Commercial Head - Tech Solutions

About Igloo

Igloo is the operating system for insurance in Southeast Asia. Headquartered in Singapore with operations across Indonesia, the Philippines, Thailand, Vietnam, and Malaysia, and technology centres in China and India, Igloo provides the AI-powered infrastructure that enables insurers and consumer platforms to build, distribute, and manage insurance products digitally.

The company's proprietary tech stack processes over 80 million policies per month and automates the full insurance value chain, from product configuration and underwriting to claims adjudication and financial reconciliation. Through Igloo Tech Solutions, the company licenses its modular technology solutions to insurers and enterprises, compressing product launch cycles from months to days.

With 1.6 billion cumulative policies facilitated, partnerships with Shopee, Lazada, Tokopedia, GCash, Telkomsel, and 100+ commercial and insurer partners Igloo is building the operating system for the future of insurance.

Igloo has raised over US$100 million in funding from investors including Eurazeo, Openspace Ventures, Tokio Marine, Cathay Innovation, and BlueOrchard. The company has been named Insurtech of the Year at the Asia Fintech Awards in 2023 and 2024, and won twin Insurance Asia Awards in 2025.

Role Overview

A commercial-technical operator who can move fluently between a CEO conversation, a product-prioritisation debate and an enterprise architecture review. This is not a pure product role, presales role or sales role. The successful candidate combines product judgment, enterprise selling and enough technical depth to earn credibility with sophisticated financial-services clients.

Job Responsibilities

·   Own the enterprise solution portfolio: define target problems, buyer personas, use cases, modules, packaging and commercial positioning.

·   Translate platform capabilities into plain-language business value for insurers, banks, fintechs, digital platforms and other large distribution partners.

·   Shape the productisation roadmap with Product and Engineering, balancing client demand, regional reuse, platform integrity and speed to market.

·   Create boardroom-ready narratives, demonstrations, proposals, solution blueprints, ROI cases and procurement responses.

·   Build and manage the qualified enterprise pipeline with clear segment priorities, deal stages, conversion discipline and forecast accountability.

·   Lead senior client discovery and solution design; diagnose distribution problems rather than simply responding to feature requests.

·   Own the technical and commercial story in complex sales cycles, including architecture, integration approach, data flows, security posture and operating model - with specialist teams where needed.

·   Define guardrails for configuration versus custom development; make no-code configuration a commercial advantage and not a promise of unlimited customisation.

·   Create a repeatable handover from signed deal to implementation, with agreed scope, success criteria, owners, risks and governance.

·   Capture market intelligence and client feedback; turn patterns into product priorities, sector propositions and sharper sales plays.

·   Develop ecosystem routes to market with cloud, consulting, systems-integration and technology partners where strategically useful.

·   Build and lead a high-calibre solutions and enterprise go-to-market team as the business scales.

Requirements

·   12+ years in enterprise technology, SaaS, fintech, insurtech, insurance platforms or a comparable B2B environment, with senior ownership of complex commercial outcomes.

·   Demonstrated experience turning a broad technology platform into a clear, packaged solution portfolio and go-to-market motion.

·   A record of winning enterprise clients and personally leading multi-stakeholder sales cycles through technical diligence and commercial close.

·   Working knowledge of APIs, integration patterns, cloud platforms, data and AI-enabled software; able to challenge and simplify without pretending to be the principal engineer.

·   Strong product sense: separates repeatable capability from one-off custom work and makes disciplined trade-offs.

·   Executive-level communication across business and technology audiences, with precise writing and confident presentation.

·   Experience operating across multiple Southeast Asian markets or similarly diverse, regulated markets.

·   High ownership, pace and judgment in a scale-up environment where the commercial system is still being built.

Strong advantage

·   Experience selling to insurers, banks, lenders, fintechs or other regulated enterprises.

·   Hands-on exposure to insurance distribution, product configuration, embedded insurance, conversational commerce or agent/distributor technology.

·   Experience with AI-enabled workflows and no-code or low-code products, including the limits and governance enterprise buyers will test.

·   Built a solutions, product marketing, presales or enterprise sales function from an early stage.