WANT TO BE PART OF SOMETHING BIG AND SUSTAINABLE?

About the job

 

Are you a seasoned sales leader with a proven track record of driving growth in the software industry, particularly within the insurance sector? Do you thrive in fast-paced environments and have a passion for building high-performing teams? If so, we invite you to join Mitigrate as our sales representative for the Nordics.
As a key member of our team, you will spearhead our expansion efforts in the Nordics, developing and executing a comprehensive sales strategy to drive revenue and market share. You will leverage your deep industry knowledge and exceptional leadership skills to build and inspire a high-performing sales team.

 

About Us

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Mitigrate, a VC-backed ClimateTech and InsurTech SaaS startup, pioneers a climate risk management platform. Using high-resolution satellite images, AI models, and optimisation algorithms, Mitigrate predicts how climate-positive prevention measures can significantly reduce risk for real estate and improve business continuity. Our clients include insurance companies, corporates, and property managers. Notably, Mitigrate ranked 27th among Europe’s most innovative InsurTech startups in 2023 and graduated from the prestigious Lloyd’s Lab accelerator in London. Mitigrate’s diverse team spans the Nordics, UK and France, driven by integrity and a mission to address climate risk. Their team leads growth plans across the Nordics, Europe, the US, and Japan.
If this sounds like where you can thrive and grow your career, please keep reading! 

 

About the opportunity

 

You will spearhead our expansion efforts in Nordics and will be instrumental in delivering Mitigrate’s revenue growth within property insurance and new non-insurance segments. You will leverage your solution-based selling experience to drive growth and have accountability for building strategic partnerships. Using your industry experience you will define and deliver the revenue strategy and help build brand awareness with presence at key conferences and events such as ITC Vegas in October 2024 where Mitigrate is a panelist. You'll have access to a proven and effective playbook that you will be able to improve, and evidence of success across our existing portfolio of clients as references to support winning new clients. In addition, you'll have a strong support team of highly experienced sales advisors and design professionals, to aid the sales process

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 Responsibilities will include: 

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• Business development:

  • Develop key relationships with insurance and non-insurance industry executives for targeted accounts, by securing discussions in pursuit of mid-tier/enterprise, multi-year SaaS agreements

  • Confidently build strong networks with C-Suite and other senior executives at insurance companies and corporate players

  • Stay well-connected with clients to ensure broad market needs are being incorporated into the product development and enhancement cycle

  • Develop a comprehensive revenue strategy including market analysis, competitive analysis, pricing analysis, and channel mix including marketplaces, brokers and reinsurers
     

• Revenue strategy:

  • Develop a comprehensive sales execution plan that aligns market segments, current and future sales resources, marketing approaches and channels to the revenue financial plan

  • Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals

  • Proactively review sales performance vs sales plan, creating a detailed plan to manage revenue that is at risk​

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• ​Pipeline management:

  • ​Develop a clear sales pipeline that includes the methodology to move opportunities from leads to sales. This includes a definition of sales stages, % probability of close-by stage, criteria for stage advancement, involvement of key sales resources in each stage, and accurate opportunity forecasting

  • Develop and execute the sales process, ensuring deals have clear pursuit strategies, stakeholder plans, appropriate internal resources to win, and professional sales presentations/proposals

  • Lead contract negotiation sessions with the client and key internal stakeholders

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• Partner sales management:

  • ​Identify additional sales-related partner channels to expand the opportunity network; technology partners, influencers, potential resellers

  • Ensure partners are motivated to recommend Mitigrate; provide executive sponsorship to partner sales resources.

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• Leadership growth opportunity within 6-12 months:

  • ​Identify and resolve issues across marketing/sales and account management functions

  • Hire, mentor, train, and manage all revenue-generating resources

  • Ensure each team member has a clear development plan and performance management plan

  • Where appropriate attend client sales presentations to provide sponsorship, guidance, and performance management to sales resources

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Requirements

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• 5+ years, extensive sales experience

• At least one Scandinavian language professionally spoken

• Proven track record of winning new business and growing revenue through mid-tier/enterprise sales deals

• Experience of structuring, negotiating, and executing deals that have driven a material, financial and strategic impact for current or past organisations

• Ability to think strategically and thoughtfully, to ensure Mitigrate is pursuing the right opportunities that will yield the most impact - financially and strategically

• Deep knowledge of the insurance sector, ideally spanning property insurance, including through insurance purchasing from the corporate side and/or brokering reinsurance renewals

• Executive presence and communication, with the ability to inspire

• Excellent communication and interpersonal skills and an articulate presenter of solutions

• Strong business and commercial acumen, with a bias towards execution

• Strong analytical, problem-solving, and decision-making skills with the ability to leverage data/insights to drive action and results

• Highly entrepreneurial, with an ‘owners' mindset

• Inspirational leadership style and hands-on approach

• SaaS experience would be advantageous

Benefits

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• Highly competitive salary and commission structure with short-term opportunity for growth

• 25 days holiday allowance, in addition to public holidays

• On-site, hybrid or remote working, with frequent travel to Oslo and throughout the Nordics for customer engagement

• Access to the company option program

Additional Information

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• You must be eligible to work in the Nordics for this role.

• We are not partnering with external staffing agencies for this role, so please apply directly.

• As part of our application process, you will be prompted to provide details of any reasonable adjustments to our recruitment process that you need.