Role Purpose
Ancileo is a Singapore-based insurtech providing insurance-as-a-service to insurers, reinsurers, and their distribution partners. Our Digital TPA offering uses robotic process automation and AI (the Lea claims solution) to automate travel insurance claims from intake and triage through fraud detection to adjudication and settlement, cutting handling costs and settlement times for insurers.
The Sales Manager owns the end-to-end sales cycle for these TPA claims services. This is a hunter role: you will generate pipeline, run consultative sales cycles with insurers and travel partners, and close recurring-revenue TPA contracts. You will personally carry a quota and act as the commercial face of the claims proposition to prospects and partners.
Key Responsibilities:
Pipeline generation & prospecting
- Identify and target insurers, reinsurers, MGAs and affinity partners for travel claims outsourcing and automation.
- Build and own a self-sourced pipeline through outbound outreach, referrals, industry events, and partner networks; maintain a healthy multiple of quota in qualified pipeline.
- Research prospect pain points (fragmented in-house claims teams, slow settlement, high cost ratios, fraud leakage, poor customer experience) and map them to Ancileo's TPA capabilities.
Consultative selling & solution positioning
- Run discovery and lead product demonstrations of the Digital TPA and Lea claims automation platform, translating technical capability into commercial and customer-experience outcomes.
- Build ROI and business cases showing reduced cost-per-claim, faster settlement, improved loss-ratio control and NPS uplift for insurer prospects.
- Coordinate internally with product, claims operations, and solutions teams to scope pilots and shape proposals.
Deal management & closing
- Lead commercial proposals, RFP responses, pricing and SLA terms for TPA engagements.
- Negotiate pricing and commercial terms (per-claim, subscription, or hybrid models) in partnership with finance and legal, and drive contracts to signature.
- Manage complex, long-cycle deals through multi-stakeholder buying cycles (claims, operations, IT, procurement, C-suite) typical of enterprise insurance sales.
Market & relationship building
- Position yourself as a trusted advisor on claims transformation; represent Ancileo at industry conferences and partner events.
- Gather market intelligence on competitor TPAs, insurer buying behaviour, and regulatory shifts affecting travel claims in key APAC markets.
- Feed structured feedback to product and marketing to sharpen the TPA proposition and go-to-market messaging.
Forecasting & CRM hygiene
- Maintain accurate opportunity, activity and stage data in the CRM
- Provide accurate forecasts and pipeline reviews.
- Own the transition for a smooth handover to onboarding and account management after signature.
Requirements
- 5–7 years in B2B sales, business development, or partnerships, carrying and hitting an individual revenue quota.
- Experience selling into insurance companies.
- A demonstrable track record of closing complex, multi-stakeholder enterprise deals.
- Consultative selling skills — able to run discovery, build ROI cases, and translate technical capability into business value.
- Strong commercial acumen: comfortable with pricing models, SLAs, and negotiation.
- Excellent English communication and executive presence; confident presenting to senior insurer stakeholders.
- Willingness to travel and work across time zones and cultures.
- An existing network among Insurers, reinsurers, OTAs, or affinity partners.
Nice to have
- Direct knowledge of travel insurance, claims operations, or TPA/claims-automation solutions.
- Additional APAC language (e.g. Mandarin, Japanese).
- Familiarity with CRM discipline and a structured sales methodology.
What we offer
- Competitive base salary plus uncapped commission tied to new TPA revenue.
- A high-growth insurtech with a differentiated, AI-powered claims product and strong insurer traction.
- Direct ownership of the commercial motion for a strategic product line, with room to grow into leadership.
- Hybrid working 3 days per week in the office
