Business Development Manager – Insurance (CEE)

We are looking for a driven sales professional to expand our Insurance footprint in Poland and the broader CEE region, with a strong focus on outbound sales and strategic partnerships. In this role, you will enjoy a startup atmosphere backed by a global organization. You will own the entire enterprise sales cycle: actively building an outbound-led pipeline of new customers and partners, defining target accounts, orchestrating complex deals (including RFPs), closing, and managing post-win accounts.

Candidate Profile

• 5+ years of enterprise B2B SaaS sales experience with a documented track record of new-logo acquisition in the Insurance, Financial Services, or related sectors.
• Proven ability to self-source pipeline: A strong history of driving closed-won deals primarily through proactive outbound activity and personal lead generation.
• Partnership development: Experience in identifying, building, and leveraging strategic partnerships to generate new business opportunities.
• Complex deal orchestration: Hands-on experience managing enterprise sales cycles of 6–18 months involving multi-stakeholder buying committees.
• Executive presence & customer-first mindset: Backed by excellent communication, presentation, and negotiation skills.
• Language proficiency: Native-level Polish, combined with fluent business English. Any other CEE language nice to have.
• Frequent travel: Willingness to spend up to 50% of your time on the road across the CEE region for face-to-face client and partner meetings.
• Global mindset: Comfortable collaborating across time zones with international Presales, Product, Delivery, and HQ teams.

Your responsibilities

• Territory & Quota Ownership: Own a new-logo quota specifically for the CEE Insurance sector; build and execute a targeted territory and account strategy to achieve it.
• Outbound-Led Pipeline Generation: Drive a proactive, outbound-first prospecting motion (ABM, social selling, direct outreach) targeting top-tier insurers. Qualified inbound leads will complement, but not replace, your outbound efforts.
• Strategic Partnerships: Identify, build, and nurture relationships with strategic partners within the regional InsurTech and financial ecosystem to source joint opportunities.
• Multi-Threading Insurance Accounts: Navigate complex buying committees by effectively engaging C-Level executives, Business Line Leaders (Life, P&C, Health), IT, and Procurement departments.
• End-to-End Deal Orchestration: Lead the full enterprise sales cycle: from discovery and business case creation to demo orchestration, commercial structuring, and contract negotiation.
• Value-Based Selling: Deliver compelling executive presentations and ROI/Time-to-Value narratives tailored to specific challenges of the insurance industry (e.g., core system transformation, digital distribution).
• RFP/RFI Management: Take the lead on complex insurance RFP/RFI responses in close collaboration with Presales, Product, and Comarch HQ.
• Sales Discipline: Maintain rigorous CRM hygiene, accurate forecasting, and pipeline coverage; run a disciplined weekly deal-review cadence.
• Market Intelligence & GTM: Partner with Senior Directors to refine go-to-market positioning and our Ideal Customer Profile (ICP) based on field intelligence gathered from the CEE insurance market.
• Industry Presence: Represent Comarch at major Insurance and InsurTech conferences with a clear pipeline objective: generating meetings and sourcing new opportunities.

For you

• Global Scale, Startup Soul: Experience the stability of a global powerhouse while we actively transform. We are shifting toward a fast-paced, agile tech mindset, giving you a real voice in shaping how we operate and grow our regional footprint.
• AI-First Environment: We don’t just talk about AI; we live it. You will work in a cutting-edge ecosystem where AI-driven tools and modern workspaces eliminate admin busywork, allowing you to focus your energy on what matters most: building relationships and closing deals.
• Strategic Autonomy: We hire for business acumen, not just execution. You will have the mandate to challenge the status quo, make high-stakes commercial decisions, and truly own your territory strategy from pipeline generation to final signature.
• Interdisciplinary Synergy: Break out of silos. You will collaborate seamlessly with elite cross-functional teams (Presales, Product, Delivery), gaining a 360-degree view of our solutions and the …