Founding Enterprise AE

Adapt API•San Francisco, CA

1d•Onsite

About The Position

Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance. Today, walking into an insurance agency is like stepping into a time machine. Filing cabinets, fax machines, piles of incoming and outgoing mail. What you don't see is that even for the parts that have been "digitized", needless manual work abounds. Few systems communicate directly, leading to endless copy-pasting from emails to various proprietary web portals/desktop apps and back again. Carrier by carrier, process by process, Adapt is bringing each of those manual and error-prone workflows into our comprehensive agentic workflow layer. The implementation details are subject to change, but this is our north star, and the future we envision isn't possible without it.

Requirements

4+ years of enterprise or mid-market AE experience, with a demonstrated track record of hitting and exceeding quota.
Carried a multi-million-dollar quota and hit it consistently.
Experience closing deals at this size and complexity.
Self-sourcing is second nature; you build your pipeline through outbound, referrals, and relentless prospecting.
Thrive in a heavy dialing culture.
Multi-stakeholder deal experience, navigating complex buying committees, procurement processes, and executive sponsors.
ROI-driven seller, leading with business value and quantifying the cost of inaction.
Organized and disciplined, living in your CRM (HubSpot or Salesforce) with a clean pipeline and accurate forecast.
Resilient and relentless, able to bounce back from lost deals and apply learnings.

Nice To Haves

Experience selling into insurance, financial services, or compliance-heavy verticals.
Experience selling API, infrastructure, or technical integration products.
Startup experience, having built a book at a company without brand recognition.
Experience as a founding AE or early enterprise hire.
Military or high-level athletics background.

Responsibilities

Build and manage your own book from the ground up.
Self-source through outbound, referrals, partner channels, and strategic prospecting.
Run complex, multi-stakeholder deals, navigating procurement, legal, IT, and executive stakeholders simultaneously.
Manage long deal cycles without losing urgency and keep every thread moving.
Test messaging, refine the pitch, and document what works to define the enterprise motion.
Manage and grow existing enterprise accounts, understanding renewal risk early, driving QBRs, and turning customers into advocates and referral sources.
Partner with the Head of Sales and Founder, sharing field learnings and insights.