Account Executive

Enterprise Account Executive – Insurance Claims Technology Location: Remote Compensation: $100,000 base salary / $200,000 On-Target Earnings, plus a six-month new-hire ramp bonus Company Overview Our client is a well-established, tech-enabled B2B services company with more than 20 years of operating history, serving the healthcare, legal, and insurance industries. Its proprietary AI and machine-learning platforms - backed by four U.S. patents - power a business that's a repeat Inc. 5000 honoree with customer relationships spanning 15+ years. This is not a startup: the company is financially stable, well-funded, and built on real technology, not a bolt-on layer over someone else's platform. The Opportunity We're looking for a highly consultative, strategic, and results-driven Enterprise Account Executive to accelerate growth within our Property & Casualty (P&C) insurance business. You'll drive new revenue by selling our AI-powered Property Contents Valuation platform to regional, national, and super-regional insurance carriers - managing complex sales opportunities from initial engagement through contract execution while serving as a trusted advisor to executive and operational leaders across claims, innovation, technology, and underwriting. This is a chance to help build a formal, repeatable sales motion in a company that has historically grown through relationships and land-and-expand - your fingerprints will be on how this function takes shape. What You'll Do Enterprise Sales & Business Development

• Identify, qualify, and pursue new business opportunities within P&C insurance carriers
• Develop and execute strategic account plans for target carriers and territories
• Build relationships with executive decision-makers, including Chief Claims Officers, Claims Operations leaders, Innovation/Digital Transformation executives, CIO/CTO organizations, and Vendor Management/Procurement teams
• Lead the entire sales process from prospecting through contract negotiation and close
• Conduct discovery meetings to uncover operational challenges and strategic objectives
• Develop compelling business cases and ROI analyses quantifying operational improvements, indemnity savings, cycle-time reductions, and customer experience gains
• Manage complex, multi-stakeholder sales cycles involving business, technical, legal, security, and procurement teams
• Accurately forecast opportunities and maintain pipeline visibility

Strategic Account Management

• Develop trusted-advisor relationships with senior leaders across target accounts
• Create and execute account penetration strategies that expand relationships across business units
• Identify opportunities for expansion, cross-sell, and long-term strategic partnership
• Establish executive sponsorship and champion-development strategies within each account

Industry & Market Intelligence

• Maintain deep expertise in P&C insurance trends, claims transformation initiatives, AI/automation adoption, and property contents claims processes
• Represent the company at industry conferences and associations such as PLRB, the Property Innovation Conference, InsurTech Connect (ITC), NAMIC, and APCIA
• Gather competitive intelligence to help inform product strategy and go-to-market efforts

Pipeline Management

• Maintain accurate opportunity, account, and activity data in CRM (Salesforce or HubSpot)
• Build and manage a pipeline capable of consistently achieving revenue targets (3x–5x quota)
• Collaborate with marketing on campaigns and account-based marketing efforts

What We're Looking For

• Bachelor's degree or equivalent business experience
• 7–10 years of successful enterprise software or SaaS sales experience
• Demonstrated success selling complex solutions into large enterprises, with a track record of achieving or exceeding quota
• Experience managing multi-month or longer enterprise sales cycles
• Strong executive presence and ability to communicate effectively with C-suite leaders
• Excellent presentation, negotiation, and consultative selling skills
• Strong financial acumen, including the ability to build business cases and ROI analyses
• Experience using CRM platforms such as Salesforce or HubSpot

Nice to Have

• Experience selling to Property & Casualty insurance carriers
• Prior experience selling claims technology, InsurTech solutions, AI-enabled platforms, data analytics solutions, or property restoration/claims ecosystem solutions
• Existing relationships with senior P&C insurance executives
• Familiarity with claims operations, contents claims, CAT claims, or property claims workflows
• Knowledge of enterprise procurement, information security reviews, and legal contracting processes
• Experience with formal sales methodologies such as MEDDICC, Command of the Message, Challenger, or SPIN Selling

Compensation & Benefits

• Base salary: $100,000; Target variable compensation: $100,000; On-Target Earnings: $200,000
• Commission on customer billings: 20% (months 1–6), 10% (months 7–12), 5% (months 13–18)
• Six-month new-hire ramp bonus of up to $3,000/month, with a best-of-guarantee against early-earned commissions
• Medical, dental, and vision coverage effective the first of the month after 30 days (full-time employees)
• Company-paid life insurance and long-term disability for employees working 39+ hours/week
• 401(k) with company match after 6 months of service
• Paid time off, sick time, and company holidays

Location This is a fully remote position, with travel expected for relevant industry conferences and association events.