Account Manager - Insurance Ops

Why this role even exists. And why now.

axiTrust has signed insurer partners. The platform is built. The commercial agreements are in place. What isn't done yet is making those partnerships actually work at scale — and that's this job.

You will own the post-onboarding relationship with axiTrust's insurer partners end-to-end. That means the platform gets adopted deeply, not just logged into. Teams at HO and branches understand surety bonds well enough to sell and underwrite them confidently. The submission-to-issuance pipeline runs without friction. Integration milestones with third-party platforms such as NeSL, GeM, and CIBIL/CRIF get tracked and unblocked. And when an insurer loses a deal or can't figure out why a bond wasn't issued, you're the person they call.

This is not a BD role. You are not hunting for new logos. You are the person who makes signed partnerships commercially productive: driving adoption, managing the operational relationship, running joint business reviews, and closing the feedback loop between what's happening on the ground and what needs to change inside axiTrust. You’re an ambassador for both surety bonds and axiTrust!

You will spend meaningful time in insurer offices in Mumbai, Chennai, and other locations. This role is built around presence, not Zoom calls.

What you will own. All of them.

Outcome 1: Insurer platform adoption is deep and self-sustaining by Month 3 of the relationship

Every signed insurer is actively using the axiTrust platform across the full surety bond lifecycle — from lead creation and risk assessment through issuance and portfolio monitoring. HO and key branch contacts are onboarded, trained, and operating without hand-holding. But platform training is only half of it. Branch staff also need to understand surety bonds themselves — what they are, how they work, and how to position them to principals and beneficiaries. You are the ambassador: running product and concept training sessions, answering branch queries, and building the surety literacy that turns a signed insurer into an active distribution partner. You will know you have won when the insurer’s team reaches for the platform first, not your phone. By 90 days: Every relevant contact is onboarded and has ben trained on how to use the platform. A branch-level training session has been conducted with at least 5 branches for each insurer.
By 12 months: Platform usage is self-sustaining — the insurer’s team initiates workflows without prompting, and branch surety literacy is evidenced by independently sourced leads.

Outcome 2: The submission-to-issuance pipeline runs without manual intervention

Friction points in the lead capture, risk assessment, and issuance workflows have been identified, escalated, and resolved, such that cases move on predictable timelines. You’ve mapped where things break, worked cross-functionally to fix them, and documented the process so it doesn’t break again. The pipeline runs itself — your job is to keep it that way. By 90 days: A full workflow map exists for each insurer, with friction points documented and owners assigned. By 12 months: Average submission-to-issuance TAT is tracked, consistent, and improving quarter-on-quarter. No case is lost due to a process gap that was not flagged and addressed.

Outcome 3: All critical third-party integrations are live and producing data by Month 3 of the relationship

NeSL, GeM, and credit bureau (CIBIL/CRIF) integrations are fully operational — not in progress, not partially live, but generating real data that feeds the underwriting flow. You have coordinated between insurer tech/ops teams, third-party platforms, and axiTrust’s internal teams to hit each milestone, and have a clear owner and timeline for any that remain open.

By 90 days: Integration milestones mapped, owners identified on all sides, and at least one integration live.
By 12 months: All three integrations (NeSL, GeM, CIBIL/CRIF) are live, generating data, and incorporated into the standard underwriting workflow.

Outcome 4: Insurer partners have a trusted point of contact — and use them

The insurer relationship is proactive, not reactive. Operational issues — underwriting queries, billing clarifications, capacity questions — are resolved quickly and don’t escalate. Joint business reviews happen on schedule, with portfolio MIS that tells a clear story. The insurer’s team rates axiTrust as a reliable partner, not a vendor they have to chase.

By 90 days: A joint business review cadence is established and the first review has taken place. An open-items tracker is live and being used by both sides. By 12 months: The insurer’s team proactively reaches out to you with new requirements or opportunities, not just problems. Escalations to leadership on either side are rare.

Outcome 5: The commercial relationship is structured, documented, and commercially sound

Surety capacity allocation, premium rates, wordings, and policy documentation are agreed, documented, and current. SLAs and SoPs exist, are understood by both sides, and are actually followed. Any renegotiations or amendments are tracked and closed without delays. You are not managing paperwork — you are managing the commercial foundation that makes issuance volume possible.

By 90 days: All existing commercial terms are documented, shared with the insurer, and confirmed. SLAs and SoPs are signed off, live. Any gaps or ambiguities are flagged to the Head of Strategic Alliances. By 12 months: The SLAs & SoPs are measurably adhered to. Reviews happen on schedule, not on demand.

Outcome 6: Lost deal reasons are understood, fed back, and acted on

When a branch loses a surety bond deal — to a competitor, to a pricing gap, to slow turnaround, or simply because the branch didn’t know how to position it — you are the person who knows why it happened. You attend to those queries, diagnose the real reason, and ensure it doesn’t become a pattern. Loss reasons are tracked. Pricing issues go back to the commercial team. Platform gaps go back to product. Knowledge gaps go back to training. By Month 6, you have a clear picture of where insurers are losing deals and a concrete plan to close those gaps.

By 90 days: A loss-reason tracker is in place and branch contacts know to log deal losses with you. At least 5 loss reasons have been diagnosed and routed to the right internal owner.
By 12 months: Loss patterns are analysed quarterly and directly inform product, pricing, and training decisions. Deal conversion rate through insurer branches is measurably improving.

