TheGuarantors

Client Services Representative

• Proactively manage and grow your existing book of business, moving partners from Pilot to High-Growth to Stabilized partnerships.
• Uncover new and additional product opportunities by taking a consultative approach to investigating a company's needs and goals.
• Identify and set up cross-sell and upsell opportunities into new product lines to expand account value.
• Present and interpret performance data for clients, leading quarterly business reviews and providing insights as needed.
• Drive profitable applicant referrals by clearly communicating underwriting guidelines and coverage levels.
• Forecast against quarterly goals and OKRs by closely monitoring account metrics and performance trends.
• Track conversion rates and program adoption to identify trends by program, market, and portfolio.
• Partner with AEs to translate corporate-level program sales into executable rollout plans.
• Maintain accurate, timely records of all activity in HubSpot.
• Travel regularly (approx. one week per month) to meet with current partners.

Account Manager, Client Services

Software Engineer

• Lead and develop Engineering Managers across multiple teams
• Drive predictable delivery of high-impact business outcomes with strong quality and ownership
• Partner with Product to shape roadmaps, evaluate tradeoffs, and align engineering investments with business priorities
• Provide technical leadership on architecture, platform strategy, and cross-team decisions
• Improve execution through better planning, risk management, dependency coordination, and accountability
• Ensure teams focus on the highest-value work while balancing speed, reliability, and long-term maintainability
• Support organizational growth through hiring, performance management, and leadership development

Director of Engineering

Sales

• Proactively engage in your assigned prospect list and help TG bring on new logo business, moving partners from Deal Close through Pilot to High-Growth to Stabilized partnerships.
• Generate new pipeline through multiple engagement channels (events, in market canvasing, networking, cold calling, and LinkedIn)
• Multi-thread pipeline opportunities across targeted champions, stakeholders, and decision makers to build a robust buying committee across each engaged prospect.
• Uncover new and additional product opportunities by taking a consultative approach to investigating a company's needs and goals.
• Identify and set up cross-sell and upsell opportunities into new product lines to expand account value.
• Drive profitable applicant referrals by clearly communicating underwriting guidelines and coverage levels.
• Forecast against quarterly goals and OKRs by generating significant pipeline opportunities.
• Partner with AMs to translate corporate-level program sales into executable rollout plans.
• Maintain accurate, timely records of all activity in HubSpot.
• Travel regularly (approx. one week per month) to meet with pipeline prospects.

Director of Sales – Coastal

Account Manager

• Own account engagement strategy, conduct thoughtful discovery, build relevant demos, and manage objection handling in a structured yet dynamic full-cycle sales motion.
• Meet or exceed quota on a specific named book of clients by maintaining consistent and thoughtful servicing efforts in line with service expectations.
• Lead account kickoff meetings, project manage product launches, and coordinate handoffs to Partner Success.
• Conduct Quarterly Business Reviews (QBRs) to review program data, demonstrate value, and identify growth opportunities.
• Gather and share competitive intelligence regarding market share, practices, and industry trends.
• Advocate for operational changes in coverage and processes to drive revenue.
• Facilitate client feedback loops by conducting product review calls and collaborating with Marketing on case studies.
• Execute day-to-day responsibilities related to managing, adjusting, and expanding existing business with accuracy, timeliness, and consistency.
• Analyze, review, or maintain account engagement, performance, and risk data to support business needs.
• Partner with Partner Success, GTM, Marketing, and Customer Success to support expanding business and creating successful client launches.
• Communicate updates, risks, blockers, and recommendations clearly and proactively.
• Identify opportunities to improve pitch processes, script quality, talk track efficiency, and objection handling while maintaining compliance with insurance regulations.
• Use data, judgment, and business context to inform decisions and recommendations.
• Manage assigned work independently and follow through on commitments, deadlines, and deliverables.
• Ensure work is completed in accordance with applicable policies, procedures, standards, and regulatory requirements.
• Perform other role-related responsibilities as assigned and aligned with business needs.

Senior Account Manager

Account Executive

• Own prospecting strategy, conduct thoughtful discovery, build relevant demos, and manage objection handling in a structured but dynamic full-cycle sales motion
• Meet or exceed quota on a specific named book of prospects by maintaining consistent and thoughtful prospecting efforts in line with state expectations
• Actively support Account Management and Partner Success in a defined kickoff, launch, and review cycle for new accounts
• Represent TheGuarantors at trade shows, industry events, and client dinners as part of a targeted and thorough event-based marketing strategy
• Gather and share competitive intelligence regarding market share, practices, and industry trends
• Execute day-to-day responsibilities related to engaging with and acquiring new business with accuracy, timeliness, and consistency
• Analyze, review, or maintain assigned prospect records, leads, opportunities in the pipeline, and account performance data while following pitch scripts and operational guidelines to support business needs
• Partner with Account Management, GTM, Marketing, and Customer Success to support closing business and creating successful client launches
• Communicate updates, risks, blockers, and recommendations clearly and proactively
• Identify opportunities to improve pitch processes, script quality, talk track efficiency, and objection handling while maintaining compliance with insurance regulations
• Use data, judgment, and business context to inform decisions and recommendations
• Manage assigned work independently and follow through on commitments, deadlines, and deliverables
• Ensure work is completed in accordance with applicable policies, procedures, standards, and regulatory requirements
• Perform other role-related responsibilities as assigned and aligned with business needs.

Senior Account Executive

Customer Success Manager

• Service and support existing and new contracted clients
• Meet or exceed quota on a specific named book of clients by maintaining consistent engagement efforts in line with service expectations
• Lead virtual or in-person training sessions, proactively engage low-utilization users, and drive the daily success of our B2B2C funnel
• Monitor our B2C referral pipeline and support B2B clients as their residents consider our services
• Consistently collect customer feedback on product, process, and pricing changes
• Execute day-to-day responsibilities related to managing, adjusting, and expanding existing business with accuracy, timeliness, and consistency
• Analyze, review, or maintain client performance and feedback data to support business needs
• Partner with Account Management and the broader GTM team to support high program usage
• Communicate updates, risks, blockers, and recommendations clearly and proactively
• Identify opportunities to improve training materials, client communication, and user engagement strategy
• Use data, judgment, and business context to inform decisions and recommendations
• Manage assigned work independently and follow through on commitments, deadlines, and deliverables
• Ensure work is completed in accordance with applicable policies, procedures, standards, and regulatory requirements
• Perform other role-related responsibilities as assigned and aligned with business needs

Account Manager, Client Services

Director of Engineering

Director of Sales – Coastal

Senior Account Manager

Senior Account Executive

Partner Success Associate