Commercial Head - Tech Solutions

About the role

Igloo, the operating system for insurance in Southeast Asia, is hiring a Commercial Head for its Tech Solutions business. The role is a commercial-technical operator who moves between CEO conversations, product prioritisation debates and enterprise architecture reviews. It is not a pure product, presales or sales role: the candidate combines product judgment, enterprise selling and enough technical depth to earn credibility with sophisticated financial-services clients.

Key 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 segment priorities, deal stages, conversion discipline and forecast accountability.
• Lead senior client discovery and solution design, diagnosing distribution problems rather than just 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.
• Define guardrails for configuration versus custom development, and create a repeatable handover from signed deal to implementation.
• Capture market intelligence and client feedback, develop ecosystem routes to market with partners, and build and lead a solutions and enterprise go-to-market team.

Required profile

• 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 packaged solution portfolio and go-to-market motion.
• Record of winning enterprise clients and leading multi-stakeholder sales cycles through technical diligence and commercial close.
• Experience across multiple Southeast Asian markets or similarly diverse, regulated markets.
• High ownership, pace and judgment in a scale-up environment.

Required skills

• Working knowledge of APIs, integration patterns, cloud platforms, data and AI-enabled software.
• Strong product sense and executive-level communication across business and technology audiences.
• Strong advantage: experience selling to insurers, banks, lenders, fintechs or other regulated enterprises, and hands-on exposure to insurance distribution, product configuration, embedded insurance or agent/distributor technology.