ENTERPRISE ACCOUNT EXECUTIVE - INSURANCETHE ROLEWe're hiring a highly technical Enterprise Account Executive to sell into insurance carriers, MGAs, and reinsurers. You'll be operating in Fortune 1000 and large regional accounts, working alongside underwriting, claims, actuarial, and IT leadership.
Demand isn't the problem here; every carrier knows AI is coming for underwriting, pricing, and claims. The problem is to strategically identify meaningful problems that we can help them solve and multithread key stakeholders. That's where you come in.
To do this well, you need to:
- Multi-thread across underwriting, claims, actuarial, data, and compliance
- Hold your own in C-level and board-level conversations: CUO, CCO, CDO, CIO, Chief Actuary
- Translate our neuro-symbolic AI architecture into terms that matter to a carrier: loss ratio, combined ratio, underwriting appetite
- Co-sell with senior leadership and our alliance partners
- Build and grow relationships across brokers, MGAs, and reinsurance intermediaries
HOW YOU WILL OPERATE1. Strategic Co-Selling- Partner directly with our Head of Business Development and our Insurance Head on the biggest carrier and MGA pursuits.
- Lead deal orchestration and keep the story straight across underwriting, claims, actuarial, data, and IT. They don't always agree with each other.
- Carry the deal from the first executive conversation through to a full rollout across lines of business.
2. Multi-Threading Complex AccountsThe demand is there. What separates good reps from great ones is how deep they get into an account.
- Build relationships across the C-suite, the Chief Actuary's office, and the board at carriers, MGAs, and reinsurers.
- Find the internal champions inside underwriting, claims, and data teams.
- Connect the technical people (data science, IT, InfoSec) with the business people (underwriting, distribution, product) so the deal doesn't stall.
- Avoid single-threaded risk; insurance buying cycles are long, and one champion leaving shouldn't kill your deal.
3. C-Level FluencyYou need to shift how you talk depending on who's in the room.
- With IT: architecture, scalability, API integrations, security, how this fits alongside Guidewire, Duck Creek, or Sapiens.
- With finance and the C-suite: loss ratio, combined ratio, capital allocation, reinsurance treaty impact, growth into new lines.
- With underwriting and claims: faster submission triage, quicker quote-to-bind, lower claims cost.
- With compliance: model explainability, defensibility to regulators, forecasting accuracy.
4. Technical Depth: Neuro-Symbolic AI for InsuranceThis isn't a black-box AI sale. In insurance, buyers will push on this, and you need real answers.
- How neural networks pull signal out of unstructured submission, claims, and loss data.
- How the symbolic reasoning layer encodes underwriting rules, appetite, and regulatory logic on top of that.
- Why that combination produces underwriting and pricing decisions a regulator or reinsurer can actually audit.
- How forecasts get validated against actuarial standards, not just back-tested against a dashboard.
- How data moves between carrier data lakes, rating engines, and core systems without creating a mess.
- How we handle security and data governance in an environment that gets examined.
CORE RESPONSIBILITIES- Own full enterprise sales cycles into carriers, MGAs, and reinsurers (3-9+ months).
- Drive revenue that comes through our channel partners.
- Keep your forecast accurate and give leadership real visibility into deals.
- Orchestrate technical discovery with underwriting, claims, actuarial, and data teams.
- Deliver demos built around actual P&C, specialty, and commercial-lines use cases, not generic ones.
- Support InfoSec and regulatory validation as deals move toward close.
- Turn pilots into multi-year agreements across lines of business.
- Use your own network to build pipeline (you'll have BDR support, but you shouldn't need to rely on it).
REQUIRED EXPERIENCE- 7+ years in enterprise SaaS sales, with real time spent selling into insurance carriers, MGAs, or reinsurers.
- A track record of closing six- and seven-figure ARR deals in regulated environments.
- Experience selling to underwriting, claims, actuarial, and C-suite insurance buyers.
- You know your way around loss ratios, combined ratio, treaty reinsurance, and how lines of business differ.
- Familiarity with the core systems insurers run, e.g., Guidewire, Duck Creek, Sapiens, or similar, and where AI fits alongside them.
- Understanding of Enterprise Data Architecture, especially in unclean client data environments.
- Familiar with Life, P&C, and Health Insurance providers.
- A history of multi-threading large, complex carrier accounts.
- Executive presence that holds up in front of a board.
- Comfort discussing AI/ML, data architecture, and model explainability without a script.
IDEAL PROFILEYou are:
- Comfortable whiteboarding architecture or underwriting logic in front of a CUO or Chief Actuary.
- Fluent in how insurance executives talk about growth, loss ratio, and regulatory risk.
- A strategic account planner who doesn't get lost in a carrier's org chart.
- Good at turning executive curiosity into a real, structured initiative.
- Someone who enjoys technical and actuarial complexity rather than avoiding it.
- Collaborative, and genuinely comfortable co-selling with senior leadership and partners.
- Steady under pressure, in a market where expectations are high, and cycles are long.
- Living in the NYC area and able to come into the office 2-3x per week.
PERKS- Competitive compensation and equity in a rapidly growing company.
- 100% company-paid health, dental, and eye insurance.
- Hybrid work schedule (office located in Flatiron District, New York, NY)
- Pet-friendly office.
