Lead Insurance Partnership Development Manager

Lead Insurance Partnership Development Manager

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers from Fortune 500 enterprises to small businesses across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

About the Role

As a Senior Insurance Partnership Development Manager, you'll identify, negotiate, and close strategic partnerships with captives and reinsurers to help them realize the benefits of Motive's dual-facing dashcams. This role requires a start-up mindset, demonstrated excellence in partnership development, and a deep understanding of specialty insurance. Demonstrated experience helping insurers make use of new technologies is a big plus!

This is a high-impact role on a priority team, requiring a blend of go-to-market thinking, strategic partner development, and a passion for risk management and technology.

What You'll Do

• Partnership Strategy : Identify, prioritize, and secure new partnership opportunities with captives, reinsurers, and other specialty insurance players; This is an end-to-end development role and candidates should be comfortable leading the full sales cycle : from prospecting to contracting
• Go-to-Market Strategy : Assess Motive's market opportunity and design new risk programs that deliver risk mitigation benefits to specialty insurance players
• Negotiation & Closing : Lead contract negotiations and execute partnership agreements, ensuring terms are favorable and objectives are clearly defined.
• Enablement Support : Engage and train Motive sales teams to leverage insurance partners in the sales cycle to source and close business
• Pipeline Monitoring : Understand your pipeline; Ensure you're prioritizing the biggest opportunities, maintaining a clear pipeline with regular reports to senior leadership

What We're Looking For

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.