HYBRID - Bath, UK
What is Equisoft? Equisoft is a global provider of digital solutions for insurance and investments, recognized by more than 300 of the world’s leading financial institutions. We offer a comprehensive ecosystem of scalable solutions that help our customers navigate the challenges of digital transformation – powered by a business needs-driven approach, deep industry knowledge, cutting-edge technologies, and multicultural team of experts based in North America, the Caribbean, Latin America, Europe, Africa, Asia, and Australia.
Why Choose Equisoft? With 950+ employees, we are a stable organization that offers career advancement and fosters a stimulant environment. If that’s not enough, then check out these other perks below:
Hiring Location: UK (London)
You are welcome to work fully remotely.
Internal job title: VP, Wealth and Insurance Solutions - EMEA
Full-time Permanent Role
Benefits day 1: Private Medical Insurance, Life Insurance, Pension Matched Contribution, etc.
Flexible hours
Number of hours per week: 37.5
Educational Support (LinkedIn Learning, LOMA Courses and Equisoft University)
Role: The VP, Wealth and Insurance Solutions -EMEA reports to the CSO (Chief Sales Officer). The incumbent is Equisoft's Insurance engine in the region. This is a consultative enterprise sales role with a pure hunter mandate: you identify, pursue, and close net-new Annual Recurring Revenue with Life and Annuity carriers across the UK, Benelux, Scandinavia, and emerging markets in the Middle East and Africa (particularly South Africa where Equisoft has established customers and a local support team).
You are an individual contributor with a direct quota focused on new ARR each year. You own the deal from first contact to close. You build your own pipeline. You run your own account strategies. You coordinate Equisoft's pre-sales, inside sales and the UK regional team in your sales pursuits — but the customer relationship, the deal strategy, and the close are yours. You will be supported by the Chief Sales Officer and a Deal Governance committee.,
The ideal candidate brings the credibility of someone who has sold into Life and Annuity carriers at the C-suite level, a genuine personal network in the EMEA insurance technology market, and the consultative depth to articulate the business and IT transformation case for core systems modernization. You understand how a carrier's CIO, CTO, Chief Actuary, and Chief Transformation Officer think — and you can speak each of their languages to demonstrate the value that Equisoft can bring to their organization.
You will work closely with Equisoft's primary alliance partner Oracle and leverage new partners, develop channel relationships to generate joint pipeline and co-sell into carrier accounts. You bring experience working with system integrators and strategic partners as deal accelerators, not just for implementation — but as pipeline sources and deal influencers.
Your Day with Equisoft:
Pipeline Generation & New Business Development
Proactively build, qualify, and manage a pipeline of net-new Life & Annuity carrier opportunities across the EMEA region
Deploy structured strategies for securing new insurance carrier accounts — combining personal network outreach, alliance channel activation, supported by targeted event marketing and inside sales
Leverage Equisoft's Oracle partner relationships to source introductions, co-sell referrals, and joint pipeline across the territory
Represent Equisoft at EMEA insurance industry events, carrier forums, analyst briefings, and technology conferences to build brand awareness and generate qualified opportunities
Identify, engage, and cultivate relationships with system integrators, consultancies, and advisory firms operating in the EMEA L&A market as additional pipeline channels
Sales Execution — Full Cycle Ownership
Lead the complete enterprise sales cycle from prospecting through commercial close: initial contact, discovery, solution positioning, business case development, proposal, negotiation, and contract execution
Build carrier-specific value propositions grounded in client business outcomes — connecting Equisoft's capabilities to the transformation objectives of the CIO, CTO, Chief Actuary, and Chief Transformation Officer
Navigate and coordinate multi-stakeholder buying committees within large carrier organizations — building relationships at all levels from operational champions to Board-level sponsors
Lead and optimize responses to RFP/RFI processes with commercial rigour, carrier-specific relevance, and clear differentiation versus competitors while being supported by the Pre-Sales team
Coordinate internal resources — pre-sales solution engineering, professional services, product, legal, and executive sponsors — to build compelling, deliverable, and commercially sound proposals
Manage Proof of Concept (POC) engagements with Equisoft's pre-sales team, maintaining deal momentum and progressing toward technical and commercial close
