Vice President (VP), Sales — Insurance & Financial Services (Client: ) [Location: New England, Boston, Hartford] {Rate: }

 Location: New England, Boston, Hartford

Duration: Fulltime

About the Role

GlobalLogic is seeking a Vice President of Sales to drive growth with FinTech’s and banks, with a focus on the West Coast market. This is a hands-on commercial leadership role: the VP will own a fintech and banking bookings target, personally originate and close new business, and build a focused team of sellers. The portfolio spans data, AI, product engineering, platforms, and cloud services.

The ideal candidate is a proven hunter with deep relationships across the West Coast fintech ecosystem and regional and national banks — someone who can engage founders, CTOs, VPs of Engineering, and bank CIOs on scaling platforms, modernizing banking technology, and adopting data and AI, and convert those conversations into long-term engineering and transformation partnerships.

Job Description

• 18+ years in enterprise technology services sales, with at least 8 years selling into BFSI, including significant direct experience selling to insurance carriers.
• 3+ years in sales leadership (Director or VP level) within a systems integrator, IT services, digital engineering, or consulting firm.
• Track record of meeting or exceeding annual bookings quotas of $20M+, and of personally closing multiple deals above $5M TCV with insurers or financial institutions.
• Established network of active relationships with insurance and financial services decision-makers, ideally concentrated in the Boston and Hartford markets.
• Strong understanding of insurance value chains (underwriting, policy, billing, claims, distribution) and of core platforms such as Guidewire and Duck Creek.
• Working command of data platforms, AI/GenAI, product engineering, and cloud (AWS/Azure/GCP), enough to lead credible conversations and shape solutions with pre-sales teams.
• Familiarity with the regulatory context for insurers and financial institutions (NAIC model laws, state insurance regulation, SOX, GDPR, PCI-DSS, KYC/AML).
• Experience selling within a global delivery model (onshore/offshore/nearshore).
• Strong negotiation skills and executive presence with C-suite stakeholders.
• Bachelor’s degree required; MBA or insurance designation (CPCU, FLMI) a plus.
• Based in or willing to relocate to the Boston or Hartford area; travel to client sites and industry events as needed.

Job Responsibilities

Sales Strategy & Revenue Ownership

• Build and execute the go-to-market plan for insurance and financial services, covering P&C (personal, commercial, specialty), life and annuity, group benefits, reinsurance, brokers and MGAs, plus banks and asset managers.
• Own the BFSI bookings, revenue, and margin targets, with accountability for pipeline health and forecast accuracy.
• Develop a target account list across the Hartford insurance hub and Boston financial services market, and build a repeatable land-and-expand motion.

New Business Origination & Account Growth

• Personally originate, lead, and close new deals ($5M–$30M TCV) from first conversation through negotiation and contract.
• Open new logos among insurance carriers, MGAs, brokers, banks, and asset managers, leveraging an existing network to create pipeline from day one.
• Grow accounts by expanding initial engagements into multi-service programs across data, AI, product engineering, platforms, and cloud.
• Build trusted relationships with technology and business buyers (CIO, CTO, CDO, COO, Chief Underwriting Officer, Chief Claims Officer, Head of Distribution).

Solution Selling & Deal Shaping

• Lead the commercial narrative in pursuits, partnering with solution architects, delivery, and practice leaders on proposals and RFP responses.
• Translate insurance priorities — policy administration, billing, and claims modernization; underwriting automation; AI-driven claims triage and fraud detection; agent and broker digital experience; actuarial and data platform modernization; embedded insurance — into clear service
  offers.
• Bring tailored offers to three priority segments: payments (real-time and cross-border payments,
  payment platform modernization, fraud prevention), wealth management (advisor and client digital experience, portfolio and data platforms, AI-driven personalization), and regional banks (core modernization, digital banking, cloud migration, and data and AI adoption at mid-market scale).
• Address banking and asset management priorities, including core and digital banking modernization, data and AI platforms, risk and regulatory reporting, and cloud migration.
• Structure commercial models suited to insurers and financial institutions, including platform implementation programs, fixed-price modernization, and managed services.

Ecosystem & Market Presence

• Co-sell with insurance platform partners (Guidewire, Duck Creek, Majesco, Sapiens, Salesforce Financial Services Cloud) and hyperscalers (AWS, Microsoft, Google Cloud) to generate joint pipeline.
• Build relationships with sourcing advisors and analysts (ISG, Everest Group, Gartner, Celent, Novarica) to secure shortlist positions on major pursuits.

Leadership & Team Building

• Hire, mentor, and lead a small team of account executives and client partners focused on insurance and financial services.
• Run a disciplined sales rhythm — pipeline and deal reviews, CRM hygiene, and weekly and quarterly forecasting.
• Partner with delivery, pre-sales, alliances and broader business units to win as one team.

How Success Is Measured

• Annual BFSI bookings and revenue against target, with healthy deal margins.
• Qualified pipeline coverage of 3–4x the annual target.
• New insurance and financial services logos signed, with a strong New England footprint.
• Growth of initial engagements into multi-service, multi-year relationships.
• Forecast accuracy and the strength of the team built.