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About the Role
Find and develop new customer relationships to help them solve their biggest challenges with the solutions Greenlight Consulting offers, with a specific focus on deepening our presence within the Insurance industry.
Responsibilities
- Generate $3M in qualified pipeline, with 70% sourced through software partner relationships and 30% self-generated.
- Acquire 8 new customers, with 70% being project-based and 30% long-term program-based.
- Close $2M in new business revenue, contributing to team attainment of 110% or higher of company growth objectives.
- Grow upsell revenue by 20% over existing customer spend in your territory, inclusive of churn.
- Expand relationships with peers and leadership at software partners by 25%.
- Deepen and widen customer relationships, including in-person interactions, growing by 40% over baseline.
- Maintain Salesforce hygiene: 80% of opportunities updated daily, 100% activity logging completed weekly.
- Contribute to brand presence with a minimum of 2 social media posts per week.
- Own the Insurance vertical and build a territory plan aligned to Greenlight's growth strategy.
- Develop and maintain deep relationships with software partner sales teams to generate co-sell opportunities.
- Lead the full sales cycle from first conversation through commercial close for complex, multi-stakeholder technology consulting engagements.
- Partner with Greenlight's delivery team to scope solutions and build compelling business cases.
- Identify upsell and expansion opportunities within existing accounts and work cross-functionally to maximize customer lifetime value.
- Represent Greenlight at industry events, partner QBRs, and customer executive briefings.
- Maintain rigorous Salesforce discipline and contribute to a culture of visibility and accountability.
Requirements
- 5+ years of enterprise B2B sales experience, ideally in technology consulting, SaaS, or professional services.
- A verifiable track record of meeting or exceeding quota in a complex, multi-stakeholder sales environment.
- Experience selling into Financial Services customers.
- Comfort navigating co-sell motions with major software partners (UiPath, Microsoft, Salesforce, ServiceNow, or equivalent).
- Strong executive presence and the ability to engage credibly with C-suite and VP-level buyers.
- A growth mindset: coachable, curious, and committed to continuous improvement.
- Remote-ready: disciplined, self-directed, and able to thrive in a distributed work environment.
- A strong culture fit with a team of professionals who care deeply and take ownership of customers' biggest challenges.
Skills
- Salesforce
- Communication
- Presentation
- Technology Consulting
- SaaS
- Professional Services
- B2B Sales
- Enterprise Sales
- Co-selling
- Solution Scoping
- Business Case Development
- Customer Relationship Management
- Social Media
Location
- Remote
Work Type
- Remote
- Full-time
Experience Level
- 5+ years
About the Company
- Greenlight is an intelligent automation and technology consulting firm focused on helping organizations modernize operations through automation, AI, and scalable delivery solutions.
- We operate with a high-performance, client-focused mindset built on the principles of trust, transparency, ownership, collaboration, and flawless execution.
- We move with urgency, communicate openly, solve problems together, and take pride in delivering meaningful outcomes for our clients and teams.
- At Greenlight, we value proactive, adaptable, and accountable people who bring authenticity, curiosity, and energy to the work we do every day.