Sean Burns
Senior Vice President of Sales, Cambridge Mobile Telematics
Sales is changing—fast.
AI has taken away the old advantage of just “knowing more” than the customer. Buyers are more informed, deals are more complex, and the bar for value is a lot higher. The teams that win aren’t just running a process—they’re helping customers think differently and make better decisions.
I’ve spent the last 20+ years building toward that.
At Cambridge Mobile Telematics, I’ve had the opportunity to help grow the business from our first customer to a global leader—working with some of the largest insurers, mobility platforms, and technology companies in the world. The work sits at the intersection of data, operations, and real-world outcomes—improving loss ratios, accelerating claims, and ultimately making roads safer.
The part of the job I care most about is building teams. Creating environments where people take ownership, think critically, and consistently perform at a high level. Sales today isn’t just about activity or pipeline—it’s about judgment, accountability, and the ability to operate in complexity.
Right now, my focus is on how sales organizations need to evolve. How do we actually use AI to get better? How do we move from “selling” to truly partnering with customers? And how do we build teams that can adapt, challenge thinking, and drive outcomes?
The future of sales leadership isn’t about managing deals—it’s about building teams and systems that consistently create value.
