Own and grow a portfolio of 30–40 mid-market MGA customers through upsell, cross-sell, renewals, and contract expansion. Build executive and stakeholder relationships, identify retention risks, lead discovery and negotiations, coordinate support and implementation teams, maintain Salesforce account plans and forecasts, and achieve revenue growth and retention targets.
About Dyad
Dyad offers innovative, integrated software solutions designed for all facets of property and casualty insurance underwriting and distribution. Formed by the merger of XDimensional Technologies and I-Engineering, Dyad brings together the best of two industry leaders in the insurance technology space. Our insurance agency management software, carrier connectivity, policy admin and outsourcing solutions are built not just for where insurance organizations are today but also for their future trajectory. Dyad enables companies to improve their relationships, streamline processes, and capture business insights to drive sustainable, long-term growth.
About the Role
Dyad is seeking a quota-carrying Account Manager to grow and retain a portfolio of 30–40 existing mid-market MGA customers. The portfolio includes customers using ALIS as their primary policy administration system and customers using Dyad point solutions that provide a foothold for a broader ALIS sale. You will own account expansion and renewals, with responsibility for increasing recurring revenue and protecting the existing revenue base.
As each customer’s primary U.S.-based point of contact, you will connect business needs with Dyad’s products and coordinate closely with senior leadership and our India-based support and implementation teams. Success requires a proactive approach to relationship management, a record of closing expansion business, and consistent follow-through on customer priorities. Compensation will be tied to quota attainment and revenue retention initiatives.
Travel: Up to 30%
Key Responsibilities
Account Growth and Commercial Ownership
- Own and grow 30–40 assigned mid-market accounts. Maintain account plans that document current products, stakeholders, contract terms, renewal dates, growth opportunities, and retention risks.
- Upsell ALIS customers by expanding programs, users, and other contracted capacity as their businesses grow and their needs evolve.
- Cross-sell additional Dyad products and capabilities. Build demand for planned roadmap offerings in coordination with Product, using approved availability and delivery expectations.
- Develop ALIS opportunities within customers using Dyad point solutions, leading discovery, business cases, demonstrations with Solution Consulting, proposals, and the sales process through close.
- Lead renewals and recontracting. Where appropriate, move customers to new pricing models and higher recurring revenue based on demonstrated value, expanded scope, and approved commercial terms.
- Qualify and manage expansion opportunities from discovery through negotiation and signature, partnering with Finance and Legal on pricing and contracts.
Customer Relationships and Revenue Retention
- Serve as the customer’s primary U.S.-based point of contact, building relationships with executive sponsors and operational, underwriting, and technology stakeholders.
- Conduct regular account reviews to understand business priorities, demonstrate value, assess adoption, and agree on actions that support growth and retention.
- Identify churn and contraction risks early, including unresolved service issues, low adoption, leadership changes, and competitive activity. Develop and execute retention plans with clear owners and follow-up.
- Coordinate customer escalations with India-based support and implementation teams. Maintain clear customer communication and track actions through resolution, with technical delivery owned by the responsible teams.
Internal Coordination and Sales Execution
- Work closely with Dyad’s senior leadership on executive engagement, account strategy, commercial decisions, and material customer risks.
- Coordinate with India-based teams across time zones on implementation progress, expansion readiness, and customer commitments. Partner with Product and Solution Consulting to align customer needs with available capabilities.
- Keep Salesforce current with account plans, contacts, activities, opportunities, renewal dates, retention risks, and next steps. Provide accurate expansion and renewal forecasts to the Chief Sales Officer and leadership.
- Use AI-assisted tools to prepare account briefs, analyze customer conversations, and prioritize opportunities. Share recurring customer needs and product feedback with internal teams.
Measures of Success
- Attainment of assigned revenue growth quota through cross-sell, upsell, ALIS sales within point-solution accounts, and pricing or contract expansion.
- Gross and net revenue retention across the assigned portfolio, including timely renewals, execution of retention initiatives, and reduction of churn and contraction.
- Qualified expansion pipeline, forecast accuracy, and consistent execution of account plans and customer follow-up.
Required Qualifications
- 5+ years of quota-carrying account management or expansion sales experience in SaaS or insurance technology, with a record of growing and retaining an existing customer portfolio.
- Demonstrated success closing cross-sell and upsell opportunities, managing renewals, and negotiating pricing changes or contract expansions while maintaining strong customer relationships.
- Experience serving P&C insurance organizations and understanding MGA operations, policy administration workflows, and how software supports underwriting and distribution.
- Ability to prioritize a portfolio of 30–40 accounts while managing concurrent sales opportunities, renewals, and customer issues.
- Strong consultative discovery, business case development, and negotiation skills; experience applying MEDDIC or a comparable sales qualification methodology.
- Proficiency with Salesforce, including opportunity management, account planning, reporting, and forecasting; comfort using AI-assisted productivity tools.
- Clear written, verbal, and presentation skills, with the ability to engage executives and coordinate with support and implementation teams in India across time zones.
Preferred Qualifications
- Direct experience with ALIS, MGA policy administration systems, or related insurance point solutions.
- Experience expanding customers from a point solution to a broader software platform and introducing new products to an installed base.
- Experience with SaaS pricing migrations, retention programs, and customer adoption initiatives.
Compensation and Benefits
- Competitive base salary plus variable compensation tied to quota attainment and revenue retention initiatives, including cross-sell and upsell growth, renewals, and retention of the assigned revenue base.
- Equity program.
- Comprehensive health, dental, and vision coverage.
- 401(k) with company match.
- Flexible PTO and paid parental leave.
Equal Opportunity
Dyad is an equal-opportunity employer committed to fostering an inclusive workplace. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, or any other status protected by applicable law.
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