Business Development Manager

Job Description:

UnderwriteMe is a UK based Insurtech creating disruptive SaaS solutions for the insurance industry. We are on a mission to make life insurance more widely accessible, providing technology to ensure people and their loved ones are protected when the inevitable happens.

We are wholly owned by Pacific Life, but operate as an autonomous business within the company. This gives us the best of both worlds - the freedom to act like a technology scale-up, with the stability of a large company meaning longer-term thinking and no last minute pivots to gain our next funding round. Pacific Life Re became 100% shareholder of UnderwriteMe in 2017 given the strategic synergy with its reinsurance business.

UnderwriteMe has two main products we sell to customers:

• Decision Platform - a B2B enterprise platform that provides a best-in-market Underwriting Rules Engine used by over 30 insurers to power their underwriting decisions. The product is sold across UK & Ireland, Asia-Pacific and North America. The platform combines our engine with technology to source and process third-party information supporting underwriting decisions for insurers. We are already working on capabilities, powered by AI, to make these decisions even more efficient.

• Protection Platform - a B2B2C marketplace used by over 15,000 advisors to power quoting and purchase of protection products in the UK. We currently deliver 16% of the UK markets protection policies and we are already working to increase our reach.

UnderwriteMe is part-way through a multi-year transformation to adopt a Product Operating Model, modernising our architecture and moving our products to a SaaS model. We still have much to do, and we're looking for people to join us on this challenging and exciting journey.

Pacific Life and UnderwriteMe are both organisations focussed on creating a great environment in which to work. We recognise that attracting and retaining top talent is how we continue to improve the company. We pay well and as we are part of a mature organisation, we have a good benefits package. We value and celebrate diversity in our teams and continually work to celebrate the uniqueness of each person. We work in a hybrid model and we expect our leaders to flex where they work based on the needs of the company and their teams.

About The Role

We are transforming and expanding our sales and customer success team for the North America market. This is an exciting opportunity to join a new global RevOps organisation structure and drive sales to scale up our business. We have a strong initial presence in North America with some high profile insurers and this role will drive further sales across our addressable market in North America.

We are looking for an experienced B2B SaaS enterprise technology sales individual. You will need to know how to get deals done, with a positive attitude. Polite persistence, smiles and a never give up attitude are key. You will be able to create strong lasting personal relationships and be totally committed to get results.

The role will include an opportunity to earn commission on top of a basic salary. You will be rewarded and recognised for success.

What you will be Doing

• Sales as measured by new ARR

• Develop and implement sales strategies (working with the Product Marketing Manager) to achieve revenue targets.

• Identify and pursue new business opportunities within the B2B SaaS market.

• Manage and nurture customer relationships and ensure high levels of satisfaction and seek upsell opportunities (land and expand).

• Analyse market trends and adjust sales strategies accordingly.

• Work closely with the marketing and product team to align sales efforts.

• Monitor sales performance - Prepare and present sales reports to senior management.

• Negotiate and complete contracts.

• Be part of a Global Sales and CS team - creating and sharing across regions

What type of person fits the role:

You will have:

• B2B technology sales experience.

• A track-record of successful sales

• Know how to get deals done / create sales strategies

• Customer relationship management experience

• Positive attitude

• Tenacity

• Proven negotiation skills

• Used CRM systems - ideally Hubspot

Ideally, you will also have:

• Knowledge or past experience of working in the life insurance sector. Ideally with an established network of contacts.

Key Characteristics

Key Characteristics that we look for when interviewing and that help people thrive at UnderwriteMe:

• Entrepreneurial: Shows initiative and a proactive approach to identifying and seizing the right opportunities. Shows resilience in the face of challenges and maintains a bias for action.

• Curiosity: Exhibits a strong desire to learn and understand new concepts. Approaches problems with creativity and persistence, consistently seeking effective solutions.

• Technically Great: Possesses a deep understanding of relevant technical skills and knowledge applicable to their role. Applies technical expertise effectively to solve complex issues.

• Strategic Thinker: Understands the broader impact of their role and decisions. Effectively balances immediate actions with strategic planning to ensure alignment with medium-term and long-term organisational objectives.

• Impact Oriented: Driven by meaningful results, prioritising actions that deliver significant outcomes and contribute to team success. Motivated by value creation and business impact, not titles or status.

• Adaptability: Open to feedback and willing to learn from others. Shows a growth mindset and the ability to adapt and improve.

Base Pay Range:

The base pay range noted represents the company's good faith minimum and maximum range for this role at the time of posting. The actual compensation offered to a candidate will be dependent upon several factors, including but not limited to experience, qualifications and geographic location. Also, most employees are eligible for additional incentive pay.

Your Benefits Start Day 1

Your wellbeing is important to Pacific Life, and we're committed to providing you with flexible benefits that you can tailor to meet your needs. Whether you are focusing on your physical, financial, emotional, or social wellbeing, we've got you covered.

• Prioritization of your health and well-being including Medical, Dental, Vision, and Wellbeing Reimbursement Account that can be used on yourself or your eligible dependents

• Generous paid time off options including: Paid Time Off, Holiday Schedules, and Financial Planning Time Off

• Paid Parental Leave as well as an Adoption Assistance Program

• Competitive 401k savings plan with company match and an additional contribution regardless of participation

EEO Statement:

Pacific Life Insurance Company is an Equal Opportunity /Affirmative Action Employer, M/F/D/V. If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact a Human Resources Representative at Pacific Life Insurance Company.