Job DescriptionAn Enterprise Account Executive will thrive in a flexible and fast-paced environment and will accelerate the success we are achieving in the Insurance vertical. The Enterprise Account Executive is responsible for identifying, developing, and closing complex opportunities with new and existing enterprise customers. This role positions an AE in a competitive market, where Nearmap must be positioned as a strategic partner and solution provider in the property intelligence space, to drive the future of Property & Casualty Insurance.
The successful candidate will bring a combination of enterprise SaaS and Insurance technology sales experience and apply deep professional knowledge and commercial acumen to influence enterprise buying decisions. They will lead with a customer-first mindset, guide complex sales cycles, and consistently deliver results aligned with business goals.
Key ResponsibilitiesPipeline Generation & Opportunity Development
- Understand and apply Nearmap's MEDDPICC sales methodology and value selling framework to create engagement across your territory
- Build relationships with key stakeholders in customer and prospect accounts
- Learn about Nearmap's product suite and value drivers to develop expertise in use cases and persona motivation
- Quickly engage and qualify inbound leads from Marketing and SDR teams
- Partner with assigned Outbound BDR to execute strategic territory planning and coordinated prospecting efforts
- Create and execute enterprise account strategies that include stakeholder mapping, business case development, and multithreaded engagement
- Uncover and diagnose customer pain points, recommend tailored solutions, and position Nearmap's offerings to address complex business needs
- Coordinate high-impact product demonstrations and articulate ROI-driven narratives to diverse enterprise audiences
- Maintain and manage a long-term pipeline, prioritizing high-value opportunities and strategic account expansion
- Monitor and analyze industry trends, customer needs, and competitive activity to inform sales strategy
- Develop customized proposals and lead contract negotiations, including pricing, licensing terms, and value-based structuring
Enterprise Sales Cycle Management
- Own and lead complex sales cycles with multiple stakeholders and 6-18 month decision timelines
- Match client business challenges with Nearmap's suite of solutions through genuine curiosity, discovery and expertise in the Property and Casualty Insurance market
- Maintain accurate pipeline visibility, consistently updating Salesforce with deal stage, forecast, and next steps
- Achieve and exceed quarterly and annual sales targets
- Provide reliable sales forecasting updates and contribute insights to cross-functional planning
Team Collaboration
- Collaborate across functions to align account strategy with marketing campaigns, customer success plans, and solution design
- Lead internal coordination across Legal, Finance, Customer Success, and Product to drive deals to close
- Serve as a voice of the customer internally, sharing insights to inform product and GTM initiatives
- Mentor junior sales team members and contribute to the development of sales best practices
- Actively participate in sales team meetings, strategy sessions, and cross-functional planning workshops
QualificationsExperience- Minimum 5+ years in an enterprise closing sales role with a strong track record of exceeding quota in the Insurance vertical
- Proven experience selling SaaS, geospatial, data, or platform solutions to large, complex organizations
- Demonstrated success managing strategic accounts and complex deal cycles involving multiple stakeholders
Skills- Mastery of enterprise sales methodology (MEDDICC, or similar)
- Deep expertise in value selling and building ROI-driven business cases
- Exceptional stakeholder management, influence mapping, and negotiation skills
- Strong ability to synthesize technical and strategic information for executive audiences
- Advanced pipeline management, forecasting, and CRM proficiency (Salesforce preferred)
- Expertise in building C-level relationships and aligning to executive priorities
- Highly skilled in territory planning, pipeline management, and sales forecasting
Personal Attributes- Analytical thinking and creativity in solving customer problems and structuring complex deals
- Entrepreneurial work ethic
Tertiary Qualifications- Bachelor's degree required; advanced degree preferred.
Additional InformationSome of our benefitsNearmap takes a holistic approach to our employees' emotional, physical and financial wellness. Some of our current benefits include:
- Quarterly wellbeing day off - Four additional days off a year as your "YOU" days
- Company-sponsored volunteering days to give back.
- Generous parental leave policies for growing families.
- Access to LinkedIn Learning for continuous growth.
- Discounted Health Insurance plans.
- Monthly technology allowance.
- Annual flu vaccinations and skin checks.
- Hybrid flexibility
- A Nearmap subscription (naturally!).
