Mid-Market Account Executive

Adapt API • San Francisco, CA

19d • $200,000 - $240,000 • Remote

About The Position

Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance. The company aims to modernize the insurance industry by replacing manual and error-prone workflows with a comprehensive agentic workflow layer. This role is crucial for Adapt's growth, focusing on selling to sophisticated mid-market P&C agencies.

Requirements

• 4+ years of full-cycle AE experience in SMB or mid-market SaaS, with a history of quota attainment.
• Proven ability to self-source pipeline without a mature marketing engine.
• Ability to manage 20+ live opportunities without sacrificing rigor.
• Consultative approach in discovery, with strong listening skills and the ability to connect the demo to prospect needs.
• ROI-driven sales approach, quantifying the cost of inaction and building a clear business case.
• Organized operator with proficiency in CRM (HubSpot), maintaining a clean pipeline, and accurate forecasting.
• Resilience and the ability to diagnose and overcome personal slumps.
• Grit and a hunger to deliver results, even without prior insurance sales or name-brand company experience.

Nice To Haves

• Experience selling to insurance agencies or familiarity with agency management systems (Applied Epic, AMS360, ImageRight).
• Experience selling API, integration, or infrastructure products and explaining technical value to non-technical buyers.
• Pilot-led or POC-led selling experience.
• Startup experience.
• Military or high-level athletics background.

Responsibilities

• Own the Full Cycle: Identify, prospect, qualify, demo, pilot, and close mid-market agencies.
• Self-Source Your Pipeline: Utilize HubSpot, Nooks, SalesNav, referrals, conference lists, partner channels, and resourcefulness to build pipeline, aiming for roughly half of the pipeline to be self-generated.
• Run Discovery That Earns the Demo: Understand agency operations, including AMS setup, document handling, carrier mix, and policy change processes, to identify the cost of current processes.
• Run Pilots to Conversion: Define success criteria, scope, pricing, and conversion paths at the start of pilots, conduct weekly check-ins, track ROI, and drive conversion decisions on schedule.
• Multi-Thread Every Deal: Build relationships with operations, IT, and principal or CFO stakeholders to drive deals to completion.
• Close and Hand Off Clean: Negotiate commercial terms, secure signatures, and provide Customer Success with necessary information for onboarding.
• Sharpen the Motion: Test messaging, verticals, and sequencing, and document effective strategies to improve the mid-market playbook.

Benefits

• Uncapped Earning Potential: Strong base, aggressive commission with accelerators past quota.
• Real Product, Real Pain: Selling a solution to a problem agencies experience daily.
• A+ Team & Backers: Backed by top investors, ex-Plaid execs, and industry insiders.
• Career-making role with direct work with CEO and Head of Sales.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed