Director of Business Development

Overview

The Director of Business Development, UK & Europe, the Middle East, & Africa (EMEA) is Origami Risk's senior commercial leader and primary company representative in the region.

This role is responsible for driving new business growth, protecting and expanding existing client relationships, and establishing Origami as a trusted name in the London and broader EMEA insurance and risk technology market.

This is a hands-on leadership role.

The Director leads a mixed team of new logo sales executives and account managers, while remaining personally active in the market through senior-level client engagement, pipeline development, and industry relationship building.

Success in this role requires deep roots in the UK insurance ecosystem, the credibility to engage at C-suite level, and the commercial instinct to manage both a hunting team and a retention-focused account management function.

The Director reports to the Vice President of Sales and collaborates closely with US-based Sales, Marketing, Product, and Professional Services leadership to align regional execution with the company's global growth strategy.

This role does not carry a personal quota; performance is measured against team bookings, regional revenue growth, pipeline health, and Origami's overall market presence in the UK and EMEA.

Responsibilities

• Culture & Commercial Leadership
• Builds and supports a positive, success-driven culture that reflects Origami Risk's values and commercial standards.
• Holds full accountability for the commercial performance of the UK and EMEA team, ensuring both new logo sellers and account managers achieve their annual targets and contribute to sustainable regional growth.
• Market Presence & Regional Strategy
• Serves as Origami Risk's most senior commercial representative in the UK and EMEA, engaging with C-suite and senior decision-makers within our industries (i. e., insurers, MGAs, intermediaries, and brokers, etc.).
• Builds and sustains Origami's profile in the London market through active participation in industry events, associations, and networks.
• Develops and executes a regional go-to-market strategy, including targeted campaigns, partnerships, and channel activity, in close partnership with Marketing and Sales Operations.
• Tracks competitive dynamics and market trends across the EMEA insurance technology landscape; translates market intelligence into actionable sales tactics and product feedback.
• Team Leadership & Development
• Leads, coaches, and develops a team of individual contributors spanning both new logo sales and account management functions.
• Assesses the strengths and development needs of each team member; manages performance through structured coaching, regular pipeline reviews, and meaningful feedback using Origami's sales process.
• Sets clear performance expectations; participates in formal performance evaluation, compensation processes, and the identification of training opportunities for team members.
• Partners with HR and senior sales leadership to recruit, interview, and onboard new team members; manages the ongoing UK and EMEA hiring pipeline.
• Collaborates with Enablement to ensure all team members receive thorough onboarding and training to develop a deep understanding of Origami's platform, client use cases, and effective sales and account management practices.
• New Business Development
• Manages consistent prospecting and pipeline development across the team through individual territory plans; ensures each seller is focused on the right activities to sustain a healthy pipeline.
• Implements a regional strategy for developing and maintaining a strong, consistent pipeline of prospective customers across the UK and EMEA insurance market.
• Engages directly in complex, high-value new business pursuits; serves as a senior resource and deal coach throughout long-cycle, multi-stakeholder enterprise sales cycles.
• Collaborates with Marketing and Sales Operations to ensure demand generation, lead qualification, and pipeline activity are consistently aligned.
• Account Management & Client Retention
• Oversees how Account Managers engage with clients to solve problems, achieve business goals, and further leverage Origami's platform; ensures clients develop long-lasting trust in Origami as a strategic partner.
• Helps to prioritize and ensures effective execution of annual account planning across priority accounts, including renewal strategy, upsell and cross-sell opportunities, and executive relationship management.
• Confirms delivery excellence, client adoption, and satisfaction with entitled software and ongoing engagements.
• Engages directly in high-priority client interactions, escalations, and strategic growth conversations alongside account managers.
• Participates in select client stewardship reviews and Quarterly Business Reviews (QBRs).
• Partners with Client Success leaders to ensure customer success delivery, service hour utilization, and timely escalation of at-risk engagements.
• Operational Rigor & Reporting
• Assesses and reports progress against team objectives and KPIs, including new logo bookings, aged receivables, contract renewals, references, demand generation activity, and customer support health status.
• Maintains accurate, timely pipeline and revenue forecasting; provides regular reporting on regional performance, market conditions, and team health to VP-level sales leadership.
• Ensures consistent use of Salesforce CRM, documentation standards, and compliance with Origami's policies and cross-functional processes, including Product, Legal, Finance, HR, and Professional Services.
• Assesses client and team needs and clearly articulates them internally to influence product, service, and process improvements.
• Holds accountability for strategic and tactical commercial initiatives as directed by the VP of Sales.

Qualifications

• Bachelor's Degree in a business-related field; MBA or equivalent a plus.
• 10+ years of commercial experience in enterprise software sales, business development, or account management, with a consistent track record of exceeding revenue targets.
• 5+ years of direct experience selling into or working within the UK and/or EMEA insurance market; both carrier/intermediary backgrounds and subsequent Saa S vendor experience are strongly preferred.
• 3+ years of experience managing or leading a commercial team (sales, BD, or account management), including performance management and professional development.
• Proven ability to manage and close long-cycle, consultative enterprise deals involving multiple stakeholders and significant organizational change.
• Established network of senior relationships within the London insurance market, including familiarity with Lloyd's, MGAs, P&C carriers, brokers, or intermediaries.
• Familiarity with a structured, consultative sales methodology (e. g., Sandler, MEDDIC, Challenger Sale).
• Excellent coaching skills: ability to observe, evaluate, and provide meaningful feedback.
• Strong data analytical skills using Salesforce and other supporting sales systems.
• Strong executive presence and verbal and written communication skills; comfortable engaging at C-Suite level internally and externally.
• Up to 25% travel required
• Ability to go into our London office on a hybrid basis.

Benefits

• Medical and Dental coverage available for employees, dependents, domestic partners, and spouses
• Paid Time Off - Flexible options plus 10 paid company holidays where available**
• All full-time positions are hybrid, with many eligible to be completely remote
• Fully Paid by Origami Risk - Vision insurance, Short & Long-Term Disability Insurance, and Basic Life Insurance
• Generous family leave options - including adoption and foster care placements
• Pre-Tax Savings Accounts - Flexible Spending Account, Health Savings Account, Commuter Benefits, Dependent Care Savings Account
• Retirement Savings - 401(k) with company match up to 4%
• Employee Assistance Program (EAP) - Confidential & Free support offered to colleagues facing personal or work-related complications
• Education Assistance Program - to help colleagues pursue industry/role-specific certifications
• Wellness Benefits - reimbursement program to invest in healthy habits as well as support better colleague productivity and stress management
• Additional coverages available - Pet Insurance, Critical Illness Insurance, and Voluntary Life & AD&D coverage
• **Flexible PTO not available in California or the UK

Who We Are

Origami Risk delivers single-platform Saa S solutions that help organizations best navigate the complexities of risk, insurance, compliance, and safety management.

Founded by industry veterans who recognized the need for risk management technology that was more configurable, intuitive, and scalable, Origami continues to add to its innovative product offerings for managing both insurable and uninsurable risk; facilitating compliance; improving safety; and helping insurers, MGAs, TPAs, and brokers provide enhanced services that drive results.

A singular focus on client success underlies Origami's approach to developing, implementing, and supporting our award-winning software solutions.

Origami Risk is proud to be an equal opportunity employer.

We thrive and benefit from diversity and are committed to creating an inclusive and equitable environment for all employees.

We do not discriminate against any individual based upon race, religion, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, color, sex, national origin, age, marital status, military or veteran status, disability, or any other characteristic protected by applicable law.

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