Senior Sales Executive, Claims Solutions

Ethos Risk Services is a national provider of investigation, surveillance, medical management, and SIU services to property and casualty insurance carriers, with deep specialization in Workers' Compensation. For 25 years, our investigators, nurses, and analysts have helped adjusters resolve claims faster, more accurately, and with better outcomes. As part of our commitment to innovation, we developed Pathfinder, an AI-powered claims platform that helps claim professionals make faster, smarter decisions through data-driven insights that improve efficiency and reduce claim leakage.

JOB SUMMARY:

Our Ethos team is seeking a full-time Senior Sales Executive, Claims Solutions to lead the business case and consultative sales motion to translate Pathfinder's capabilities into the financial and operational outcomes that matter to the carrier: loss ratio improvement, leakage reduction, time-to-action compression, and defensible compliance in an increasingly regulated AI landscape.

Our ideal candidate brings deep experience within the Property & Casualty insurance industry and a strong understanding of carrier claims operations. They are a strategic relationship-builder who can confidently engage claims leaders and executive stakeholders while translating complex technology into clear business value. Most importantly, they are excited by the opportunity to help shape the future of claims decision support in a rapidly evolving industry.

KEY RESPONSIBILITIES:

• Business Case Development – Build and present compelling business cases that demonstrate Pathfinder's impact on claims performance, operational efficiency, leakage reduction, and overall return on investment.
• Executive Relationship Management – Develop and maintain relationships with Chief Claims Officers, Claims Operations leaders, SIU Directors, and other key stakeholders within Property & Casualty insurance organizations.
• Consultative Sales & Discovery – Conduct discovery sessions to identify operational challenges, claims workflow inefficiencies, and business objectives while aligning Pathfinder solutions to client needs.
• Sales Tools & Content Development – Develop reusable sales artifacts such as ROI models, case studies, presentations, competitive positioning materials, proposal content, and RFP responses to support enterprise sales efforts.
• Pipeline & Opportunity Management – Generate new business opportunities, manage complex sales cycles, and support pilot-to-contract conversions through strategic account planning and relationship building.
• Cross-Functional Collaboration – Partner with Product, Technology, Operations, and Executive Leadership teams to support client initiatives, pilot programs, and go-to-market strategies.
• Account Growth & Expansion – Identify opportunities to expand Pathfinder adoption within existing Ethos client relationships and increase overall account value.
• Industry Representation – Represent Pathfinder and Ethos at industry conferences, association events, carrier meetings, and networking opportunities to build brand awareness and generate qualified leads.
• Market Intelligence & Product Feedback – Monitor industry trends, competitive activity, and customer feedback while providing insights that support product development and market positioning.

QUALIFICATIONS:

Education: Bachelor's degree in Business, Insurance, Risk Management, Finance, Marketing, or a related field (required).

Required Experience:

• Minimum of 10+ years of experience within the Property & Casualty insurance industry.
• Significant experience in claims operations, Special Investigation Units (SIU), insurance technology sales, or a related claims-focused environment.
• Demonstrated success selling complex solutions to insurance carriers and executive stakeholders.
• Experience building and presenting financial business cases, ROI analyses, and operational improvement strategies.
• Strong consultative selling, negotiation, and relationship management skills.

Preferred Experience:

• Workers' Compensation claims experience.
• Experience with claims technology platforms and core claims systems such as Guidewire, Duck Creek, Origami Risk, or similar.
• Familiarity with AI applications in insurance claims and evolving regulatory considerations.
• Prior experience within a startup, growth-stage technology company, or InsurTech environment.
• Established network within carrier claims organizations and insurance leadership circles.

WORKING CONDITIONS:

This is a remote position requiring availability during standard business hours. Candidates must be located within the United States and have access to a fast, reliable internet connection capable of supporting daily work activities and video conferencing.

A quiet, dedicated workspace is required to ensure productivity and maintain the confidentiality of sensitive company and client information.

Ethos Risk Services is an equal opportunity employer that does not discriminate on the basis of religious creed, sex, national origin, race, veteran status, disability, age, marital status, color or sexual orientation or any other characteristic.