Account Executive, Service

Harper•Atlanta, GA

2d•$130,000 - $200,000•Onsite

About The Position

Harper is an AI-native commercial insurance company. We are rebuilding the entire business as software, with the goal of turning expert human judgment into compute. The company has grown approximately 100x in the last year and operates at a fast pace with high standards. The role focuses on managing the gap between what a customer initially purchased and their evolving needs, turning it into a clear recommendation and a closed sale. The policy has been sold, and the customer returns with a certificate of insurance request or a contract with insurance requirements that differ from the original discussion. This moment is treated as a second commercial conversation, which the Account Executive owns. Harper's systems consolidate account history, the bound policy, and new requests. The Account Executive is responsible for reviewing documents, identifying discrepancies, leading customer conversations, and securing the appropriate coverage. Harper's growing policy book creates a commercial opportunity post-sale. Customers returning mid-term with certificate requests or contract requirements that do not align with their current coverage necessitate a dedicated sales approach rather than a service queue. Harper has four Account Executive lanes: New Business, Renewals, Partnerships, and Service. The Service lane is distinct from renewals and recovery work within New Business. It is a smaller team, more focused on brokerage, requiring the Account Executive to interpret policies, certificates, and contract insurance requirements, and to own the customer's decision-making process.

Requirements

Worked in commercial insurance brokerage or account management.
Can read a policy, a certificate of insurance, and a contract's insurance requirements.
Can tell a customer who thought they were covered that their requirement asks for more, and keep their trust.
Treat an existing customer's request as the start of a commercial conversation.
Use the policy, the certificate, and the contract instead of relying on one status.
Can earn and maintain the required commercial insurance licenses.
Based in New York or San Francisco, or ready to relocate.

Responsibilities

Pick up the account after the sale.
Take the customer who comes back with a certificate of insurance request or requirements that differ from what was originally discussed.
Read the source documents: compare the bound policy, the certificate request, and the contract insurance requirements line by line.
Name the gap: Identify exactly what the requirement asks for that the current coverage does not provide.
Build the coverage plan: Decide with placement and insurance experts how to close the gap credibly.
Lead the customer conversation: Explain the requirement, the current coverage, the options, the price, and the deadline in plain language.
Close the change: Ask for the business, collect the required decision and completion items, and keep ownership through bind.
Protect accuracy: Work within your license and authority. Never let a certificate or a promise overstate what the policy covers.
Record the outcome: Capture what the customer needed, why the gap appeared, and whether they bought, waited, or left.