Go-to-Market Leader, Insurance Vertical

Location: Remote, US

Experience: 10+ Years

eGain (NASDAQ: EGAN) is the global leader in AI knowledge management platforms for enterprise customer engagement. Trusted by the world’s most customer-centric companies, eGain’s platform combines the power of generative AI with structured, curated enterprise knowledge to deliver accurate, consistent, and compliant answers across every customer touchpoint.

eGain’s customer base is anchored in large enterprises — approximately 90% of our clients have revenues exceeding $1 billion. Within insurance, we have built deep, trusted partnerships with leading carriers including Liberty Mutual, Amica, Achmea, and Country Financial, with growing momentum across P&C and Life segments. This role is an opportunity to build on that foundation and establish eGain as the definitive AI knowledge platform for the global insurance industry.

The Opportunity

Insurance is one of eGain’s most strategically important verticals. The industry is undergoing profound transformation: AI is reshaping underwriting, claims, distribution, and customer service operations at unprecedented speed. Carriers face acute pressure to modernize knowledge workflows, ensure regulatory compliance in AI-driven interactions, and deliver consistent customer experiences across digital and agent-assisted channels.

eGain is uniquely positioned to capture this opportunity. This role exists to build the GTM engine that translates that positioning into market leadership — through direct selling, thought leadership, demand generation, and a robust partner ecosystem spanning Guidewire, Salesforce, NICE, Genesys, and leading systems integrators.

What You Will Do

Vertical Revenue Leadership

Own the insurance vertical revenue target — new logos, expansion ARR, and overall vertical P&L accountability
Develop and execute a multi-year GTM strategy for P&C and Life insurance enterprise segments
Identify, pursue, and close net-new enterprise accounts (1,000+ employees) across North America and selectively in EMEA/APAC
Manage and grow strategic existing accounts, elevating relationships to CIO, CTO, CAIO, and Chief Claims/Customer Officer levels
Drive pipeline generation through outbound prospecting, ABM campaigns, partner co-selling, and event-led engagement

Evangelism & Thought Leadership

Serve as eGain’s primary external voice and evangelist for the insurance industry
Develop and deliver compelling point-of-view content: white papers, keynote presentations, webinars, and executive briefings tailored to insurance audiences
Represent eGain at key insurance industry events (Guidewire Connections, IASA, LIMRA, LOMA, InsureTech Connect, and others)
Build eGain’s reputation as a trusted AI knowledge authority within the insurance vertical analyst and advisory community
Contribute to product strategy by bringing deep insurance-specific insights back into roadmap discussions

Partner Ecosystem Development

Design and execute a partner-led GTM model to extend eGain’s coverage and velocity in insurance
Core ISV partners: Guidewire, Salesforce Financial Services Cloud
Contact center platform partners: NICE, Genesys, Five9
Systems integrators: Accenture, Deloitte, Cognizant (insurance practices)
Data and AI infrastructure partners relevant to insurance modernization
Establish co-sell motions, joint solution packaging, and partner enablement programs with insurance-specific use cases
Develop referral and reseller models to drive pipeline from partner ecosystems

Marketing & Demand Generation

Collaborate with eGain’s marketing team to build insurance-specific campaigns, content assets, and ABM programs
Define target account lists and account-based pursuit strategies across top 50–100 North American P&C and Life carriers
Develop ROI models, business case frameworks, and competitive positioning tailored to insurance buyers
Build and maintain a rich database of insurance industry contacts, decision-makers, and influencers

Cross-Functional Leadership

Work closely with Product, Engineering, and Customer Success to ensure insurance-specific requirements are prioritized and delivered
Recruit, mentor, and eventually build a dedicated insurance vertical team as revenue scales
Provide regular pipeline, forecast, and market intelligence updates to executive leadership and the board

What You Bring

Required Experience

10+ years in enterprise software sales, marketing, or GTM leadership, with at least 5 years focused on the insurance industry
Experience in selling SaaS solutions to P&C insurance providers
Demonstrated success selling AI, SaaS, or enterprise infrastructure software solutions to large P&C and/or Life insurance companies
Proven track record of building and executing partner-led GTM models — with ISVs, SI partners, or platform ecosystems
Experience closing complex, multi-stakeholder enterprise deals ($500K+ ACV) with carriers having 1,000+ employees
Deep familiarity with insurance technology ecosystems: Guidewire, Duck Creek, Majesco, Salesforce FSC, ServiceNow, NICE, Genesys
Strong understanding of insurance business processes: claims, underwriting, distribution, contact center, compliance
Experience building thought leadership programs — content, events, speaking engagements — in an insurance or fintech context

Preferred Experience

Background with AI knowledge management, conversational AI, or intelligent automation solutions for insurance
Existing senior-level network within North American P&C and/or Life insurance carriers
Experience with Guidewire or Salesforce FSC partner ecosystems in a co-sell or alliance capacity
Familiarity with insurance regulatory environments and compliance requirements related to AI and customer communications
Experience in a high-growth, entrepreneurial software company where building from scratch is the norm

Skills & Attributes

High energy, entrepreneurial mindset — you thrive in environments where you are creating, not just executing
Exceptional executive presence and communication skills — comfortable presenting to C-suite and board-level audiences
Strategic thinker with the ability to translate big-picture industry trends into concrete GTM programs
Builder mentality — excited to design systems, playbooks, and programs, not just inherit them
Data-driven approach to pipeline management, forecasting, and GTM investment decisions
Collaborative by nature — able to influence across marketing, product, customer success, and partner teams without formal authority
A passion for AI and its transformative potential in knowledge-intensive industries like insurance

Why eGain

Market leadership in AI knowledge management — a category that is mission-critical for insurance carriers navigating AI adoption
Proven insurance vertical traction — anchor clients like Liberty Mutual, Amica, Achmea, and Country Financial provide immediate credibility
Executive access and influence — report directly to the CEO with significant strategic latitude to shape the vertical
A platform built for regulated industries — eGain’s Trust Layer and enterprise-grade governance capabilities directly address insurance compliance requirements
High-growth opportunity — the intersection of AI and insurance knowledge management represents a multi-billion dollar addressable market
Strong cross-functional support — dedicated marketing, product, and customer success resources aligned to insurance vertical success

Our Hiring Process is “Easy with eGain”

Step 1

Written test

Aptitude section – this is a GRE style test (60 minutes or less)
Functional section – this is a take-home test

Step 2

Panel interview

Next step

Email your resumé to hiring@egain.com with the position title “Go-to-Market Leader, Insurance Vertical” in the email subject.

Compensation and Location

eGain offers competitive compensation including a base salary, performance-based incentive plan, equity participation, and full benefits. Compensation will be commensurate with experience and consistent with the strategic importance of this role to eGain’s growth agenda.

This is a remote-first position. Candidates based in key insurance markets — including Hartford CT, Des Moines IA, Chicago IL, New York NY, Boston MA, Dallas TX, and the Bay Area CA — are encouraged to apply. Willingness to travel 30–40% for customer meetings, partner engagements, and industry events is required.

eGain Corporation

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