Pre-Sales Lead, EMEA

We’re pushing the boundaries of Insurance Technology

INSTANDA is the worlds first no code agile platform for Insurance. A pioneering Insurtech, we’re revolutionising the insurance industry by offering insurers a versatile tool to create, manage, and distribute digital insurance products. Our innovative technology empowers insurance carriers to adapt swiftly to market demands and navigate the evolving landscape. Our Technology is consistently recognised as the best policy administration platform for innovative insurers, winning awards in both the UK and US.

INSTANDA has grown significantly in recent years and we are now a team of 180+ employees based in the UK, EMEA and US, with partnerships that operate worldwide. We’re continuing to grow our business and our Pre-Sales team is at the forefront of our growth plans.

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The Role

Reporting to the Head of Sales EMEA, you will lead the pre-sales technical team and will be accountable for the technical win by providing technical solutions and support throughout the sales process. This role will involve working closely with sales, engineering, product management and clients to ensure that technical solutions meet customer needs and drive revenue growth. You will have insurance industry experience, a deep technical background, excellent leadership skills and a proven track record of supporting complex sales cycles in a technical capacity. The biggest barrier to any technology sale is eliminating the risk to consume change and for INSTANDA to collaborate in designing a solution that can be architected around the customers needs.

What you will do

Leadership and Strategy:

• Lead and develop a high-performing pre-sales team, coaching and fostering a culture of excellence, collaboration, and continuous improvement.
• Develop and implement pre-sales strategies to support business objectives and revenue targets.
• Collaborate with senior management to align pre-sales efforts with company goals, market trends, the GTM strategy and customer needs.
• Drive innovation within the pre-sales team by staying up to date with emerging technologies, industry best practices and the regulatory demands that need to be maintained

Sales Support:

• Partner with sales teams to understand customer requirements, develop tailored solutions, deliver the outcomes of each of the sales stages, including the delivery of compelling technical presentations and demonstrations and creating long term relationships with customer stakeholders
• Oversee the preparation of technical proposals, RFP responses, and other pre-sales documentation to ensure accuracy, clarity and alignment with customer needs.
• Manage and own the technical aspects of the sales process, including proof of concepts (PoCs), solution architecture, governance steps and technical workshops that lead to technical approval and sign off
• Engage directly with key customers to understand their technical challenges and provide expert guidance on how the company's solutions can address them. Foster these relationships to gain trust and confidence in Instanda and the team.

Product and Technical Expertise:

• Maintain a deep understanding of the company’s product portfolio, as well as competitive products, to effectively communicate technical differentiators that align with the customers needs.
• Work closely with the product management and engineering teams to provide feedback on customer requirements, product enhancements, and market trends.
• Ensure the pre-sales team is up to date with the latest product developments and industry trends through regular training and knowledge sharing.

Team Management:

• Recruit, mentor, coach and develop a skilled and motivated pre-sales team, ensuring they have the necessary resources, tools, and training to succeed.
• Set clear performance goals and provide regular feedback, coaching, and support to help team members achieve their objectives and deliver results
• Foster a collaborative environment that encourages knowledge sharing, innovation, and professional growth.

Customer Engagement:

• Build and maintain strong relationships with key customers, acting as a trusted technical advisor.
• Lead technical discussions with customers, addressing concerns, and overcoming objections to drive the sales process forward.
• Represent INSTANDA at industry events, conferences, and customer meetings as a technical expert and act as an ambassador for Instanda

• 10+ years of experience in technical pre-sales, solution architecture, or a related field, with at least 5 years in a leadership role. Insurance expertise in P&C is strongly desired; Experience with an insurance carrier or agent is preferred. 
• Proven track record of successfully supporting complex sales cycles and delivering technical solutions in a B2B environment.
• Strong Insurance Industry experience, to drive customer trust and team coaching
• Strong technical knowledge in a SaaS company with ability to manage technical requirements from client needs and preparing and presenting customer demos, resulting in positive new business sales wins and platform results 
• Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
• Strong consulting and relationship building skills, both with clients and internally within the organisation 
• Leadership experience with a demonstrated ability to build, manage, and motivate high-performing teams.
• Customer-focused mindset with strong problem-solving skills and the ability to think strategically.
• Experience working with CRM and pre-sales tools (e.g., Salesforce, HubSpot, or similar).
• Willingness to travel as needed to meet with customers and support sales efforts.

• Competitive salary (and commission structure)

• Generous 28 days holiday allowance, in addition to public holidays.
• For every year of service you complete, we’ll give you an additional days holiday (max. 5 days)
• One Dynamic Day per month on top of your holiday allowance to spend time doing the things you want to do or simply catching up with life admin.
• Remote & Hybrid approach varying with the nature of your role.
• Life cover; income protection and participation in the company pension scheme
• Inclusion in the company share plan
• £100 per month to put towards wellness activities.
• Annual learning & development allowance of £1,250 and free access to LinkedIn learning and Microsoft ESI learning platforms