Location: Remote, United States (Role does Include Travel to Partners)

Team: Sales

Type: Full-time

About Walnut

Walnut Insurance (https://solutions.gowalnut.com) is the leader in embedded insurance, backed by leading investors and trusted by partners such as BMO, Propel Holdings, National Bank, TELUS, Beem, Koho, and Wealthsimple. We partner with banks, fintechs, and digital platforms to seamlessly integrate insurance products into customer journeys in a way that is relevant, compliant, and value-driven.

Our platform powers the full embedded insurance lifecycle, including customer portals, lead management, policy services, reporting, and insurer connectivity. We are building the future of insurance by enabling our partners to launch and scale insurance offerings with speed and confidence.

As Walnut enters its next phase of growth, expanding into the United States is a critical strategic priority, we have a few partners today and are building our pipeline. We are looking for someone to accelerate and own our US expansion.

Position Overview

Walnut is hiring a US Sales Lead to own and build our commercial presence in the United States. This is a senior, high-impact role responsible for establishing Walnut in a greenfield market, sourcing and closing new strategic partners, and building a scalable sales motion aligned with our long-term growth objectives.

You will be responsible for defining the US go-to-market strategy, originating new partner relationships, closing complex enterprise and mid-market deals, and ultimately building and leading the US sales organization. This role carries direct ownership of revenue targets and the development of a multi-million-dollar sales portfolio.

This role requires deep experience selling complex solutions in fintech, insurance carriers, lenders, earned wage access, telco and utility partners. As well as proven success building new regions or markets from zero to scale.

The Role

The US Sales Lead is accountable for all sales activity and growth across the United States.

You will act as both an individual contributor and a regional leader in the early stages—owning sourcing, deal execution, and partner relationships—while laying the foundation for future expansion. You will work closely with Product, Engineering, Solutioning and Leadership to ensure US partner needs are reflected in Walnut’s platform and roadmap.

This role combines strategic thinking, hands-on execution, and leadership, and is ideal for someone who thrives in ambiguous, high-growth environments.

What You Will Do

US Market Expansion

• Own Walnut’s commercial expansion into the United States.

• Define and execute the US go-to-market strategy across banks, fintechs, platforms, carriers, and embedded insurance partners.

• Build Walnut’s brand, credibility, and presence in the US embedded insurance ecosystem.

• Develop strong understanding of US insurance market dynamics and regulatory considerations.

Partner Sourcing & Deal Execution

• Source, qualify, and close new strategic partners in a greenfield market.

• Lead the full sales cycle, including discovery, solutioning, negotiation, and close.

• Sell complex, multi-stakeholder solutions spanning technology, insurance, compliance, and operations.

• Build executive-level relationships and act as a trusted advisor.

• Travel to engage prospects and partners as needed.

Revenue Ownership

• Own US revenue targets and forecasting.

• Build and manage a multi-million-dollar sales pipeline and portfolio.

• Drive expansion and upsell opportunities within US partners.

• Maintain accurate, data-driven pipeline and forecasting discipline.

Sales Leadership & Team Building

• Serve as the founding sales leader for the US region.

• Define scalable sales processes and partner qualification frameworks

• Hire, onboard, and lead future US sales team members.

• Act as the voice of the US market internally and influence company strategy.

• Have a visible personal brand within the financial and insurance ecosystem.

Cross-Functional Collaboration

• Partner closely with Product, Engineering, Insurance, Legal, and Compliance teams.

• Provide structured market feedback to inform platform and roadmap decisions.

• Support marketing, positioning, and thought-leadership initiatives

Experience & Qualifications

• 8+ years of experience in B2B sales, partnerships, or business development.

• Proven success building and scaling a new territory or market from zero.

• Strong background in fintech, insurance, embedded finance, SaaS, or regulated technology.

• Demonstrated ability to close complex, high-value enterprise or strategic deals.

• Experience owning multi-million-dollar revenue targets.

• Prior experience hiring and leading sales teams.

• Solid understanding of insurance products or regulated financial offerings.

• Demonstrated use of technology and AI tools to augment your sales pipeline and prospecting activities

Skills & Attributes

• Highly commercial, ownership-driven, and outcome-oriented.

• Comfortable operating in ambiguity and building structure from scratch.

• Executive-level communication, negotiation, and presentation skills.

• Strong cross-functional collaborator with influence at all levels.

• Tech- and data-driven approach to pipeline management and forecasting.

• Proficient with modern sales tools and AI-enabled workflows.

Nice to Have

• Experience selling embedded insurance or insurance-enabled platforms (especially credit or debt protection).

• Existing network within US fintech, banking, or platform ecosystems.

• Startup or scale-up experience.

• Exposure to North American carriers and distribution models.

• Experience working with international teams.

Why Join Walnut

• Lead Walnut’s expansion into a key growth market.

• Build a region from the ground up with real ownership and autonomy.

• Work at the intersection of insurance, fintech, and technology.

• Influence company strategy at a senior level.

• Competitive compensation with meaningful upside tied to growth.