Lead Insurance Partnership Development Manager

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

Visit gomotive.com to learn more.

About the Role:

As a Senior Insurance Partnership Development Manager, you’ll identify, negotiate, and close strategic partnerships with captives and reinsurers to help them realize the benefits of Motive’s dual-facing dashcams. This role requires a start-up mindset, demonstrated excellence in partnership development, and a deep understanding of specialty insurance. Demonstrated experience helping insurers make use of new technologies is a big plus! 

This is a high-impact role on a priority team, requiring a blend of go-to-market thinking, strategic partner development, and a passion for risk management and technology.

What You'll Do:

• Partnership Strategy: Identify, prioritize, and secure new partnership opportunities with captives, reinsurers, and other specialty insurance players; This is an end-to-end development role and candidates should be comfortable leading the full sales cycle: from prospecting to contracting
• Go-to-Market Strategy: Assess Motive’s market opportunity and design new risk programs that deliver risk mitigation benefits to specialty insurance players
• Negotiation & Closing: Lead contract negotiations and execute partnership agreements, ensuring terms are favorable and objectives are clearly defined.
• Enablement Support: Engage and train Motive sales teams to leverage insurance partners in the sales cycle to source and close business
• Pipeline Monitoring: Understand your pipeline; Ensure you’re prioritizing the biggest opportunities, maintaining a clear pipeline with regular reports to senior leadership

What We're Looking For:

• Minimum of 8 years of experience in business development, partner management, or a similar role within or adjacent to the insurance industry (speciality insurance) 
• Proven business development track record that spans all stages (from initial prospecting to program launch)
• Excellent communication and presentation skills, with the ability to engage effectively with stakeholders at all levels, from day-to-day contacts to executive leadership
• Expert knowledge of insurance principles, risk management, and the factors that influence loss costs
• Exceptional project management skills with the ability to lead cross-functional initiatives and manage multiple priorities simultaneously
• Experience in a high-growth, fast-paced environment
• Remote position; located in the USA 

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. 

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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

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