Enterprise Account Manager – Insurance Solutions

About the Role

Iron Mountain is seeking a strategic and motivated Key Enterprise Manager - Insurance to join our Digital Solutions team. You will be responsible for driving net-new revenue growth, hunting for net-new logo opportunities, and leading complex, high-value digital transformation pursuits across the insurance vertical. As a trusted advisor you will engage C-suite executives to uncover business challenges and position Iron Mountain's next-generation digital portfolio as a strategic partner for modernization.

Responsibilities

• Own and deliver against ambitious revenue targets by aggressively hunting whitespace opportunities and driving market penetration across priority insurance segments.
• Build and maintain a robust, forward-looking sales pipeline while partnering with hyperscalers, global system integrators, and regional resellers to co-create opportunities and accelerate deal velocity.
• Lead end-to-end complex enterprise sales cycles, managing qualification rigor, win strategies, commercial structuring, pricing, and total deal profitability in conjunction with Legal and Finance.
• Position Iron Mountain's next-generation digital portfolio — including Agentic Artificial Intelligence, Intelligent Document Processing, Workflow Automation, and Information Governance — to transform core insurance workflows and translate complex requirements into quantified ROI metrics.

Qualifications

• 7–10+ years of direct, quota-carrying sales experience (or equivalent in technology consulting) selling complex digital solutions to executive-level buyers within the Insurance sector.
• Proven track record of consistently meeting or exceeding revenue targets, managing complex enterprise sales cycles and deals typically in the $500K Annual Contract Value range.
• Solid understanding of digital transformation architectures, including AI/ML models, Intelligent Document Processing, Content Services Platforms/Enterprise Content Management, workflow automation, and cloud/SaaS frameworks.
• Demonstrable experience co-selling or aligning with leading cloud platforms (AWS, Azure, GCP) and Global System Integrators.
• Hands-on experience structuring complex pricing tiers, Master Services Agreements, and Statement of Work negotiations.
• Bachelor’s degree in Business, Technology, or a related field; MBA or equivalent experience is a plus.

What We Offer

• Competitive compensation and benefits aligned with experience.
• Flexible and alternative work options to support work–life balance.
• Comprehensive health, wellness, and retirement plans.
• Opportunities for continuous learning and professional growth.