Territory Manager

JOB DESCRIPTION

Territory Manager

Counterpart is an insurtech platform reimagining management and professional liability for the modern workplace. We believe that when businesses lead with clarity and confidence, they become more resilient, more innovative, and better prepared for what’s ahead. That’s why we built the first Agentic Insurance™ system — where advanced AI and deep insurance expertise come together to proactively assess, mitigate, and manage risk. Backed by A rated carriers and trusted by brokers nationwide, our platform helps small businesses grow with confidence. Join us in shaping a smarter future, helping businesses Do More With Less Risk®.

As Territory Lead at Counterpart you direct your team of business development and underwriting experts on how to maximize production with your brokers. You will partner with senior leaders, external carrier partners, and cross-functional teams to develop the playbooks, tools and reporting to make the team efficient and effective. You will be measured by the success of your territory relative to the budget goals. Accordingly, we are looking for a highly talented and organized individual who thrives in a fast-paced, high-growth environment to join our team. Candidates should have excelled at an (re)insurance broker or carrier, or related field; or demonstrated a keen interest in risk management industries. We are looking for a proactive individual who takes ownership over initiatives and drives execution with limited oversight.

 YOU WILL

• Strategic Leadership & P&L Management
• Budget Ownership: Create and own the P&L for your territory, setting new business and renewal revenue and loss ratio targets
• Go-to-Market Strategy: Develop and execute territory-specific strategies and campaigns aligned with budget goals
• Performance Analysis: Use data analytics to identify growth opportunities, market trends, and optimization areas within your geography
• Strategic Planning: Translate company objectives into actionable territory-level initiatives and resource allocation decisions. Set the underwriting strategy for your territory and enable the team to reach it. 
• Underwriting Support: Contributing to the achievement of the territory budget through underwriting and account management. 
• Team Leadership & Development
• Talent Development: Onboard, train, coach, and mentor Risk Engineers to maximize individual and collective performance
• Escalations Management:  Support both Production Risk Engineers (new business) and Renewal Risk Engineers across your territory with authority guidelines and escalations
• Performance Management: Set individual budgets/targets for team members and provide ongoing underwriting support and mentorship to help them achieve goals
• Culture Building: Foster collaboration and engagement within your territory team and across the broader organization
• Broker Relationship Management
• Partnership Strategy: Develop and execute strategies to strengthen relationships with retail and wholesale brokers in your territory
• Market Intelligence: Gather insights from broker network to inform product development and market positioning
• Brand Representation: Ensure all broker interactions reflect Counterpart's brand standards and values
• Revenue Generation: Drive broker relationships that unlock new business opportunities and renewal growth
• Operational Excellence
• Systems & Process: Champion the use of technology and data analytics to streamline operations and improve productivity
• Reporting & Forecasting: Provide accurate production tracking, forecasting, and actionable insights to company leadership
• Cross-functional Collaboration: Partner with product, underwriting, and other teams to represent your territory's needs and market feedback
• Quality Assurance: Ensure all customer touchpoints meet company standards and contribute to overall customer experience

YOU HAVE

• Bachelor’s degree 
• 10+ years of work experience in professional liability and/or management liability
• Demonstrated problem solving and project management abilities combined with impeccable business judgment. Experience executing strategic and operational initiatives
• Highly organized and systemic approach to identifying and solving problems 
• Excellent interpersonal and communication skills to formulate and articulate contractual, technical, financial, and value points with partners and internal Coalition teams
• Self-directed and self-motivated; excellent communicator and collaborator

WHO YOU WILL WORK WITH:

