partner, not a vendor
Qualification
Required
5+ years in B2B SaaS sales, with at least 2 years selling into the Insurance or Fintech vertical
Proven history of exceeding quota in a 'Hunter' role with experience closing deal sizes ranging from $50k to $250k+ ACV
You must possess a deep understanding of the insurance value chain (Distribution, Underwriting, Claims) and the friction points within it
Mastery of 'Outcome Selling'—conducting deep discovery to uncover high-value pain points and anchoring discussions on the cost of the status quo
Demonstrated ability to enforce rigorous CRM hygiene and ensure every deal has a clear 'Mutual Action Plan'
Preferred
Prior experience mentoring junior reps or leading a sales pod is highly preferred
Experience utilizing internal AI agents or Associates to automate low-value admin work (follow-ups, summaries) to maximize time spent in front of customers
Ability to translate 'Voice and Context Guidelines' into sales scripts that lead with 'Business Outcomes'
Proven ability to frame engagements as partnerships to co-develop frontier capabilities, rather than treating signed contracts as mere sales trials
Company
Indemn
Indemn delivers GenAI agents for insurance with multi-modal support, a human-in-the-loop copilot, and an AI Studio for custom solutions.
11-50 employees
Funding
Current Stage
Early StageTotal Funding
$3.26MKey Investors
Markd
2024-01-31Seed· $2.5M
2023-01-06Pre Seed
2022-04-08Pre Seed· $0.76M
Leadership Team
Kyle Geoghan
Co-Founder & CEO
Patrick Daly
Co-Founder, CTO
Recent News
2026-01-16
Coverager - Insurance news and insights
2025-03-27
Company data provided by crunchbase