LAURA THORNTON
Director, Sales & Revenue Operations
Lewisville,TX
Summary
Forward-thinking revenue and operations executive with 15+ years of experience leading sales, broker channel development, and cross-functional strategy across the insurance industry. Currently serving as Director of Sales & Revenue Operations at Thimble (InsurTech), overseeing national growth across broker channels, strategic partnerships, and go-to-market operations. Licensed in all 50 states. Combines technical execution with high EQ leadership to transform strategy into impact.
Overview
21
21
years of professional experience
2
2
Certifications
Work History
Director, Sales & Revenue Operations
Thimble – InsurTech MGA & Platform Carrier
09.2022 - Current
- Lead the full broker lifecycle, from onboarding to activation to long-term retention, across national wholesale and MGA partners.
- Design and implement revenue operations strategy, including OKRs, dashboards, pipeline forecasting, and lifecycle reporting.
- Partner with Product, Engineering, Underwriting, and Marketing to streamline quoting and sales tools that improve broker experience.
- Build playbooks, workflows, and training materials that enable internal teams and broker partners to sell new product lines (GL, BOP, WC, Professional, Cyber).
- Own cross-sell campaigns and appetite expansion strategy to drive multi-product adoption across top-performing partners.
- Manage cross-functional teams including Broker Development, Success, and Strategic Partnerships.
- Introduced lead scoring, quoting intent monitoring, and segment-specific retention strategies to boost long-term policy value.
Business Development Lead
Thimble
05.2022 - 09.2022
- Laid the foundation for Thimble's modern broker program including segmented outreach, training cadences, and portal enhancements.
- Conducted broker discovery and built CRM processes to align production tiers with engagement strategy.
- Supported transition from individual broker targeting to strategic agency & wholesaler relationships.
Risk Control Consultant
UFG Insurance
05.2020 - 05.2021
- Delivered on-site and remote risk consulting for commercial accounts, with focus on safety, operational risks, and hazard mitigation.
- Partnered with sales and underwriting to advise on account placement, loss control, and renewal strategy.
- Educated agency producers on risk prevention practices to support profitable premium growth.
- Supported Texas and Oklahoma field offices while maintaining strong producer relationships.
- Designed targeted loss prevention campaigns that reduced frequency of accidents and incidents across client organizations.
- Reduced company losses by implementing effective risk control strategies tailored to specific client needs.
- Developed comprehensive training programs to educate employees on best practices for mitigating workplace risks.
- Conducted regular audits of safety procedures, ensuring compliance with industry regulations and standards.
Director of Placement
Independent Insurance Group
11.2019 - 05.2020
- Oversaw all commercial lines placements across admitted and non-admitted carriers, managing submissions, market negotiations, and producer alignment.
- Worked closely with internal sales teams to evaluate risk complexity, match accounts with ideal carrier programs, and secure competitive terms.
- Developed placement protocols, appetite guides, and underwriting cheat sheets to accelerate quote delivery and improve bind ratios.
- Maintained key wholesale and E&S relationships while identifying new market opportunities for emerging and complex classes.
Director of Operations
Jared Rosckes Agency – Independent Insurance Agency
06.2004 - 10.2019
- Oversaw daily operations across multiple departments, ensuring seamless coordination and efficient execution of tasks.
- Defined, implemented, and revised operational policies and guidelines.
- Rose from entry-level support to senior agency leadership over 16 years.
- Managed carrier relationships, market placements, quoting strategies, and book of business growth for P&C clients.
- Oversaw producer onboarding, sales team coaching, and training on underwriting guidelines and appetite alignment.
- Led operations for quoting, endorsements, renewals, and client retention across mid-market accounts.
- Developed internal systems to manage agency performance and maintain compliance across all states.
- Conducted regular performance reviews, identifying areas for improvement and developing action plans to address them.
- Developed and implemented strategies to maximize customer satisfaction.
Education
BBA -
NCTC & University of North Texas
Denton, TX 05.2001 -
Skills
Revenue optimization strategy
Sales funnel management: Broker & DTC
Data visualization & analysis
Strategic partnership development
KPI & OKR strategy & roadmap planning
Cross-functional collaboration
Insurance product launch & expansion
Sales strategy, training & leadership
Key Achievements
- Scaled National Broker Channel: Expanded active broker network by 40% in 12 months through segmentation, onboarding programs, and relationship lifecycle tracking.
- Revenue Engine Optimization: Developed and implemented KPI dashboards, lead funnels, and reporting infrastructure, resulting in 30% YoY revenue growth.
- Cross-Functional Enablement: Reduced onboarding and quoting cycle time by 25% by aligning Product, Marketing, and Broker Success around common tools and messaging.
- Strategic Partnership Growth: Secured and launched 5+ national aggregator, MGA, and carrier partnerships to open new market verticals and premium segments.
Certification
P&C License
Timeline
Director, Sales & Revenue Operations
Thimble – InsurTech MGA & Platform Carrier
09.2022 - Current
Business Development Lead
Thimble
05.2022 - 09.2022
Risk Control Consultant
UFG Insurance
05.2020 - 05.2021
Director of Placement
Independent Insurance Group
11.2019 - 05.2020
Director of Operations
Jared Rosckes Agency – Independent Insurance Agency
06.2004 - 10.2019
P&C License
02-2004
L&H License
02-2004
BBA -
NCTC & University of North Texas
05.2001 -