Summary

Guidewire’s Go-To-Market team partners with P&C insurers worldwide to help them modernize their core platforms and unlock the power of cloud, data, and AI.
We work cross-functionally with Product, Professional Services, and Partners to bring Guidewire’s platform to market in ways that drive measurable customer value.
Our culture is collaborative, curious, and outcomes-focused, with teams empowered to experiment, learn, and continuously improve.
In this role, you will own and grow a strategic German territory, leading complex enterprise sales cycles for Guidewire’s cloud and AI-powered solutions. You will combine deep knowledge of the German insurance market with value-based selling to create, advance, and close large transformational deals. You will play a central role in Guidewire’s FY26 GTM priorities by scaling AI-powered innovation, expanding in Germany, and ensuring every customer is successful and referenceable.

Job Description

What you’ll do

• Own territory management for insurers across all German regions, proactively generating new logo business (≈80%) while expanding existing relationships (≈20%) to drive sustainable growth.

• Build and deepen trusted relationships with technical and business decision‑makers (CIO, CTO, CDO, COOs and business line leaders) at German insurers, becoming a strategic partner on core system and AI-enabled transformation.

• Lead the full enterprise sales cycle from first engagement through negotiation and close, including opportunity qualification, multi‑stakeholder orchestration, value‑based positioning, and robust business-case development.

• Collaborate closely with Sales Operations, Marketing, Product, Professional Services, and Partner teams to design and execute account strategies that support Guidewire’s GTM focus on AI-powered innovation, new product categories (e.g., Pricing/Underwriting), and international expansion in Germany.

• Coordinate with system integrators and other strategic partners to shape winning joint propositions and delivery approaches that reduce implementation effort and time-to-value for customers.

• Maintain an accurate, data-driven pipeline and account plan for your territory, using insights to forecast effectively and inform GTM decisions and enablement.

• Manage post-sale executive relationships in partnership with Customer Account Management and Customer Success, ensuring adoption, measurable value realization, and referenceability.

• Deliver compelling presentations, demos, and workshops together with product and solution experts, clearly connecting Guidewire’s cloud and AI capabilities to customer outcomes and GTM priorities.

• At Guidewire, we foster a culture of curiosity, innovation, and responsible use of AI—empowering our teams to continuously leverage emerging technologies and data-driven insights to enhance productivity and outcomes.

What you’ll bring

Required

Demonstrated ability to embrace AI and apply it to your current role as well as data-driven insights to drive innovation, productivity, and continuous improvement.

• 10–15 years of successful enterprise software sales experience, ideally SaaS, selling complex, multi‑module solutions into large insurers or similar regulated enterprises.

• Proven track record of creating, advancing, and closing large strategic deals within long, multi‑stakeholder sales cycles, including executive-level negotiation and governance.

• Native-level German language skills and deep knowledge of the German P&C insurance market, with experience working with or at insurers and familiarity with core system transformation.

• Strong value‑based selling skills and business acumen, with the ability to articulate how Guidewire’s cloud, data, and AI solutions transform underwriting, pricing, policy, billing, and claims operations.

• High degree of proactivity, persistence, and resilience; comfortable navigating complex organizations, competing priorities, and ambiguity while keeping deals moving.

• Collaborative mindset with experience working cross‑functionally (Marketing, Product, Professional Services, Partners) and aligning around shared GTM outcomes.

• Experience working with global and regional system integrators and strategic partners to shape joint account strategies and delivery models.

• Strong analytical and territory-planning skills, including the ability to interpret market trends, identify white space, and prioritize high‑impact opportunities.

Preferred

• Experience selling core insurance platforms, policy/claims/billing solutions, or advanced pricing and underwriting tools into the P&C market.

• Background in driving adoption of AI-powered or data platform solutions within large enterprises.

• Bachelor’s degree in business, technology, or a related field, or equivalent practical experience.

• Prior experience in an international SaaS or vertical software company operating across EMEA.

Your Impact

We believe in clarity and setting you up for success. In your first six months, you will build and execute a territory plan for Germany, develop deep relationships with key insurer accounts, and progress a healthy, qualified pipeline aligned to Guidewire’s GTM priorities around AI-powered innovation, new product categories, and German market growth.

You will be measured on pipeline creation, strategic deal progression, bookings, and the success and referenceability of customers you bring onto the Guidewire platform. Over time, your work will influence how German insurers modernize their core systems, adopt cloud and AI, and ultimately how Guidewire shapes the future of the global P&C industry.

What’s in it for you

The people we employ give their all, and in return, we offer flexibility wherever we can, such as:

• Flexible work environment

• Health and wellness benefits

• Paid time off programs including volunteer time off

• Market‑competitive pay and incentive programs

• Continual development and internal career growth opportunities

You will also join a culture that values inclusive teams, career clarity, leadership you can trust, and access to cutting‑edge projects—key pillars of Guidewire’s employee value proposition.

As part of our commitment to connection and shared learning, all new hires participate in our in‑person orientation, giving you the chance to experience our culture first-hand and build relationships from day one.

In this role, you directly contribute to Guidewire’s wider mission to transform how the world’s P&C insurers do business by combining digital, core, analytics, and AI in a cloud platform that helps them adapt and thrive in a changing world.

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About Guidewire

Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently. We combine digital, core, analytics, and AI to deliver our platform as a cloud service. More than 540+ insurers in 40 countries, from new ventures to the largest and most complex in the world, run on Guidewire.

As a partner to our customers, we continually evolve to enable their success. We are proud of our unparalleled implementation track record with 1600+ successful projects, supported by the largest R&D team and partner ecosystem in the industry. Our Marketplace provides hundreds of applications that accelerate integration, localization, and innovation.

For more information, please visit www.guidewire.com and follow us on Twitter: @Guidewire_PandC.

Guidewire Software, Inc. is proud to be an equal opportunity and affirmative action employer. We are committed to an inclusive workplace, and believe that a diversity of perspectives, abilities, and cultures is a key to our success. Qualified applicants will receive consideration without regard to race, color, ancestry, religion, sex, national origin, citizenship, marital status, age, sexual orientation, gender identity, gender expression, veteran status, or disability. All offers are contingent upon passing a criminal history and other background checks where it's applicable to the position.