Principal Solutions Consultant

Описание вакансии

Insurance touches people during some of the most challenging moments in their lives. Hi Marley is on a mission to transform how the P&C industry communicates, making those moments faster, easier, and more empathetic for carriers and the customers they serve. We build AI-powered software that keeps everyone in the claims conversation informed and connected. If you believe insurance can combine operational excellence and automation with a human touch, we’d love to meet you.

As Hi Marley continues to expand its enterprise footprint, we’re looking for a Principal Solutions Consultant to partner on our most strategic and complex opportunities. In this highly autonomous, revenue-critical role, you’ll work alongside Sales leadership to shape solution strategy for leading P&C insurers, leading discovery, translating business challenges into compelling solution narratives, and helping executives see what’s possible. 

This is a hands-on role for someone who enjoys tackling complex problems and influencing high-stakes deals. You’ll be deeply embedded in enterprise opportunities, engaging with senior stakeholders, guiding solution strategy, and helping align technology, business value, and customer outcomes. Teamwork and shared enthusiasm is a core part of our culture, which is why this role involves joining us in the Boston office for two days each week. 

What You’ll Do:

• Partner directly with Account Executives and Account Managers on high-impact enterprise deals and expansion opportunities.
• Help shape and drive strategy across the full deal lifecycle.
• Build and present business cases, ROI narratives, demos, and executive-ready solution presentations that clearly articulate measurable business impact.
• Act as the “closer’s partner” by supporting RFPs, proposals, competitive positioning, deal strategy, and executive presentations.
• Lead high-impact discovery sessions with insurance executives across claims, service, and digital operations—translating complex workflows into strategic solution alignment.
• Confidently position AI-driven capabilities within broader digital transformation conversations, connecting technology to operational and financial outcomes.
• Build reusable assets such as demo scripts, solution blueprints, and objection-handling frameworks that elevate team performance and improve win rates across the organization.
• Represent Hi Marley in field marketing activities including industry events, webinars, and white papers.
• Develop and maintain strategic relationships within the insurance ecosystem that enhance our value proposition.

What We’re Looking For:

• 8 - 10+ years of relevant experience in strategic, customer-facing roles
• 5+ years in consulting, sales engineering, or enterprise SaaS roles supporting complex, multi-stakeholder enterprise sales cycles
• 5+ years selling complex technology solutions into C-suite audiences
• 5+ years of experience in the insurance industry (P&C strongly preferred)
• Demonstrated track record influencing and helping close large, multi-million-dollar enterprise deals
• Experience working with or positioning AI-driven or advanced technology solutions
• Experience operating autonomously in executive environments and influencing without formal authority
• Deep comfort in early-stage or high-growth environments with evolving processes
• Strong executive presence and ability to lead business and technical conversations
• Exceptional ability to translate technical concepts into clear, compelling business value for executive and non-technical audiences
• Ability to travel up to 50%

Compensation, Benefits & Perks:At Hi Marley, we are committed to fair and transparent pay practices. The annual base salary for this role is expected to fall within the range of [$132,000–$244,000], depending on experience, skills, qualifications, and location. Offers are determined based on these factors as well as internal peer equity. It’s most common for new hires to start near the midpoint of the range, allowing room for growth as employees develop in their role. In addition to base pay, this role includes a variable compensation component. Total earnings will vary based on individual and/or team performance. 

In addition to base pay, we offer a comprehensive total rewards package that supports both your wellbeing and professional growth, including:

• Equity grants for all employees
• A 4% matching 401(k) program
• Medical, dental, vision, disability, and life insurance coverage for employees working 30+ hours per week
• Monthly wellness stipend
• Paid parental leave
• A flexible vacation policy - we all work hard and take time when we need it

Who We Are:

At Hi Marley, our culture is built on three core values that every employee embodies:

• Max Courage – We encourage our team, our customers, and their customers to dream big, try new ideas, and maximize impact by measuring risk.
• Be Humble – We lead with appreciation and promote a culture of humility, compassion, and openness to learn from anyone, anywhere.
• Ubuntu (“I am because we are”) – We believe true success is much bigger than any single individual or company. By aligning our individual aims behind a shared purpose, we can achieve our fullest potential — together.

Life at Hi Marley:

Life at Hi Marley is shaped by collaboration, learning, and genuine connection. We’re proud to foster an environment where people can do their best work, feel supported, and grow alongside a team that celebrates both individuality and shared purpose.

• A fun, lively startup culture that embraces creativity and innovation
• Core values-based leadership that guides our decision-making and daily interactions
• A culture of engagement, diversity, inclusion, and belonging — everyone’s voice matters
• Flexible, hybrid work environment that values balance and trust
• Ample opportunities to learn, take on new challenges, and make an impact in a fast-growing organization
• Meaningful work that directly supports our mission to help people and organizations communicate with empathy and clarity

Hi Marley is proud to be an equal employment opportunity employer. We celebrate diversity and do not discriminate based on gender, sexual orientation, gender identity, religion, race, veteran status, disability status, or any other characteristic protected by applicable law. We are committed to building an inclusive work environment representing a variety of backgrounds, perspectives, and skills, where all employees are encouraged to be their authentic selves.

Hi Marley participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. For more information, please review the documents under "E-Verify Poster" here: https://e-verify.uscis.gov/web/OnlineResources.aspx