100% Remote | OTE $160–$210K+ | 70/30 Base/Variable | Where Stability Meets Flexibility
About Martin & Company
Martin & Company is a trusted partner to insurance carriers and MGAs across the United States, supporting their most critical initiatives — regulatory compliance, state filings, product development, technology, due diligence, and operational efficiency. As the firm evolves its model to pair deep consulting expertise with proprietary software solutions, we are adding an Executive Solutions Consultant to lead enterprise business development.
The Opportunity
The Executive Solutions Consultant at Martin & Company is a strategic industry advisor who bridges carrier and MGA challenges with transformative consulting and technology solutions. You’ll combine deep insurance expertise with exceptional business acumen to position Martin & Company as an essential long-term partner for clients navigating regulatory complexity, product transformation, and operational change. Working across the full client lifecycle — from pre-sales discovery through solution design and engagement delivery — you’ll architect tailored approaches and drive measurable outcomes.
This is not a traditional sales role. We are looking for someone who has lived the challenges our clients face — someone who can earn trust at the executive level by understanding the business deeply, diagnosing the real problem, and partnering on the right solution. If you’ve built your career in or around insurance and want to apply that expertise in a client-facing, growth-oriented capacity, this role was designed for you.
What we offer
Martin & Company offers a unique platform: the credibility and depth of a specialized insurance consulting firm, combined with a growing suite of proprietary technology solutions. You’ll have the backing of a deeply experienced team, a strong existing client base, and a genuine opportunity to shape how the firm grows with its most important clients.
Key Responsibilities
Enterprise Business Development
- Identify, pursue, and build relationships with senior decision-makers at insurance carriers and MGAs — C-suite, Chief Actuary, Chief Compliance Officer, and product leadership
- Open new client relationships through consultative outreach, industry presence, and genuine understanding of carrier priorities and pain points
- Develop and manage a disciplined pipeline of enterprise opportunities with a strategic view — these are relationship-driven, complex sales cycles that reward credibility
- Represent Martin & Company at industry events, conferences, and forums — building market presence and staying current on what matters most to carriers and MGAs
Consultative Solutioning
- Lead consultative discovery sessions to understand client business challenges, operational landscape, and strategic objectives — going deep on regulatory pressures, product development needs, and efficiency opportunities
- Architect and present custom solutions that translate complex insurance and regulatory concepts into clear business value for stakeholders, from C-suite executives to compliance, actuarial, and operations leaders
- Lead whiteboarding sessions and solution design workshops that establish stakeholder consensus, align on priorities, and de-risk implementation before an engagement begins
- Execute compelling solution walkthroughs and scoping engagements that demonstrate Martin & Company’s depth and give clients confidence in the path forward
- Own and deliver custom proposals, solution decks, and engagement presentations tailored to each client’s specific challenges and decision-makers
Cross-Functional Collaboration
- Collaborate closely with consulting, delivery, product, and marketing teams to translate client use cases into compelling solution narratives, proposals, and reusable content
- Develop reusable solution frameworks, case studies, and best practices that strengthen the broader go-to-market motion over time
- Serve as the voice of the client internally — surfacing insights from the market that inform how Martin & Company evolves its offerings
Client Relationship Management & Growth
- Serve as a trusted advisor and primary relationship owner for key accounts, ensuring continuity, satisfaction, and organic growth over time
- Drive adoption and expansion by identifying new use cases and opportunities within existing client relationships, partnering with delivery teams on seamless transitions
- Navigate multi-stakeholder environments with credibility and patience, building consensus across business, compliance, and technology stakeholders
- Partner with the CRO on go-to-market strategy, refining the enterprise motion as the firm’s product and service mix continues to evolve
Who you are
You’ve spent your career in or close to the insurance industry. You understand how carriers think, how products are built and filed, and what keeps a Chief Actuary or compliance leader up at night. You’re someone who gets energized by solving hard problems with clients, and whose instinct is to listen and diagnose before proposing solutions. You bring a practitioner’s credibility to every conversation that results in key sales and long-term partnerships with clients.
Qualifications
- 7+ years of experience in or adjacent to the insurance industry — carrier-side background in product development, actuarial, compliance, or operations strongly preferred, with meaningful client-facing or advisory experience
- Genuine fluency in insurance product lifecycle, regulatory environment, state filings, or related domains — you can hold a substantive conversation at the executive level without support
- Proven consultative approach: asks insightful discovery questions that uncover true business needs and quantifiable impact, rather than leading with solutions
- Exceptional communication and presentation skills — able to tailor complex regulatory, actuarial, or operational concepts for different audiences, from C-suite executives to compliance and product teams
- Track record of building and sustaining executive-level relationships in a business development, consulting, or advisory capacity
- Familiarity with enterprise sales methodologies (MEDDIC, MEDDICC, Challenger, or similar) is a plus — disciplined approach to qualification and pipeline management
- Strong analytical and problem-solving instincts — quickly grasps complex organizational and operational environments and designs elegant, practical solutions
- Self-starter comfortable with ambiguity and rapid change; able to operate effectively in a growth-stage environment where not everything has a playbook yet
- Collaborative by nature — works closely with internal SMEs, delivery teams, and leadership to bring the right solution to the right client at the right time
Why Join Us?
Growth-Oriented Culture: Work with a leadership team committed to innovation and revenue expansion.
Competitive Earning Potential: Base salary plus bonus potential, and a comprehensive benefits package that rewards expertise and contributions.
Legacy of Excellence: Be part of a well-respected organization with over 30 years of leadership in the insurance industry.
Dynamic Team Culture: Work alongside talented colleagues who are passionate, driven, and committed to success.
Salary and Benefits
The compensation for this position is $160–$210K+ OTE with a 70/30 base/variable structure. Final salary offer will be based on several factors, including commensurate experience, qualifications, and skills. Our salaries are complemented by an extensive benefits package designed to support your well-being and work-life balance. These benefits include:
Health, dental, and vision insurance
401(k) retirement plan options
Generous, flexible paid-time-off (PTO) policy
Originally posted on