Head of Sales and Partnerships

About the Role:

The Head of Sales and Partnerships will own all revenue-driving activities across the business. This role is accountable for leading ETAP’s sales strategy, expanding distribution channels, closing high-value B2B and fleet opportunities, and building partnerships that accelerate product adoption.

The ideal candidate is a commercially strong leader with deep experience in sales strategy, partnership development, and team leadership, capable of turning market opportunities into scalable revenue outcomes.

Key Responsibilities

1. Revenue Ownership & Sales Leadership

• Own end-to-end revenue generation across B2B, fleet, enterprise, and channel sales.
• Build and manage a predictable, healthy sales pipeline from prospecting to deal closure.
• Lead major enterprise negotiations and secure long-term commercial agreements with high-value clients.
• Implement systems, processes, and KPIs for consistent forecasting, reporting, and performance tracking.

2. Distribution Strategy & Channel Growth

• Lead the full distribution strategy across key channels, including Dealers, API + embedded insurance partners, and Agent networks
• Expand distribution penetration by identifying new channel partners and accelerating onboarding.
• Ensure each channel has clear revenue targets, compensation structures, and enablement support.

3. Commercial Strategy & GTM Execution

• Define pricing strategy, commercial models, and channel mix to maximize revenue.
• Lead Go-to-Market (GTM) execution for new product launches, ensuring alignment across product, marketing, and operations.
• Use market insights and data to refine positioning, optimize conversions, and unlock new revenue opportunities.
• Conduct competitive analysis to ensure ETAP remains commercially differentiated.

4. Partnership Development & Management

• Identify, negotiate, and close high-impact partnerships that accelerate customer acquisition and market expansion.
• Manage end-to-end partnership lifecycles—from outreach to contract execution to post-launch performance.
• Maintain strong relationships with partners to ensure continuous value delivery and revenue contribution.

5. Client Relationship & Account Management

• Develop executive-level relationships with key enterprise clients and stakeholders.
• Understand client needs deeply and ensure ETAP delivers value that drives retention and upsell opportunities.
• Hold quarterly business reviews (QBRs) to assess performance, refine commercial terms, and identify new opportunities.

6. Sales Team Building & Leadership

• Build and lead a high-performing sales organization, including Enterprise Account Executives and Business Development Representatives (BDRs)
• Set clear goals, compensation structures, and productivity expectations.
• Coach and mentor team members, fostering a culture of ownership, accountability, and continuous improvement.
• Oversee hiring, onboarding, and capability development for all sales personnel.

7. Performance Measurement & Reporting

• Monitor and analyze revenue metrics, channel performance, and partnership impact.
• Provide weekly and monthly executive reports to leadership on pipeline health, forecasts, and risks.
• Use data-driven insights to adjust strategy, drive efficiency, and improve win rates.

Qualifications:

• Education: Bachelor’s degree in Business Administration, Marketing, Sales, or a related field. 
• Experience: Minimum of 7 years of experience in sales, business development, or partnership management, preferably within the [InsurTech, Fintech, and Insurance space].
• Skills:
• Strong leadership and team management abilities.
• Excellent negotiation and communication skills.
• Strategic thinker with a proven track record of driving business growth.
• Ability to build and maintain relationships with clients and partners.
• Proficiency in using CRM software and other sales tools.
• Strong analytical and problem-solving skills.

Attributes:

• Results-oriented with a strong drive to achieve and exceed targets.
• Ability to work independently and as part of a team.
• High level of integrity and commitment to ethical business practices.