TJ Clayton

Trailblazer
DISC Type : DI

VP, New Business Acquisition at Pacific Life

Columbia, South Carolina, United States

Overview

TJ Clayton leads New Business Acquisition for Pacific Lifes Workforce Benefits division, managing the entire quoting, onboarding, and enrollment value chain. He is focused on creating a digitally native, startup-like benefits provider to solve common friction points for brokers and employers. He holds an M. S. in Organizational Psychology from The University of Tennessee.

Described by colleagues as strategic, tactful, and approachable, TJ has a deep academic interest in Industrial-Organizational Psychology and has presented at industry conferences. He previously served on the board for the South Carolina Center for Fathers and Families and was named one of Columbias "Best & Brightest Under 35" in 2018.

He has co-presented research at the Annual Conference of the Society for Industrial and Organizational Psychology.

Personality Overview

Friendly But Fast

Values Relationships

Assertive

A combination of speed and relationship gets the best response from them.  They are more likely to accept new and exciting technologies. They are not against taking risks and can make tough decisions when required.


Topics They Care About

Digital Benefits Experience
He focuses on leveraging technology to eliminate friction points for brokers and employers around billing, commissions, case setup, and enrollment, as mentioned in interviews and company materials.
AI in Insurtech
He recently participated in a presentation showcasing how AI is impacting the Employee Benefits space, particularly in implementing LIMRA’s LDEX data standards for speed and accuracy.
API Connectivity
His work involves building an ecosystem of technology partners through API integrations to create a more seamless and connected customer experience from quote to claim.

Media Appearances

Tj Clayton - VP, New Business Acquisition at Pacific Life | The Org. Featured in The Org

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Ideon Insights: Pacific Life execs on building a digitally-native benefits division. Featured in Ideon Insights (IdeonAPI Blog)

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Work History

4-2026
VP, New Business Acquisition at Pacific Life
11-2022 - 4-2026
Head of Partner Management at Pacific Life
10-2020 - 11-2022
AVP, Administrative Services at Legal & General America
10-2018 - 10-2020
AVP, Digital Technology Partner Strategy and Management at Colonial Life
6-2016 - 10-2018
AVP, Contact Center at Colonial Life

Education

2008 - 2010
M.S. from The University of Tennessee at Chattanooga
2001 - 2005
B.A. from College of Charleston

More Information

Social Presence :

Prographics :

Exp : 17 Location : Columbia, South Carolina, United States Job Level : Senior Designation : VP, New Business Acquisition at Pacific Life
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Insights For Selling To TJ

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Help them visualize the impact of their decision
  • Give them control of the sales process

DONT's

  • Don't make any commitments that you might not be able to fulfill
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don’t hesitate from asking them how they truly feel about your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with TJ is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from TJ

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will TJ move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can TJ take some risk or not?

  • If necessary, they will be ready to take risks.

You And TJ

Personality Compatibility


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