Location: Remote, United States (East Coast strongly preferred; Boston or NYC metro a plus)
Experience: 5+ years in Enterprise Pre-Sales
The Opportunity
At Indico, the Solutions Consultant plays a critical role in turning AI from an abstract promise into measurable business impact for insurance carriers. You are not just supporting sales, you are shaping how buyers understand, evaluate, and adopt modern automation across underwriting, claims, and policy servicing.
You serve as a trusted technical and business advisor, guiding prospects through complex, document-heavy workflows and helping them see a clear path from manual operations to scalable, AI-driven execution. As part of the go-to-market team, you share ownership of revenue outcomes by consistently delivering credible, value-focused technical wins.
This role is ideal for someone who enjoys owning the technical narrative, thrives in ambiguity, and wants to influence both how we sell and what we build.
What You’ll Be Responsible For
Own the technical sales motion
- Lead end-to-end technical engagement across the sales cycle, from early discovery through evaluation and close.
- Run structured discovery sessions to map current-state processes, surface operational bottlenecks, and define success in concrete, measurable terms.
- Partner closely with Account Executives to manage technical risk, align stakeholders, and maintain momentum.
Deliver the technical win
- Design and execute demonstrations and POCs that prove value quickly, not just showcase features.
- Build and maintain reusable demo assets including AI agents, prompt behavior, workflows, and evaluation frameworks that scale across deals.
- Clearly articulate tradeoffs around automation rates, accuracy, governance, and time to value, especially in regulated environments.
Be the voice of the field
- Provide clear, structured feedback to Product, R&D, and Engineering based on real customer needs and objections.
- Influence product roadmap priorities, competitive positioning, and how Indico’s capabilities are packaged and sold based on real customer feedback.
- Help refine how Indico tells its technical and business story over time.
Enable partners and internal teams
- Collaborate with systems integrator partners to support joint pursuits, demos, and enablement.
- Coach Account Executives on technical due diligence, demo strategy, and how to position AI credibly with insurance buyers.
- Contribute to internal playbooks, demo standards, and best practices that raise the bar for the entire team.
What We’re Looking For
Experience and judgment
- 5+ years in solutions consulting, sales engineering, or a similar enterprise pre-sales role.
- Demonstrated ability to manage complex, multi-stakeholder technical sales cycles with minimal oversight.
- Comfort operating as a senior presence with customers, including directors, VPs, and executive sponsors.
AI and technical fluency
- Applied experience with GenAI and Intelligent Document Processing to automate document-heavy workflows, with hands-on exposure to prompt design, model iteration, and the ability to explain AI outcomes to both technical and business audiences.
- Ability to discuss responsible deployment, security, and governance in enterprise environments.
- Working knowledge of APIs, integrations, authentication patterns, and data flows.
Insurance and business acumen
- Familiarity with commercial P&C or specialty insurance workflows such as underwriting intake, claims processing, or policy servicing.
- Ability to connect technical capabilities to operational efficiency, capacity creation, and financial outcomes.
- Experience working within structured sales methodologies such as MEDDPICC.
How you operate
- Highly organized and disciplined in a remote, fast-moving environment.
- Strong communicator who brings clarity and structure to ambiguous problems.
- Low-ego, collaborative, and motivated by team success as much as individual performance.
- Curious by nature and continuously looking to improve how things are done.
Bonus Points
- Experience with NLP, LLM evaluation techniques, or demo automation using Python or similar tools.
- Familiarity with enterprise architecture concepts such as SSO, VPC connectivity, and networking basics.
- Experience working alongside global systems integrator partners in complex pursuits.
- Prior exposure to insurance core systems, workbenches, or downstream operational tooling.
What Success Looks Like in the First Year
- You have owned and led the technical motion on multiple strategic opportunities, earning trust with prospects through credible discovery, demos, and evaluations.
- You have built, refined, or materially improved core insurance demo assets that are reused across the team and measurably improve sales velocity.
- You are a trusted partner to Sales, Product, and Delivery, contributing clear technical judgment and field insight across active deals and roadmap discussions.
- Your contributions raise the overall quality and consistency of how Indico sells and demonstrates AI-driven automation in insurance operations.
