Job Description
The Head of Commercial and Account Management is the chief architect of our carrier and ecosystem network. This role focuses on the acquisition, negotiation, and long-term care of our B۲B insurance partners. The primary objective is to forge and sustain win-win contracts with insurance carriers and service providers, ensuring mutually beneficial growth, deep trust, and seamless operational alignment as the company scales.
Key Responsibilities
۱. Carrier Acquisition & Win-Win Contract Negotiation
- Lead the strategy for identifying, pitching, and acquiring new insurance carriers and strategic ecosystem partners to support the company’s product roadmap.
- Structure, negotiate, and finalize complex B۲B partnership agreements that guarantee sustainable, win-win outcomes for both the insurtech platform and traditional carriers.
۲. Strategic Account Management & Partner Care
- Act as the dedicated relationship manager and internal advocate for all acquired carriers, nurturing executive-level trust and long-term loyalty.
- Establish regular partnership review cycles to monitor the health of the relationship, proactively addressing concerns and exploring new areas for collaborative growth.
- Design a “partner care” framework that ensures carriers feel valued, heard, and deeply integrated into our shared success.
۳. Cross-Functional Alignment & Ecosystem Health
- Act as the crucial bridge between external partners and internal teams (such as the Experience/Ops, Underwriting, and Financial teams) to ensure the core insurance cycle functions seamlessly.
- Collaborate closely with the Experience team to finalize, monitor, and enforce Service Level Agreements (SLAs) agreed upon with domestic and external partners.
- Mediate and resolve operational friction points between the tech platform and carrier legacy systems, ensuring a smooth flow of data, claims, and underwriting forecasts.
Required Competencies & Qualifications
Core Competencies
- Masterful Stakeholder Management (Influence without authority): Deep empathy and active listening skills; capable of building profound trust with traditional insurance executives and advocating for their needs within a fast-paced tech environment.
- Relationship building & trust-building: High proficiency in interest-based negotiation, with a strong ability to structure complex legal and commercial frameworks that protect the company while satisfying partner mandates.
- Strategic Empathy & Partner Care: A customer-success mindset applied to B۲B carriers; the ability to anticipate partner needs and deliver exceptional relational support.
- Negotiation & value-based selling: Comfortable navigating ambiguity, translating tech-led product needs to traditional carriers, and operating effectively within a lean team.
- Conflict Management: Act as the facilitator between the company and carriers in every aspect needed.
Experience & Education
- Experience: ۵+ years of specialized experience in B۲B account management, strategic partnerships, vendor acquisition, or corporate business development.
- Industry Knowledge / E-commerce experience: Deep familiarity with the Iranian insurance / E-commerce landscape, regulatory bodies, and the operational language of insurance carriers is a plus.
