Account Executive, Insurance

Adlib Software•Any, CA

2d•$125,000 - $145,000•Remote

About The Position

Adlib is the AI Production Layer for regulated industries, transforming complex documents into AI-ready data for defensible decisions. For insurance carriers, this means agentic intake across critical documents like FNOL packets, police reports, medical records, and more. Adlib classifies, extracts, validates, and scores documents for trust, feeding clean data into existing core systems and AI models. This results in fewer exceptions, faster cycle times, and reduced manual handling. The agentic intake capability allows agents to process documents, apply rules, and route exceptions efficiently. Adlib integrates with core systems like Guidewire, Duck Creek, Sapiens, and Majesco without replacing them. The company is backed by Diversis Capital and serves Fortune 1000 customers in insurance, life sciences, and the public sector.

Requirements

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.
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.
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.
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 Haves

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.

Responsibilities

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.
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.
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.
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.
Work with our Strategic Partnerships lead and the insurance SI ecosystem, including Guidewire-connected implementation partners, to source and co-sell partner-originated opportunities.
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 a first use case, prove trust and accuracy against a defined baseline, then expand across lines of business and adjacent processes.