Head of Tech Solutions

About Igloo

Igloo serves as the operational backbone for the insurance industry across Southeast Asia. Headquartered in Singapore, with operations throughout Indonesia, the Philippines, Thailand, Vietnam, Malaysia and technology centers in China and India, Igloo delivers AI-driven infrastructure that empowers insurers and consumer platforms to develop, market, and administer insurance solutions digitally. Their proprietary technology stack manages over 80 million policies monthly, facilitating full automation across the insurance lifecycle including product setup, underwriting, claims processing, and financial reconciliation. Through Igloo Tech Solutions, the company offers modular technologies licensed to insurers and enterprises, dramatically reducing product launch timelines from months to days.

Having supported 1.6 billion policies cumulatively and partnered with major companies such as Shopee, Lazada, Tokopedia, GCash, Telkomsel, and more than 100 commercial and insurer clients, Igloo is pioneering the next-generation insurance operating system. Backed by over US$100 million in funding from investors like Eurazeo, Openspace Ventures, Tokio Marine, Cathay Innovation, and BlueOrchard, Igloo has earned accolades including Insurtech of the Year at the Asia Fintech Awards in 2023 and 2024 and multiple Insurance Asia Awards in 2025.

Role Overview

This leadership position requires a dynamic operator skilled at navigating between executive-level strategy, product prioritization discussions, and technical architecture evaluations. It is a hybrid role blending product insight, enterprise sales expertise, and sufficient technical knowledge to credibly engage with sophisticated financial services clients.

Key Responsibilities

• Manage the complete enterprise solution portfolio by defining target challenges, buyer profiles, use cases, product modules, packaging, and market positioning.
• Communicate platform capabilities in straightforward business terms to insurers, banks, fintechs, digital platforms, and other large distribution partners.
• Collaborate with Product and Engineering teams to shape a product roadmap that balances client needs, regional scalability, platform integrity, and speed to market.
• Develop persuasive boardroom presentations, demonstrations, proposals, solution blueprints, ROI analyses, and procurement responses.
• Maintain and grow a prioritized, qualified enterprise sales pipeline with structured deal stages, rigorous conversion tracking, and forecast accountability.
• Lead senior-level client engagements for discovery and solution design, focusing on diagnosing distribution challenges rather than just responding to feature requests.
• Own the comprehensive technical and commercial narrative during complex sales cycles, including architecture design, integration strategy, data management, security posture, and operational models, leveraging specialized teams as required.
• Establish guidelines distinguishing configuration from custom development, leveraging no-code configuration as a commercial edge rather than an open-ended customization offer.
• Ensure a repeatable transition process from contract signing to implementation, including scope definition, success measures, responsibility allocation, risk identification, and governance.
• Gather market intelligence and customer feedback to identify trends that drive product improvements, sector-specific propositions, and more effective sales strategies.
• Forge strategic routes to market through partnerships with cloud providers, consultants, systems integrators, and technology firms.
• Recruit, guide, and develop a high-performing solutions and enterprise go-to-market team to support business growth.

Key Requirements

• Minimum 12 years of experience in enterprise technology, SaaS, fintech, insurtech, insurance platforms or other comparable B2B sectors, with senior responsibility for complex commercial results.
• Proven ability to transform broad technology platforms into clear, packaged solution offerings and effective go-to-market strategies.
• Successful track record of winning enterprise clients and personally navigating multi-stakeholder sales processes including technical evaluation and deal closure.
• Proficiency in APIs, integration methods, cloud-based platforms, data management, and AI-powered software, capable of challenging and simplifying solutions without being the lead technical engineer.
• Strong product management acumen distinguishing repeatable capabilities from bespoke development, applying disciplined prioritization and trade-offs.
• Executive-level communication skills tailored for both business and technical audiences, including precise writing and confident public speaking.
• Experience operating across multiple Southeast Asian or similarly diverse and regulated markets.
• High ownership, rapid decision-making, and sound judgment suitable for a scale-up environment where commercial processes are still evolving.

Preferred Qualifications

• Experience engaging with insurers, banks, lenders, fintechs, or other regulated entities in sales roles.
• Direct knowledge of insurance distribution, product setup, embedded insurance, conversational commerce, or distributor/agent technologies.
• Exposure to AI-driven workflows and no-code/low-code platforms, understanding the scope and governance challenges faced by enterprise buyers.
• History of establishing solutions, product marketing, presales, or enterprise sales teams during early company stages.