Go-To-Market Lead (GTM) - Insurance Solutions

The role combines enterprise sales, business development, solution design, and partner management. The successful candidate will build and manage a robust sales pipeline, support issuer RFPs, identify cross-sell and upsell opportunities, and work directly with insurance partners to deliver innovative cardholder insurance solutions. The role will also serve as the voice of the region to the European Insurance Product team, influencing product strategy and roadmaps based on client needs and market insights.

This is a highly collaborative position requiring strong commercial acumen, deep understanding of insurance products and distribution models, and the ability to navigate complex client organizations and partner ecosystems.

All roles require digital fluency, including the ability to work with emerging technologies such as Generative AI tools (e.g. ChatGPT, Microsoft Copilot) to support everyday work.

Key Responsibilities:

• Own the regional go-to-market strategy, pipeline and revenue target for Visa insurance solutions across France, Belgium, and Luxembourg.
• Partner with Account Executives and client-facing teams to identify, prioritize, and pursue insurance revenue opportunities within issuer portfolios.
• Drive prospecting activities (including identifying upsell / cross-sell opportunities) and develop account-level growth plans to expand insurance penetration among existing and prospective issuer clients.
• Lead responses to issuer RFPs, RFIs, and renewal processes, coordinating cross-functional teams to develop compelling and competitive proposals.
• Serve as the insurance subject matter expert for sales pursuits, client meetings, workshops, and executive presentations.
• Manage relationships with insurance and assistance partners to ensure successful delivery and operational excellence of Visa insurance offerings.
• Gather market intelligence, competitive insights, and client feedback to inform commercial strategy and product development.
• Partner with the European Insurance Product team to define regional requirements, prioritize enhancements, and support product roadmap decisions and commercialization.
• Collaborate with Legal, Risk, Finance, Marketing and Operations teams to support commercial execution and client delivery.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

• Relevant work experience with a Bachelor's Degree, an Advanced Degree (e.g., Master's, MBA, JD), or a PhD.
• Demonstrated experience in enterprise sales, business development, or commercial account management.
• Demonstrated experience in the insurance industry, including product development, insurance distribution, partnerships, underwriting, assistance services, or affinity programs.
• Experience managing complex sales cycles and working with large enterprise clients.
• Strong relationship management and stakeholder engagement skills.
• Excellent written, verbal, and presentation communication skills.
• Proven ability to work effectively in a matrixed, cross-functional environment.
• Fluency in English and French; additional European languages are a plus.

Preferred Qualifications:

• Experience working with financial institutions, payment networks, card issuers, fintechs, or affinity distribution models.
• Knowledge of cardholder insurance benefits, travel insurance, purchase protection, assistance services, or embedded insurance solutions.
• Track record of achieving commercial targets and driving revenue growth through consultative selling.
• Experience responding to large-scale RFPs and negotiating commercial agreements.
• Strong understanding of the payments ecosystem and issuer business models.
• Ability to translate client needs into product requirements and influence product roadmap decisions.
• Strategic thinker with strong analytical and problem-solving capabilities.

Visa is an EEO Employer

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.