VP Sales

We are seeking an accomplished Vice President of Data & AI Sales to lead revenue growth across our Insurance Markets practice, with a focus on Life & Annuities, Group Benefits, and Property & Casualty segments. This senior individual contributor and team leadership role is accountable for driving new logo acquisition, expanding existing client relationships, and positioning our advanced data, analytics, and AI capabilities as transformative solutions.

The ideal candidate brings 15+ years of consulting sales or client engagement experience in data and AI services — with deep fluency in insurance industry dynamics, enterprise buying cycles, and the strategic priorities of C-suite stakeholders including CDOs, CIOs, CTOs, and Chief Actuary officers.

The posted range is the hiring range for this role — a subset of the broader range available to employees over time — and reflects base salary across our national hiring scale. Final offers are based on several factors, including the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.

Revenue Growth & Pipeline Development:

• Own and exceed annual revenue targets for Data & AI solutions across assigned insurance accounts and territories
• Build and manage a robust qualified pipeline; drive opportunities from origination, forecasting through closure. 
• Lead proposal development, solution design workshops, and executive-level presentations for strategic pursuits
• Partner with delivery, pre-sales, and SME teams to craft differentiated, ROI-driven value propositions

Client Engagement & Relationship management

• Build and sustain C-level relationships across underwriting, claims, actuarial, finance, and operations functions
• Lead executive business reviews, strategic account planning sessions, and multi-year roadmap conversations
• Proactively identify cross-sell and upsell opportunities within the existing client portfolio
• Serve as a trusted advisor to senior insurance executives, translating business challenges into data and AI solution strategies

Insurance & Domain Expertise

• Drive sales within Life & Annuities, Group Benefits, and Property & Casualty segments.
• Maintain a strong understanding of the insurance value chain (underwriting, claims, policy administration). 
• Leverage domain expertise to align Data & AI offerings with regulatory, risk, and operational requirements.
• Build credibility as a trusted advisor to insurers navigating digital and AI transformation.
• Stay current on industry trends: predictive underwriting, AI-driven claims automation, fraud analytics, GenAI in policy servicing, and embedded insurance solutions and proposals

Account Expansion and Governance:

• Develop and execute multi-year growth strategies focused on expanding EXL’s Insurance portfolio across named accounts.
• Own strategic account plans including revenue targets, relationship maps, and growth pathways
• Monitor account health, revenue mix, margin profile, and delivery alignment
• Map client strategic priorities, represent their perspective within EXL, and ensure alignment with EXL’s strategic roadmap.
• Ensure seamless transition from sales to delivery, maintaining client satisfaction
• Drive renewals, annuity revenue, and long-term managed services opportunities
• Implement structured deal reviews, pipeline reviews, and risk management frameworks
• Data/ AI leader to partner with broader and strategic account executives and account managers to penetrate into account specific data and AI organizations and expand share of wallet with innovative solutions and commercial structures.

Cross Functional Leadership and Collaboration:

• Collaborate with consulting, delivery, product, alliances, and marketing teams to align GTM execution.
• Work closely with alliances (cloud, data, AI partners) to co-sell and co-innovate
• Enable internal teams with market insights, client feedback, and competitive intelligence
• Influence product roadmap and solution investments based on client demand signal

Data and AI Sales:

• Lead sales of end-to-end data & AI transformation programs, spanning data modernization (lakehouse, cloud platforms) to AI/GenAI-driven business solutions
• Position AI-led transformation includes automation, predictive insights, and decision intelligence capabilities
• Translate business problems into data & AI solution architectures and ROI-driven use cases, grounded in real-world insurance workflows

Collaborate with pre-sales, architects, and delivery teams to shape tailored

Data & AI Expertise:

• Demonstrate strong working knowledge of modern data architectures and AI ecosystems, including:
• Data Lakehouse architectures (e.g., Delta Lake, Databricks, Snowflake, Microsoft Fabric)
• Cloud-native data platforms (AWS, Azure, GCP)
• Data engineering, data governance, and real-time analytics frameworks
• Solid understanding of AI/ML concepts and enterprise use cases, including:
• Predictive modeling, risk scoring, and pricing optimization
• NLP, document intelligence, and claims automation
• Generative AI / LLM applications (e.g., OpenAI, Claude, copilots) for underwriting, servicing, and operations
• Ability to connect architecture to use case to business value, articulate how data platforms enable AI-driven transformation
• Familiarity with end-to-end data & AI lifecycle: ingestion, transformation, modeling, deployment, monitoring, and governance

• 15+ years of experience in consultative sales, business development, or client engagement for data, analytics, or AI services
• Demonstrated track record of meeting or exceeding $5M+ annual revenue targets in a professional services or technology services environment
• Deep expertise in one or more insurance segments: Life & Annuities, Group Benefits, P&C
• Experience selling to C-suite and VP-level buyers; comfort leading executive-level conversations and workshops
• Strong understanding of enterprise data architectures, ML/AI solution concepts, and modern cloud platforms (AWS, Azure, GCP)
• Strong conceptual understanding of modern data stack and AI ecosystem, including lakehouse architectures, data platforms, and GenAI frameworks
• Exceptional communication, storytelling, and executive presentation skills

• Bachelor’s degree in business, Computer Science, Mathematics, or a related field

  Preferred

• MBA or advanced degree
• Prior experience in consulting firm or leading analytics/AI services firm
• Experience with Generative AI solution selling and familiarity with LLM-based applications in insurance
• Existing network of senior relationships at major insurance carriers or reinsurers
• Familiarity with insurance regulatory environment (NAIC, state-level compliance considerations)
• Cloud Data platform certifications (AWS/Azure/GCP)
• Databricks Lakehouse Fundamentals Certifications
• AI/Gen AI: Azure or Open AI/ Anthropic Partner Certifications, DeepLearning.AI