Account Representative Lead (P&C)
About The Position
FOCUS provides cloud-based, core administration solutions (FOCUS Tech) and services (FOCUS Insurance Services) for P&C insurance companies and MGAs. FOCUS Tech applies decades of insurance experience to developing solutions that complement the company’s extensible InFocus Platform, including self-service digital portals, configuration tools, and real-time risk management functionality while the FOCUS Insurance Services’ teams deploy policy, billing, and claims solutions with intuitive automation of workflows and artificial intelligence (AI) applications via state-of-the-art cloud technologies and robust APIs. Through proven technology and quality services, FOCUS is taking the risk out of insurtech for small, mid-size, and growth-focused insurance organizations. Position Overview We are looking for a driven and entrepreneurial Account Representative Lead to join our growing team. As an early sales hire in a fast-scaling startup, you will play a pivotal role in shaping our go-to-market approach and driving new revenue growth. We are looking for someone with direct experience generating leads and converting those leads to partners within the Property & Casualty (P&C) insurance market.
Requirements
- 5–8+ years of enterprise / strategic sales experience, ideally in SaaS, technology, or data/analytics.
- Proven track record of exceeding quota in high-growth or startup environments.
- Strong hunter mentality with expertise in prospecting and building new logos.
- Comfortable navigating complex buying cycles with multiple stakeholders.
- Exceptional communication, presentation, and negotiation skills.
- Entrepreneurial mindset: scrappy, adaptable, and motivated by building from the ground up.
Responsibilities
- Own the end-to-end sales cycle: prospecting, discovery, solution positioning, negotiations, and closing.
- Drive new business acquisition with enterprise and mid-market accounts.
- Expand existing customer relationships through up-sell and cross-sell opportunities.
- Direct sales prospecting and lead generation experience within the Property & Casualty (P&C) insurance industry.
- Full-cycle technology sales experience, including outbound lead generation and deal ownership from initial outreach through close, selling to P&C carriers.
- Develop account plans for target accounts and build multi-stakeholder engagement strategies.
- Build trusted advisor relationships with executives, decision-makers, and champions.
- Ensure customer success teams are set up to deliver long-term value post-sale.
- Collaborate with marketing to optimize lead generation, messaging, and campaigns.
- Provide market feedback to product teams to shape roadmap and solution enhancements.
- Help refine sales playbooks, pricing, and positioning to scale GTM execution.
- Consistently meet or exceed revenue, pipeline, and activity targets.
- Maintain accurate forecasting, pipeline hygiene, and CRM discipline.
- Leverage data-driven insights to continuously improve sales effectiveness.
Benefits
- Medical, Dental, Vision, Life, Pet
- Flexible Spending Account
- Competitive Salaries
- 401K Match
- Work-Life Balance: Personal Days, PTO Days, 12 Paid Holidays, Two Paid Days for Volunteer Service, Paid Parental Leave
- Short and Long-Term Disability
- Employee Support Programs, Including Mental Health
- Tuition Reimbursement
- Matching Charitable Gift Program
- Lucrative Referral Program
- Commuter Benefits
- Flexibility: Remote and Hybrid Opportunities Available
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
101-250 employees