• Tanner Hackett, CEO & Founder: Having founded two other major startups, including Button and Lazada, Tanner now spends his time focused on mental health through his philanthropy, Openminded.org, in addition to reading, surfing, yoga, and enjoying the outdoors. 
• Tobias Schuler, Chief Underwriting Officer: After becoming a Fellow of the Casualty Actuarial Society & working as a consultant actuary at EY for several years, Tobias went on to drive the actuarial data & systems teams at QBE. He further leveraged his deep insurance & technical expertise at Munich Re Digital Partners in North America, where he headed data & analytics & oversaw the data infrastructure behind some of their largest programs.
• Chris Dinehart, Sales Operations Lead: Chris has spent his career building and scaling high-performing go-to-market organizations across both early-stage startups and global platforms. At Counterpart, he leads Sales Operations, where he focuses on equipping the field sales team with the tools, data, and processes they need to succeed. Previously, he held roles at SecurityScorecard, Mastercard, and Finicity, blending strategic and operational expertise across sales and revenue operations.
• Brad Bahler, Director of Field Underwriting: Brad has over a decade of experience in management liability underwriting. He managed one of the largest books of small business management liability risks at Travelers, where he was known for his deep understanding of coverage, outstanding submission response times, and boundless enthusiasm for the space
• Jake O’Donnell, Risk Engineer Territory Manager: Jake started his insurance career at Chubb, where he was able to develop and grow a profitable book of private-for-profit and non-profit management liability business. Jake is known for his exceptional service to industry brokers and his extensive knowledge of management liability. Jake also is a CPCU designation recipient.

WHAT WE OFFER

• Stock Options: Every employee is able to participate in the value that they create at Counterpart through our employee stock option plan.
• Health, Dental, and Vision Coverage: We care about your health and that of your loved ones. We cover up to 100% of your monthly contributions for health, dental, and vision insurance and up to 80% coverage for family members.
• 401(k) Retirement Plan: We value your financial health and offer a 401(k) option to help you save for retirement.
• Parental Leave: Birthing parents may take up to 12 weeks of parental leave at 100% of their regular pay following the birth of the employee’s child, and can choose to take an additional 4 unpaid weeks. Non-birthing parents will receive 8 weeks of parental leave at 100% of their regular pay.
• Unlimited Vacation: We offer flexible time off, allowing you to take time when you need it.
• Work from Anywhere: Counterpart is a fully distributed company, meaning there is no office. We allow employees to work from wherever they do their best work, and invite the team to meet in person a couple times per year.
• Home Office Allowance: As a new employee, you will receive a $300 allowance to set up your home office with the necessary equipment and accessories.
• Wellness stipend: $100 per month to spend toward an item or service that supports your wellness (i.e. massage or gym membership, meditation app subscription, etc.)
• Book stipend: To support your intellectual development, we offer a book stipend that allows you to purchase books, e-books, or educational materials relevant to your role or professional interests.
• Professional Development Reimbursement: We provide up to $500 annually for you to invest in relevant courses, workshops, conferences, or certifications that will enhance your skills and expertise.
• No working birthdays: Take your birthday off, giving you the opportunity to relax, enjoy your special day, and spend time with loved ones.
• Charitable Contribution Matching: For every charitable donation you make, we will match it dollar for dollar, up to a maximum of $150 per year. This allows you to amplify your charitable efforts and support causes close to your heart.

COUNTERPART'S VALUES

• Conjoin Expectations - it is the cornerstone of autonomy. Ensure you are aware of what is expected of you and clearly articulate what you expect of others. 
• Speak Boldly & Honestly - the only failure is not learning from mistakes. Don’t cheat yourself and your colleagues of the feedback needed when  expectations aren’t being met. 
• Be Entrepreneurial - control your own destiny.  Embrace action over perfection while navigating any obstacles that stand in the way of your ultimate goal. 
• Practice Omotenashi (“selfless hospitality”) - trust will follow.  Consider every interaction with internal and external partners an opportunity to develop trust by going above and beyond what is expected. 
• Hold Nothing As Sacred - create routines but modify them routinely.Take the time to reflect on where the business is today, where it needs to  go, and what you have to change in order to get there.
• Prioritize Wellness - some things should never be sacrificed. We create an environment that stretches everyone to grow and improve, which is fulfilling, but is only one part of a meaningful life.

Our estimated pay range for this role is $180,000 to $250,000. Base salary is determined by a variety of factors, including but not limited to, market data, location, internal equitability, and experience. 

We are committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported and connected at work—regardless of who you are or where you come from. We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.

We are an Equal Opportunity Employer. We do not discriminate against qualified applicants or employees on the basis of race, color, religion, gender identity, sex, sexual preference, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by federal, state, or local law, rule, or regulation.