Negotiate commercial terms, pricing structures, and contractual frameworks in partnership with Equisoft's legal and finance teams, supported by the Chief Sales Officer
Schedule, arrange, and participate in technical and functional presentations to insurance carrier prospects alongside Equisoft's solution consulting and engineering team
Alliance & Partner Management
Build and maintain active local working relationships with the Oracle Prime and Co-prime partner representatives across the EMEA region — attending partner events, maintaining regular cadence, and tracking joint pipeline
Co-develop joint go-to-market activities, co-selling motions, and partner-influenced deal strategies with Oracle and our other alliance partners within the EMEA region
Identify and develop relationships with regional system integrators (SIs) and consultancies that can accelerate carrier modernization deals and provide pipeline referrals
Serve as Equisoft's primary relationship holder with regional alliance and SI contacts, supported by the EMEA Region Head and the Chief Sales Officer
Customer Relationship Management & Post-Sale
Maintain strong relationships with insurance carrier accounts post-close, working alongside Equisoft's Account Manager team in EMEA to help ensure Customer Success and successful project delivery from the Professional Services teams
Transition the customer relationship over to the Account Management team, post-sales and support the Account Manager as they seek to identify expansion ARR opportunities within the account — new modules, additional lines, or subsidiary accounts
Maintain accurate, current, and complete records of all pipeline activity, account interactions, and deal progression in HubSpot CRM — pipeline accuracy is a condition of plan participation
Market Intelligence & Internal Contribution
Maintain deep, current awareness of the EMEA competitive landscape — providing structured competitive intelligence to Product and Marketing
Analyze market trends, regulatory developments (Solvency II, IFRS 17, local market dynamics), and carrier strategic priorities to identify new opportunity areas
Present regular pipeline and activity reports to the CSO; contribute regional market perspective to Equisoft's global EMEA expansion planning
Support analyst and advisor briefings as Equisoft's EMEA market presence grows
Participate in weekly team stand up meetings outlining the coming week’s activities.
Participate in bi-weekly sales team forecast calls with particular emphasis on the Committed and Upside deals for the current fiscal year
Requirements:
Technical
Bachelor's degree or equivalent combination of education and enterprise sales experience
+10 years of enterprise software (SaaS) sales experience in a hunter/new logo capacity
Ideally proven, verifiable track record selling digital and core Life & Annuity insurance technology (asset)
Deep understanding of L&A product lines, carrier operating models, actuarial and regulatory frameworks (Solvency II, IFRS 17), and technology modernization priorities specific to EMEA markets
Established personal network (a real rolodex) within Life & Annuity carrier C-suites across the UK and at least one other EMEA market — CIO, CTO, Chief Actuary, Chief Transformation Officer, CFO
Demonstrated experience selling alongside or through Oracle, Guidewire, or major SI partners (Capgemini, Deloitte, Accenture, TCS, etc.) in an EMEA context
Proven ability to close complex, multi-stakeholder enterprise deals with 12–24+ month sales cycles and contract values of $1M+ ARR
Experience working with or at Life & Annuity insurers, or in a consulting role serving L&A carriers (asset)
Ability to travel to events or client’s locations all over EMEA region
Multi-lingual capability — English required; Dutch, French, German, Swedish, Norwegian, or Danish a significant competitive advantage for this role and its territory
Soft skills
Exceptional consultative selling skills — you sell business outcomes and transformation value, not product features
Strong value-selling ability: you can connect a carrier's strategic transformation objectives to Equisoft’s solutions and build a compelling business case at executive level
Executive presence and credibility — polished, precise, and authoritative in C-suite and Board-level conversations at major carrier organizations
Highly proactive, persistent hunter mindset — you build your own pipeline, you do not wait for marketing leads, and you are comfortable navigating complex organizational barriers within large insurers
Strong analytical skills: ability to evaluate market trends, identify new opportunity areas, and build data-informed account strategies
Proficiency with HubSpot CRM or equivalent enterprise CRM; forecast accuracy and pipeline discipline are expected
Ability to work autonomously and effectively in a scaling, entrepreneurial environment where you will be shaping the playbook, not inheriting one
Equisoft is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
