Head of US Distribution & Sales

ABOUT DESCARTES UNDERWRITING

Join Descartes and contribute to our mission: Building Resilience in a World at Risk.

Descartes is a corporate insurance group for worldwide companies and institutions. Descartes was born from a conviction that the growing complexity of corporate and climate risks demands a new approach to insurance. At the forefront of AI and Data analysis, Descartes utilises cutting-edge technology combined with a new generation of data sources, to model, assess and manage risks.

Since 2019, Descartes has secured a leading position in parametric (re)insurance combining scientific & technological expertise with a new approach. Parametric insurance, also known as index-based insurance, indemnifies clients within days based on pre-defined payout structures when a specific triggering event occurs, the payout process is both fast and transparent. The company has been financed with over $141M by investors including Highland Europe, BlackFin, Serena, Cathay, Eurazeo and Battery Ventures.

Our highly diverse and specialized team of 250+ people includes the largest modelling team in the industry featuring tech and modeling innovators, scientists in physics and climatology, as well as insurance veterans and underwriters. With a global footprint and strong US presence, Descartes serves a diverse portfolio of clients in more than 60 countries, with 20+ offices spread across Europe, Asia-Pacific, Latin and North America.

Find out more on https://descartesunderwriting.com/careers.

About the role: Descartes is hiring a Head of US Distribution and Sales to lead and deliver the US business plan through the development of a world-class sales organization: a focused commercial engine that scales new business across retail brokers and corporate/ public-sector clients, while deepening relationships with existing partners.

This role calls for an experienced sales leader with an entrepreneurial, builder's mindset — someone ready to structure, coach, and motivate a high-performing business development team (10+ FTEs). You will bring both the discipline to implement rigorous sales processes and the energy to keep a distributed team engaged, accountable, and moving toward its goals.

The US Business Development team is currently spread across 7 states. The successful candidate must be comfortable leading, coaching, and holding a geographically distributed team accountable, largely through structured remote cadences (pipeline reviews, deal coaching, 1:1s), while traveling regularly (~1 week per month) to be in the field with BDs, brokers, and clients.

1. Lead and Motivate a Distributed Sales Team

• Lead/Build a high-performance, entrepreneurial sales culture: set clear expectations, keep a distributed team aligned and energized, hold team accountable to performance standards, and celebrate wins in a way that fits a broker-driven sales environment

• Manage a geographically distributed Business Development team: run structured remote pipeline reviews, forecast calls, and 1:1 coaching, and travel regularly to spend real time in the field with BDs, brokers, and clients

• Structure and develop a team of high performing business developers: hire, onboard, and coach BDs; ensure succession planning and knowledge sharing within the team

2. Implement and achieve the Sales Plan

• Contribute to the development of the Sales Plan in collaboration with the Head of the Americas and Executive team

• Drive Business Development Team performance to achieve the Sales Plan through proactive involvement and coaching; identify and clear blockers; intervene when and where necessary and be a point of escalation to facilitate course correction externally and internally in collaboration with stakeholders

• Join meetings involving key partners and clients: support the BD and the business at whatever stage of the sales cycle is required including prospecting, negotiation and closing.

• Feed and act on market intelligence to leadership

3. Build and Run a successful Sales Machine

• Implement and iterate on the BD Sales Playbook; ensure the execution of repeatable sales process from broker outreach to closing deals

• Own CRM and pipeline discipline: drive the forecasting cadence, pipeline hygiene standards, and reporting rhythm expected by global leadership

• Apply and refine incentive structures in collaboration with Head of Americas and executive team: manage compensation plans and KPIs for Business Developers that reward both activity and pipeline quality, adjusting as needed for long, broker-mediated sales cycles

• Execute the US go-to-market approach: drive prioritized target segments and perils/products, in coordination with global leadership

4. Cross-Functional Partnership

• Collaborate closely with underwriting, translating market needs and broker/client feedback into product and coverage improvements that expand the addressable market

• Collaborate with commercial counterparts in other Hubs to maximize business development opportunities and share best practices

Must haves

• Proven track record as a sales leader of a team of at least 10 FTEs — must have demonstrated experience coaching and developing top performers with a focus on results

• Direct experience managing a geographically distributed/remote sales team, with the discipline to run effective remote pipeline reviews and coaching without relying on daily in-person oversight

• Willingness to learn and understand the traditional and specialty insurance landscape and the parametric insurance value proposition

• Experience with long, technical, multi-stakeholder B2B sales cycles

• Demonstrated ability to enforce sales process discipline, CRM hygiene, and comp/incentive structures with rigor — someone who operationalizes an existing framework

• Strong personal ability to engage and influence the outcomes of complex, high-value deals through individual interaction and action, including intervention as needed

• Comfort operating with firmness and judgment in a structured, remote-first environment, building, executing and scaling a sales approach

Preferred, but not mandatory

• Experience as a sales leader in the corporate insurance or reinsurance industry

• Existing network among US corporate insurance brokers, reinsurers, MGAs, or corporate risk managers

• Experience working in a scaling company

• Experience working in a regional business unit

WHY JOIN DESCARTES UNDERWRITING?

• Opportunity to work and learn with teams from the most prestigious schools and research labs in the world, allowing you to progress towards technical excellence;

• Commitment from Descartes to its staff of continued learning and development (think annual seminars, training etc.);

• Work in a collaborative & professional environment;

• Be part of a dynamic international team, passionate about diversity;

• Join a company with a true purpose – help us help our clients be more resilient towards climate risks;

• A competitive salary, bonus and benefits.

BENEFITS & PERKS:

• Comprehensive medical, dental and vision insurance plans

• Life and disability insurance

• 401k savings plan and matching employer contribution

• Generous paid time off

• Generous paid parental leave

At Descartes Underwriting, we cherish the value of diversity whatever it may be. We are committed to fighting against all forms of discrimination and for equal opportunities. We foster an inclusive work environment that respects all differences.

With equal skills, all our positions are open to people with disabilities.