Sales Executive, Claims Technology

Ethos Risk Services is a national provider of investigation, surveillance, medical management, and SIU services to property and casualty insurance carriers, with deep specialization in Workers' Compensation. For 25 years, our investigators, nurses, and analysts have helped adjusters resolve claims faster, more accurately, and with better outcomes. As part of our commitment to innovation, we developed Pathfinder , an AI-powered claims platform that helps claim professionals make faster, smarter decisions through data-driven insights that improve efficiency and reduce claim leakage. JOB SUMMARY: Our Ethos team is seeking a full-time Senior Sales Executive to drive the growth of Pathfinder, our AI-powered claims recommendation platform. In this role, you will partner with carrier technology leaders to evaluate, position, and implement Pathfinder within complex insurance technology environments. Success in this role requires a combination of insurance industry expertise, technology knowledge, and consultative sales experience to help carriers adopt innovative AI-powered solutions that improve claims outcomes, increase efficiency, and reduce claim leakage. Our ideal candidate brings extensive experience in enterprise technology sales, solutions consulting, pre-sales engineering, or insurance technology. Most importantly, they are excited by the opportunity to help shape how AI-powered claims technology is evaluated, integrated, and deployed across the insurance industry. KEY RESPONSIBILITIES: Technical Sales Engagement – Lead technical discussions with carrier technology stakeholders, including CTOs, Enterprise Architects, Claims Technology leaders, Information Security teams, and Data & Analytics professionals throughout the sales lifecycle. Solution Architecture & Discovery – Conduct technical discovery sessions to understand carrier technology environments, identify integration requirements, and position Pathfinder within existing claims technology ecosystems. Integration Strategy & Scoping – Define integration approaches, implementation requirements, timelines, and technical considerations for carrier platforms such as Guidewire, Duck Creek, Origami Risk, and other core claims systems. Technical Presentations & Demonstrations – Design and deliver technical presentations, architecture reviews, proof-of-concept discussions, and solution recommendations tailored to client environments. Proposal & Technical Documentation Development – Create and maintain technical sales materials, including solution architecture diagrams, integration documentation, security questionnaires, RFP responses, and technical proposals. Cross-Functional Collaboration – Partner with Product, Engineering, Sales, and Executive Leadership teams to ensure proposed solutions are scalable, achievable, and aligned with Pathfinder's strategic roadmap. Technology Partnership Development – Evaluate and support integration opportunities with carrier technology platforms, data providers, and strategic technology partners that enhance Pathfinder's value proposition. Industry Representation – Represent Pathfinder and Ethos at industry conferences, carrier technology forums, insurtech events, and networking opportunities to build awareness and strengthen industry relationships. Market Intelligence & Product Feedback – Gather customer feedback, monitor technology trends, and provide insights that help shape product development, integration strategy, and go-to-market initiatives. QUALIFICATIONS: Education: Bachelor's degree in Business, Insurance, Risk Management, Finance, Marketing, or a related field (required). Required Experience: Minimum of 10 years of experience in technology solutions, technical sales, pre-sales engineering, solutions consulting, or a related customer-facing technology role. Minimum 5 years of experience selling to or working within enterprise insurance, insurtech, or financial services organizations. Strong understanding of software architecture, cloud platforms (AWS, Azure, or GCP), APIs, data engineering, and enterprise integration strategies. Experience supporting enterprise software evaluations, solution architecture discussions, technical discovery sessions, and integration planning. Familiarity with AI and machine learning technologies, including the ability to explain AI-driven solutions and their application within regulated industries. Excellent written and verbal communication skills with the ability to present technical concepts to both technical and non-technical audiences. Preferred Experience: Experience with insurance core systems such as Guidewire ClaimCenter, Duck Creek, Origami Risk, PCMS, or similar platforms. Experience working for an insurtech, claims technology, AI/analytics, or enterprise software organization in a solutions, pre-sales, or technical sales capacity. Familiarity with carrier security reviews, compliance requirements, SOC 2, and technology governance processes. Experience with data providers and integration partners such as Verisk, ISO, NICB, or similar organizations. Experience working within a startup or high-growth technology environment. Experience using Salesforce, HubSpot, or similar CRM platforms to manage opportunities and sales activities. WORKING CONDITIONS: This is a remote position requiring availability during standard business hours. Candidates must be located within the United States and have access to a fast, reliable internet connection capable of supporting daily work activities and video conferencing. A quiet, dedicated workspace is required to ensure productivity and maintain the confidentiality of sensitive company and client information. Ethos Risk Services is an equal opportunity employer that does not discriminate on the basis of religious creed, sex, national origin, race, veteran status, disability, age, marital status, color or sexual orientation or any other characteristic.