Job Description

The Roof and Exterior Measurement (REM) Strategic Account Executive will drive the expansion of Nearmap's Roof and Exterior Measurement suite across the Property & Casualty Insurance market. This role is responsible for identifying, developing, and closing complex REM opportunities with new strategic carriers, while also expanding Nearmap's REM suite within our existing book of 200+ insurance customers. The successful candidate will bring enterprise SaaS and claims/insurance technology sales experience, positioning Nearmap's owned-and-operated Roof and Exterior Measurement offering as the differentiated alternative to third-party measurement providers. You will lead with a customer-first mindset, navigate complex multi-stakeholder sales cycles, and consistently deliver results aligned with business goals.

Key Responsibilities

Sales Execution & Pipeline Management

• Identify, qualify, and close complex REM opportunities with new strategic carriers and expand within existing customer accounts across Claims and Underwriting functions
• Own and lead complex sales cycles with multiple stakeholders and 6-18 month decision timelines
• Develop and execute strategic account plans that include stakeholder mapping, business case development, and multithreaded engagement
• Maintain and manage a long-term pipeline, prioritizing high-value opportunities and strategic account expansion
• Achieve and exceed quarterly and annual sales targets

Customer Engagement & Discovery

• Build and maintain relationships with key stakeholders including Claims, CAT response, and Underwriting leadership
• Uncover and diagnose customer pain points, recommend tailored solutions, and position Nearmap's REM offerings to address complex claims and underwriting business needs
• Quickly engage and qualify inbound leads from Marketing and SDR teams
• Coordinate high-impact product demonstrations and articulate ROI-driven narratives to diverse enterprise audiences

Sales Methodology & Strategy

• Apply Nearmap's MEDDPICC sales methodology and value selling framework to create engagement across your territory
• Develop expertise in REM product suite, use cases, and persona motivation to position solutions effectively
• Monitor industry trends, customer needs, and competitive activity (EagleView, Hover, and other measurement providers) to inform sales strategy
• Partner with assigned Outbound BDR to execute strategic territory planning and coordinated prospecting efforts

Deal Management & Collaboration

• Develop customized proposals and lead contract negotiations, including pricing, licensing terms, and value-based structuring
• Maintain accurate pipeline visibility and consistently update Salesforce with deal stage, forecast, and next steps
• Provide reliable sales forecasting updates and contribute insights to cross-functional planning
• Lead internal coordination across Legal, Finance, Customer Success, and Product to drive deals to close
• Collaborate across functions to align account strategy with marketing campaigns, customer success plans, and solution design

Team & Organizational Contribution

• 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
• Adhere to company guidelines, the corporate Code of Conduct, and act ethically when dealing with company assets and other people

Qualifications

Required Experience:

• Minimum 5+ years in strategic or enterprise closing sales roles within the Insurance vertical, with a strong track record of exceeding quota
• Demonstrated expertise in the Roof and Exterior Measurement space (property measurement, estimating, or claims workflow solutions) with direct experience selling into insurance carriers
• Proven success managing strategic accounts and complex, multi-stakeholder sales cycles with 6-18 month decision timelines
• Experience selling SaaS, geospatial, data, or platform solutions to large, complex organizations

Required Skills & Competencies:

• Mastery of enterprise sales methodology (MEDDPICC or similar frameworks)
• Deep expertise in value selling and building ROI-driven business cases
• Exceptional stakeholder management, influence mapping, and negotiation skills
• Advanced pipeline management, forecasting, and CRM proficiency (Salesforce preferred)
• Strong ability to synthesize technical and strategic information for executive audiences
• Analytical thinking and creativity in structuring complex deals and solving customer problems
• Territory planning and sales forecasting expertise

Required Knowledge:

• Working knowledge of claims estimating and measurement workflows (e.g., Xactimate/Xactanalysis) and how REM data integrates into them
• Expertise in building and maintaining C-level relationships aligned to executive priorities
• Understanding of competitive landscape (EagleView, Hover, and other measurement providers)

Professional Attributes:

• Entrepreneurial work ethic with strong customer-first mindset
• Ability to mentor junior sales team members and contribute to sales best practices development

Education:

• Bachelor's degree required; advanced degree preferred

Additional Information

In addition to your annual leave, Nearmap offers:

• 4 extra "YOU" days off each year-take a break, no questions asked!

• Company-sponsored volunteering days to give back.

• Generous parental leave policies for growing families.

• Work from Overseas Policy - explore the world in the approved list of cities while you work!

• Discounted Private Health Insurance plans.

• A Nearmap subscription (naturally!).