Founding Enterprise Account Executive - Insurance

ProductNow•Palo Alto, CA

1d•Hybrid

About The Position

The Founding Enterprise Account Executive will help the founders sell the company’s product to insurance carriers and related organizations. This hands-on individual contributor role starts with working alongside the founders on high-profile accounts, then takes on more of the sales cycle and builds an independent book of carrier and partner accounts. The role involves sourcing, opening, closing, and expanding deals while helping refine a founder-led sales playbook that is already producing revenue. The position focuses on enterprise insurance sales across carriers, MGAs, TPAs, insurtechs, and industry partners. The successful candidate will use industry relationships and outbound prospecting to develop senior-level conversations; lead discovery, tailored demos, and business cases; guide scoped evaluations or pilots through production and expansion; and coordinate security, legal, and procurement reviews with founder support. They will maintain accountability throughout the sales process, keep CRM and forecasts current, and share market feedback with the team to improve targeting, messaging, demos, and product. The role is hybrid, with office work in Palo Alto, California, Tuesday through Thursday and remote work on Mondays and Fridays. The company is unable to sponsor new visas at this time.

Requirements

Bachelor's degree in a related field or equivalent practical experience.
4–12 years of professional experience in B2B sales, including experience carrying a quota while selling to insurance carriers, MGAs, TPAs, or into insurance at a software or technology company.
An established, active insurance-industry network, particularly among Claims, Operations, Technology, and Transformation leaders, with a record of turning relationships into qualified opportunities and revenue.
Experience sourcing, advancing, and closing deals with long carrier buying cycles.
Ability to conduct research, write outreach messages, make calls, attend insurance events, and follow through when starting from a blank prospect list.
Ability to learn an AI or enterprise product quickly, lead an effective initial conversation with a claims or operations leader, and recognize when to involve specialists.
Self-directed ownership, clear writing, and accountability after handoffs.
High operating tempo, resourcefulness, willingness to do unglamorous work, and eagerness to learn and take over more of a founder-led sales motion.
This is a hands-on individual contributor role.

Nice To Haves

Experience selling into regulated, technical, or enterprise categories.

Responsibilities

Use existing relationships across carriers, MGAs, TPAs, insurtechs, and industry partners to open senior-level conversations, develop opportunities, and close enterprise deals.
Work with the founders on high-profile insurance accounts from discovery through close.
Learn, run, and improve the existing founder-led sales playbook.
Build target-account lists and buyer maps across carriers and claims organizations; conduct outbound prospecting and follow-up.
Select relevant insurance conferences and events, prepare for them, initiate conversations, and follow up promptly.
Run discovery and demos, translating claims and operations problems into a clear business case and next step.
Navigate carrier security reviews, legal processes, and procurement with founder support.
Bring in founders, product, or engineering when appropriate while remaining accountable for deals.
Source, open, close, and expand carrier and partner accounts to build an independent book of business.
Share feedback from claims, operations, and technology leaders to inform the ICP, messaging, demos, and product.
Keep CRM records, follow-up, and forecasts clean and current.