Account Executive (Enterprise)Role OverviewWe're looking for a Founding Account Executive to own the enterprise sales motion at Effective AI. You'll partner directly with the founders to close complex deals at the largest insurance carriers, deepen our enterprise positioning, and help scale the sales team as demand grows.
The buyers are chief actuaries, heads of product, chief data officers, and P&L owners at the nation's largest carriers. They're technical, they're skeptical, and credibility comes from understanding their work and proving the platform's value through a multi-stakeholder process, not from a pitch deck. This role is for someone who thrives in ambiguity, can navigate multi-stakeholder deals, and is energized by shaping a sales motion that's still evolving.
What You'll Do- Build and execute the end-to-end enterprise sales motion: sourcing leads, running discovery, managing demos, navigating technical evaluation, negotiating contracts, and closing deals.
- Build pipeline and shape how we reach enterprise buyers: outbound, conferences, events, content, campaigns, and thought leadership that put us in front of actuarial and pricing leaders.
- Establish and own our customer expansion approach - drive adoption, retention, and growth within your accounts across adjacent teams and use cases.
- Partner with our insurance research team to scope POCs, run high-signal demos, and translate customer feedback into product priorities.
- Collect feedback from customers and the market to influence product roadmap, pricing, packaging, and go-to-market strategy.
Who You Are- 3+ years in sales, business development, or growth roles at high-growth startups, with experience closing enterprise or mid-market deals. Proven ability to multi-thread, manage long sales cycles, and drive consensus across diverse stakeholders. Bonus: AI, data, fintech, or vertical SaaS.
- Strong commercial instincts. Comfortable structuring deals, negotiating terms, and managing enterprise procurement cycles. Equal parts strategic advisor and closer, with a track record of building pipeline from scratch.
- Strong understanding of B2B SaaS go-to-market motions (sales-led, partnerships, PLG). You know how enterprise buyers evaluate and buy, and you can design the right approach for the segment.
- Builder mentality. Energized by shaping the sales motion, not just executing one. Comfortable where process is still forming and your input directly influences how things get done.
- Intellectually curious, excited by AI, and ready to be a founding team member. Willing to go deep on your buyers' world (ratemaking, reserving, competitive analysis) because that's how you earn trust with technical, skeptical buyers. Drawn to the risk, reward, ownership, and impact of an early-stage company.
If you've sold into insurance or actuarial teams before, you know how hard the problem is, and how underserved these teams have been by technology.
If you haven't, but you've consistently closed complex enterprise deals with technical buyers and want to help define a new category, we want to talk.
Role Details- Location: San Francisco, CA
- Work Model: Hybrid/Onsite
- Compensation: Competitive base salary plus uncapped commission, meaningful equity, and full benefits.
What We Offer- Highly competitive salary & meaningful equity
- Best-in-class medical, dental & vision insurance
- Flexible PTO
- 401k with company match
- Annual learning and development stipend
- Daily lunch for in-office team members
- Team building events & happy hours
At Effective AI, we value ownership, intellectual curiosity, and a bias toward action. You'll have outsized impact, work closely with ambitious colleagues, and help transform how insurance teams do their most important work.