Your first 90 days. No nasty surprises.

The first 30 days. Context before change. You are not expected to fix anything in month one. You are expected to understand everything. Meet every insurer contact. Sit with the axiTrust product and ops teams. Read every integration spec, every SLA, every open-item tracker.

Days 30 to 60. Commit. First tangible outputs. You have mapped the submission-to-issuance workflow for each insurer, flagged the gaps, and assigned owners. A loss-reason tracker is live. The integration milestone chart has been updated with realistic timelines. You present a 90-day action plan to Nitesh — specific, prioritised, and with targets you are willing to be held to.

Days 60 to 90. Something is running. Something is being measured. At least one insurer is fully onboarded on the platform and processing all cases on the platform. The first joint business review has happened. You have conducted at branch training sessions. You present a plan with issuance volume targets, adoption milestones, and integration timelines you are willing to own.

At 12 months. Here is what matters. Every signed insurer is an active, productive partner — not a logo on a slide. The pipeline runs without friction. Loss reasons are tracked and acted on. Integration milestones are complete. The insurer team calls you when they have an opportunity, not just a problem. axiTrust’s insurer relationships are an asset, not a risk.

What a week actually looks like.

• 40% Insurer engagement and relationship management. The majority of your week is spent in direct contact with insurer partners — calls, on-site visits, and follow-ups. You are resolving operational issues, running adoption check-ins with branch contacts, attending to deal-loss queries, and keeping the relationship warm and productive. Roughly once a fortnight this happens in person in Mumbai, Chennai, or wherever the insurer is based.
  
• 25% Pipeline and process management. Tracking open cases, chasing submissions, monitoring integration milestones, updating the open-items tracker, and making sure nothing falls through a gap. This is the operational engine of the role — unglamorous but critical. If the pipeline is healthy, this takes less time. If it isn’t, this is where you find out why.
  
• 15% Training and surety bond evangelism. Running platform and product training sessions for insurers (HO and branch staff), creating simple training materials, answering branch queries on surety bonds, and building the kind of product literacy that makes adoption stick. This is heavier in the first six months of each insurer relationship and lighter once the team is confident.
  
• 15% Internal cross-functional co-ordination. Translating what you are seeing on the ground into actionable inputs for the product, tech, and commercial teams. Flagging platform gaps, routing pricing questions, escalating integration blockers. You are the bridge between the insurer and axiTrust — this is where that bridge gets built.
  
• 5% Reporting and documentation. Weekly status updates, portfolio MIS, loss-reason logs, SLA trackers. Crisp, tracker-based, not narrative. The goal is that anyone in axiTrust can pick up your tracker on a Monday morning and know exactly where every insurer relationship stands
  

What good looks like at six months.

• Every signed insurer is actively processing cases through the platform without your hand-holding.
  
• The submission-to-issuance workflow is documented, owned, and running on predictable timelines.
  
• NeSL, GeM, and at least one credit bureau integration are live and generating underwriting data.
  
• A loss-reason tracker exists, is being used, and has already influenced at least one product or pricing decision.
  
• Joint business reviews are happening on schedule and the portfolio MIS tells a clear, accurate story.
  
• The insurer’s team calls you when they spot an opportunity. Not just when something goes wrong.
  

Requirements

What we hope you bring.

The right person for this role has owned post-onboarding relationships with institutional or enterprise clients — not just supported them. They know what it takes to get a slow-moving organisation to change how it works, and they have done it before. They can point to a specific insurer, bank, or large enterprise where they drove measurable platform adoption against resistance, and explain exactly how. They have coordinated multi-party technical integrations — juggling timelines across their own product team, a client’s IT team, and a third-party platform simultaneously — and kept all three moving without losing anyone.

They are structured without being bureaucratic. They build trackers because it helps them think, not because someone asked. They write follow-up emails that actually get read. They can sit with an insurer’s operations team at 10am, switch to their IT team at 2pm, and translate clearly between the two without losing either room. They are comfortable with ambiguity — there is no playbook for this yet — and they find that energising rather than frustrating.

You do not need to have worked in surety bonds. Nobody has. What you need is the operating discipline to build something from the ground up in a regulated, relationship-driven environment, and the intellectual curiosity to become the most informed person in the room on surety bonds within six months of joining.

Honestly? This might not be for you if...

• You think working in a regulated, technical, slightly unsexy industry is beneath you.
  
• You want a logo your friends recognise at parties.
  
• You think Friday team socials are a waste of time.
  
• "We have always done it this way" sits comfortably in your vocabulary.
  
• You prefer to manage relationships by email rather than in person.
  
• You find it difficult to chase the same open item across 10 different people without losing patience or the thread.
  
• You need a fully built playbook before you can start. There isn’t one yet.
  

Benefits

What's on the table. Comp and the rest.

• Competitive fixed and variable pay combo calibrated to your experience. The specific range is shared with shortlisted candidates after the first conversation. ESOPs are part of the package, not a footnote.
  
• Health cover for you and immediate family.
  
• Annual learning budget for courses, conferences or that Python bootcamp you have been eyeing.
  
• Based in Gurgaon or Mumbai, with fortnightly travel to insurer offices across India. This is a WFO role built around in-person presence.
  
• A founders' office that talks to insurer partnerships team constantly, not every quarter.