Managing Director - Market Development & Revenue Growth (Insurance Growth Platforms)

Managing Director - Market Development & Revenue Growth (Insurance Growth Platforms)
Location: United States (Remote, with Travel)

Role Summary

Exavalu is seeking a strategic US market leader to drive growth across its Insurance Growth Platforms business. The Managing Director will build and manage product-vendor alliances, develop executive relationships across carriers, MGAs, brokers, and specialty insurers, and create pipeline through account mapping, joint go-to-market initiatives, and ecosystem-led selling. This role requires a market-facing leader who can work across a portfolio of insurance platforms while developing focused growth plans for priority alliances.

Platform Focus

• Insurity
  
• Origami Risk
  
• INSTANDA
  
• InsureMO
  
• Other strategic insurance growth platforms
  

Key Responsibilities

Portfolio Market Development

• Define and execute market-development strategies for assigned insurance platforms.
  
• Originate and qualify opportunities across carriers, MGAs, brokers, specialty insurers, and insurance distribution organizations.
  
• Build trusted relationships with business and technology decision-makers.
  
• Position Exavalu's advisory, implementation, integration, data, digital, cloud, and managed services capabilities.
  
• Drive new-logo acquisition and account expansion opportunities.
  
• Balance platform-specific opportunities with broader ecosystem and cross-platform propositions.
  

Vendor Alliances & Partner Management

• Serve as the executive relationship owner for assigned product vendors.
  
• Create joint business and GTM plans with measurable account, pipeline, marketing, and enablement objectives.
  
• Conduct account mapping with vendor sales teams to identify shared targets, whitespace, and installed-base opportunities.
  
• Lead regular alliance reviews covering pipeline, pursuits, marketing activities, certifications, and delivery feedback.
  
• Build strong relationships across vendor executives, alliance teams, sales, customer success, and services organizations.
  

Sales & Strategic Pursuits

• Lead executive outreach, discovery discussions, opportunity shaping, and pursuit strategy.
  
• Collaborate with solution, delivery, and commercial teams to develop winning proposals.
  
• Develop account plans, stakeholder maps, win themes, and pursuit strategies.
  
• Maintain disciplined pipeline management and provide market intelligence to Exavalu leadership.
  
• Support contract negotiations and opportunity closure activities.
  

GTM, Influence & Practice Growth

• Create platform-specific campaigns, webinars, events, and thought leadership initiatives in collaboration with marketing and alliance partners.
  
• Represent Exavalu at insurance industry and partner ecosystem events.
  
• Identify investments required in offerings, accelerators, talent, and certifications to support growth.
  
• Convert successful delivery outcomes into references, expansion opportunities, and repeatable market propositions.
  

Required Qualifications

• 15+ years of experience in insurance, insurance technology, consulting, professional services, or software platforms.
  
• Proven success generating and closing services opportunities within the US insurance market.
  
• Strong network of decision-makers across carriers, MGAs, brokers, specialty insurers, and insurance technology vendors.
  
• Demonstrated experience managing strategic vendor alliances and executing joint GTM programs.
  
• Strong understanding of account mapping, co-sell motions, partner-sourced pipeline, and pursuit management.
  
• Deep understanding of insurance operations, distribution models, and technology-buying priorities.
  
• Executive presence with strong communication, relationship-building, and negotiation skills.
  
• Strong commercial acumen and ability to influence without direct authority.
  
• Ability to manage multiple alliances and growth priorities while delivering measurable results.
  

Preferred Qualifications

• Experience working within a consulting firm, systems integrator, software vendor, insurance carrier, MGA, or brokerage organization.
  
• Experience launching, building, or scaling alliance-led services businesses.
  
• Familiarity with the broader insurance technology ecosystem, including Guidewire, Duck Creek, OneShield, Majesco, EIS, SmartCOMM, or similar platforms.
  
• Experience driving ecosystem-led growth, strategic partnerships, and partner-influenced revenue programs.