You have sold enterprise software into insurance and you know the difference between selling to a Chief Claims Officer and selling to IT. You can walk into a claims operation, understand where documents create leakage and cycle time, and translate that into a business case a COO will sign.

You are a hunter. This is a new logo territory build across North America, focused on mid-market and upper mid-market carriers, MGAs, TPAs and brokers, with cross-sell into the existing base. You want the ownership that comes with an open field, and you are comfortable being measured on it.

You are credible in an AI conversation without overpromising. Our biggest competitive risk is being boxed as "just another OCR or IDP tool." You will need to hold the line on the trust layer and agentic intake story, in front of buyers who have been pitched by every extraction vendor in the market and are now being pitched agentic AI by their core platform vendor as well.

The details

Role

Account Executive, Insurance

Territory

North America (United States and Canada)

Reports to

General Manager, Insurance

Location

Remote, North America. Approximately 30% travel.

Target start date

September 15, 2026

Base salary

$125,000 - 145,000 USD

What you will own

• Build and own the North America insurance new logo territory. Source, qualify and close new business against a $1M annual new ARR target, with a disciplined focus on the ~15 named ABM accounts in the insurance vertical plus self-sourced expansion.
• Executive access. Run multi-threaded deals across Claims, Underwriting, Operations, IT and Data or AI leadership. Reach and hold the attention of Chief Claims Officers, Chief Underwriting Officers, COOs, CIOs and Chief Data Officers.
• Domain depth. Become fluent in how claims and underwriting actually run: FNOL and loss intake, adjuster workflows, subrogation, SIU and fraud referral, submission triage, policy issuance and endorsements, and the document handoffs that slow each one down.
• Technical fluency. Understand where Adlib sits relative to the core platform. Be able to whiteboard the flow from document intake through validation and agentic routing into Guidewire ClaimCenter or Duck Creek, and explain what changes for the adjuster and the underwriter.
• Sell the agentic intake story on business outcomes, not model hype. Defend the trust and governance layer against core platform vendors and extraction point tools now claiming the same ground.
• Partner leverage. Work with our Strategic Partnerships lead and the insurance SI ecosystem, including Guidewire-connected implementation partners, to source and co-sell partner-originated opportunities.
• Forecast rigor. Keep Salesforce clean and your forecast honest. Weekly pipeline and forecast discipline is non-negotiable, and the number you call is the number we take to the Board.
• Land and expand. Land a first use case, prove trust and accuracy against a defined baseline, then expand across lines of business and adjacent processes.

What you bring

• Insurance sales experience. 5+ years closing complex enterprise software into insurance carriers, MGAs, TPAs, brokers or reinsurers, with a track record of quota attainment at or above $1M in new ARR.
• Core process knowledge. Direct experience selling into or working within claims, underwriting, policy administration or compliance functions. You understand the claims lifecycle end to end and can speak to loss ratio, expense ratio, cycle time, leakage and straight-through processing.
• Systems familiarity. Working familiarity with the insurance core and content stack: Guidewire (ClaimCenter, PolicyCenter, BillingCenter), Duck Creek, Sapiens, Majesco, Origami Risk or Insurity, plus content platforms such as OnBase, ImageRight, FileNet or SharePoint. You do not need to configure them. You do need to know how data moves through them.
• Data and regulatory context. Comfort with ACORD forms and standards, ISO forms, unstructured claim and submission documents, and the data quality problems that come with them. Awareness of NAIC and state DOI expectations, HIPAA where health data is in scope, and audit and retention requirements.
• You can craft and deliver a business case, not a feature tour. You can present to a room of C-level executives and to a technical evaluation team on the same day, and be equally credible in both.
• Disciplined use of a structured sales methodology (MEDDIC, MEDDPICC, Command of the Message or equivalent), with accurate CRM hygiene and forecasting.
• Bachelor's degree or equivalent practical experience.

Nice to have

• Experience selling AI, intelligent document processing, RPA or data platform solutions into insurance.
• Existing relationships with insurance systems integrators and Guidewire or Duck Creek implementation partners.
• Experience selling in a private equity backed environment with a clear growth mandate.
• Canadian market experience alongside the United States.
• Prior work at a carrier, MGA or TPA in claims or underwriting operations.

What is in it for you

Adlib's headquarters are located in Burlington, Ontario, and this role is remote within North America. We care about employee health and wellness and develop programs that align to achieving personal and professional satisfaction. We are also passionate about our community and participate in many local charitable events.

We believe that maximizing work-life balance is one of the most important paths to high performance. To that end, we have an open vacation policy and many programs to promote employee wellness.

Our employee programs and benefits include, but are not limited to:

• Wellness and lifestyle spending account
• RRSP or 401(k) matching
• No limit vacation
• Extended maternity and paternity leave
• Employee assistance programs, and much more

To learn more about this role, please express your interest here, or follow us on LinkedIn for future opportunities.