Executive Leader · 20+ Years
Mike Lowry

Mike
Lowry

Sacramento, CA 510-333-3948 [email protected] linkedin.com/in/mike-lowry-a775195

Most people know one of these worlds: insurance distribution, agency executive sales leader, AI Sales and Business Development, BPO operations or FMO management. I've spent 20+ years operating across all of them, and that combination is what makes me different. I know what the skepticism sounds like. I know what adoption requires. And I know what good looks like.

Insurance Distribution FMO Management BPO Operations AI & SaaS Sales Revenue Growth GTM Strategy PE-Backed Platforms
$506M
Revenue ceiling
publicly traded agency
1,500+
Agents scaled
from a team of 20
$7M+
EBITDA turnaround
Integrity / Connexion Point
$3M+
Active pipeline
Conversely AI
The Intersection

Five Worlds.
One Operator.

Most people see one side of this industry. Very few have operated at all five levels simultaneously — and fewer still have done it at scale.

01
Insurance Distribution

Medicare, MAPD, ACA, Med Supp, PDP. Carrier relationships and regulatory fluency built over two decades in the field.

02
Revenue & GTM

$155M to $506M. 20 to 1,500+ agents. A BPO turned from loss to $7M+ EBITDA. A $3M pipeline built from zero at an AI startup.

03
Artificial Intelligence

Early implementer of Balto, Cresta, and CallMiner at scale — before most of the industry was paying attention. Now on the sell side at Conversely AI.

04
FMO Management

Carrier-side FMO work at Anthem and operational leadership inside Integrity Marketing Group — one of the largest FMOs in the country.

05
BPO Operations

Ran the BPO infrastructure inside the FMO ecosystem. Built agent performance systems, incentive structures, and training programs from scratch.

Experience

Career Arc

Mar 2025 — Present
Conversely AI
VP of Sales and Business Development
  • Leads all revenue-generating activity for an early-stage AI company selling into insurance call centers and BPOs, managing a rolling pipeline valued at over $3M.
  • Architected the full GTM strategy — defining target customer segments, channel mix, and market positioning — and executes every stage of the sales process from prospecting through close.
  • Serves as the primary voice of the market to the product and executive teams, translating real-world operator feedback into roadmap priorities and value proposition refinements.
  • Develops strategic pricing models, leads profitability analysis, and manages complex contracting processes to maximize contract value and accelerate deal velocity.
  • Partners with marketing to build and execute content calendars and automated drip campaigns targeted at key decision-maker roles in the insurance distribution space.
Dec 2020 — Jan 2025
Connexion Point, an Integrity Marketing Group Company — Salt Lake City, UT
Executive VP, Call Centers
  • Led full-scale financial restructuring of a BPO inside one of the largest FMOs in the country, driving EBITDA from a loss in 2021 to over $7M in 2023 — a turnaround of more than $10M in three years.
  • Renegotiated client contracts to improve gross margins; restructured SaaS agreements and facility leases to reduce operating costs by an estimated 15–20%.
  • Spearheaded adoption of AI and automation platforms including Cresta, Five9, and AWS to centralize client management, reduce handle time, and improve sales floor efficiency by an estimated 25%.
  • Transitioned the organization to a pay-for-performance revenue model, rebuilding incentive programs around high-impact metrics and creating a measurable culture of accountability.
  • Developed and deployed a self-paced agent training program that cut time-to-productivity for new hires by an estimated 30%, directly accelerating revenue ramp.
  • Provided executive oversight across Finance, HR, Operations, and Technology with full P&L accountability across all client programs.
Jan 2020 — Sep 2020
Health IQ — Mountain View, CA
Chief Sales Officer
  • Built the strategic plan for a new product line and executed its launch, scaling the division to 120 sales agents with full P&L, compensation, training, and technology ownership.
  • Led the launch of the company's third office, which became the flagship location with over 100 employees in Dallas.
  • Built and scaled a Sales Qualifier division to 150 offshore agents across three BPOs, doubling average revenue per sales agent per day from $4,000 to $8,000.
Jan 2008 — Dec 2020
eHealth, Inc. — Santa Clara, CA
VP, Inside Sales
  • Core member of the leadership team that grew top-line revenue from $155M to $506M over seven years, while simultaneously expanding Medicare Advantage, MAPD, and ACA membership.
  • Scaled the inside sales organization from 20 to over 1,500 licensed and non-licensed agents across direct, BPO, inbound, and outbound channels.
  • Pioneered the company's transition from a high-cost lead generation model to a profitable direct-to-consumer Medicare sales model — a strategic shift that became a core growth driver.
  • Early adopter and champion of AI on the floor — implemented Balto for real-time agent guidance, CallMiner for conversation intelligence, and collaborated with the product team to build proprietary homegrown tools that improved conversion rates and coaching outcomes.
  • Owned CAC, LTV, and CPL across all channels, ensuring profitable scaling at every stage of growth.
  • Initiated the company's first radio and TV advertising campaigns, reducing dependence on paid digital media and lowering CAC by 10%.
Jan 2002 — Dec 2008
Anthem, Inc. — Newbury Park, CA
Broker Sales Director
  • Built and managed high-performing broker networks across eight states for Unicare, BCC, and BCBSCO, significantly extending market reach and distribution footprint.
  • Implemented the first FMO Medicare contracts for Anthem following the WellPoint merger, securing critical partnerships for immediate and long-term growth.
  • Oversaw the full broker lifecycle — recruitment, contracting, certification, and training on complex MAPD, Med Supp, and PDP products.
AI & Technology

Early Adopter.
Now Selling It.

I was putting AI platforms to work on the sales floor years before it became an industry conversation. That perspective is rare — most AI sellers have never run the operations they're selling into.

At Conversely AI I bring the credibility of someone who has sat on both sides of the table. I understand the operational reality AI lands in, the skepticism it faces on the floor, and what adoption actually requires.

B.A., Human Resource Management Geneva College
  • BaltoReal-time agent coaching
  • CrestaAI conversation intelligence
  • CallMinerSpeech analytics
  • Five9Cloud contact center
  • AWSInfrastructure & ML
  • Homegrown AI ToolsProduct team collaboration
  • QlikView / TableauBI & data visualization
  • CRM & Dialing SystemsPipeline & floor optimization
Get in touch

Building Something at
This Intersection?

For AI companies, FMOs, BPOs, and PE-backed platforms looking to grow in the insurance distribution space — that combination is hard to find. I'd like to talk.

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