• Own the technical sales motion • Lead end-to-end technical engagement across the sales cycle, from early discovery through evaluation and close. • Run structured discovery sessions to map current-state processes, surface operational bottlenecks, and define success in concrete, measurable terms. • Partner closely with Account Executives to manage technical risk, align stakeholders, and maintain momentum. • Design and execute demonstrations and POCs that prove value quickly, not just showcase features. • Build and maintain reusable demo assets including AI agents, prompt behavior, workflows, and evaluation frameworks that scale across deals. • Provide clear, structured feedback to Product, R&D, and Engineering based on real customer needs and objections. • Influence product roadmap priorities, competitive positioning, and how Indico’s capabilities are packaged and sold based on real customer feedback. • Collaborate with systems integrator partners to support joint pursuits, demos, and enablement. • Coach Account Executives on technical due diligence, demo strategy, and how to position AI credibly with insurance buyers. • Contribute to internal playbooks, demo standards, and best practices that raise the bar for the entire team.