Insurance/financial Services Growth Account Executive/program Manager

Insurance/Financial Services Growth Account Executive/Program Manager

CapTech is an award-winning consulting firm that collaborates with clients to achieve what's possible through the power of technology. At CapTech, we're passionate about the work we do and the results we achieve for our clients. From the outset, our founders shared a collective passion to create a consultancy centered on strong relationships that would stand the test of time. Today we work alongside clients that include Fortune 100 companies, mid-sized enterprises, and government agencies, a list that spans across the country.

Job Description

We are seeking an exceptionally motivated Insurance Growth Account Executive who thrives on uncovering opportunities, seeking out and solving client challenges creatively, and building lasting relationships that fuel account expansion. In this role, you will position CapTech for continued growth by combining delivery excellence with proactive business development.

You will balance strategic account leadership with hands-on execution, serving as both a trusted advisor to the client and a growth catalyst for CapTech. Success requires operating with a sense of urgency, the flexibility to adapt to client needs and market realities, the curiosity of a problem-seeker, and the confidence to lead dynamically while delivering measurable value.

Responsibilities

• Drive Account Growth: Develop and execute account growth strategies, including playbook creation, pipeline development, and targeted relationship plans.
• Activate your Network: Leverage an established network to accelerate revenue growth from day one. Maintain and expand personal and professional relationships, bringing in warm leads and active opportunities.
• Upsell & Cross-Sell: Expand CapTech's footprint by introducing new services, ensuring we are seen as a critical extension of the client's business.
• Expand Opportunities: Identify, pursue, and secure new business opportunities within existing accounts, delivering consistent year-over-year revenue growth.
• Balance Growth & Delivery: Split time and focus between business development and delivery oversight across consulting solutions.
• Stay current: Rapidly build expertise in CapTech's solutions and maintain deep awareness of emerging industry trends, technologies, and market dynamics.
• Deliver Value: Translate client needs into innovative solutions that create measurable business impact.
• Ensure Account Health: Oversee financial and operational management of the account, including margin, forecasting, and resource alignment, ensuring long-term sustainability alongside growth.
• Engage Clients Deeply: Prioritize building relationships, in-person whenever possible. Immerse yourself in client culture, community, and leadership forums to strengthen trust and establish CapTech as a strategic partner.
• Lead with Agility: Adapt quickly to evolving client priorities and market shifts, ensuring CapTech remains a relevant and trusted partner.
• Ensure Delivery Excellence: Lead cross-functional teams, manage stakeholder expectations, and resolve issues quickly to protect client satisfaction and trust.
• Coach & Develop Talent: Mentor account managers and consultants on relationship building, opportunity identification, and growth best practices.
• Execute with Impact: Lead proposals, SOWs, and growth initiatives while proactively introducing CapTech's broader service offerings.
• Collaborate with Candor: Communicate thoughts and perspective with internal team and external client and challenge appropriately, pressure test assumptions and develop trust and credibility.
• Demonstrate Commercial Mindset: Lead client negotiations to secure multi-year deals, renewals or expansions and act as a financial steward of CapTech and clients.
• Think Beyond the Sale: Understand how problems/solutions extend beyond the immediate buyer and the upstream and downstream impacts to stakeholders across the value chain and alignment to enterprise strategy.

Qualifications

Bachelor's degree in Business Administration, IT, or equivalent experience

8+ years of consulting or industry experience with proven account management responsibilities

8+ years of program/project management experience leading technology initiatives

Demonstrated success driving account growth and managing large, complex engagements

Proven ability to build and execute sales pipelines, expand client revenue, and consistently meet/exceed growth targets

Experience managing accounts up to and greater than $5M in revenue with demonstrated experience growing accounts by 15-20% annually

Advise business and IT stakeholders on modernizing legacy core systems (e.g., policy, underwriting, claims) to cloud-based or SaaS platforms

Partner with underwriting, actuarial, claims, and operations teams to translate business requirements into scalable technical solutions

Drive digital enablement initiatives including customer portals, agent portals, mobile applications, and omnichannel capabilities

Architect and oversee integrations between core insurance systems and third-party solutions (rating engines, data providers, payment platforms, CRM)

Deep understanding of insurance value chain including underwriting, policy lifecycle, claims management, billing, reinsurance, and regulatory compliance

Experience with P&C, Life, or Health insurance core platforms (e.g., Guidewire, Duck Creek, Sapiens, Origami Risk, etc.)

Knowledge of regulatory and compliance requirements (NAIC reporting, state DOI regulations, data privacy standards)

Skilled in developing joint account plans with consulting, delivery, and alliance/partner teams to accelerate growth.

Demonstrated ability to navigate complex procurement cycles and influence buying decisions in highly regulated payer environments.

Strong experience engaging and influencing C-suite executives and senior client stakeholders

Flexibility to adapt strategies to shifting client needs and market dynamics

Problem-seeker mindset: anticipates challenges and frames them into tailored, outcome-driven solutions

Dynamic leadership presence and the ability to guide clients and teams with confidence and influence

Value creator with a passion for delivering measurable business outcomes that advance client success

Entrepreneurial drive to identify opportunities early and act decisively and with urgency to capture them

Ability to be on-site up to 5 days a week in Richmond, with some travel to be customized by account requirement