Mid-Market Account Executive

Fulcrum • San Francisco, CA

6d • Onsite

About The Position

We're hiring a Mid-Market Account Executive to own a segment of the insurance
brokerage market. You'll run a full sales cycle — from outbound prospecting
through close — targeting mid-sized brokerages across the U.S.

This is not a hand-off role. You'll source the majority of your own pipeline,
run disciplined discovery, and close with urgency. You'll work directly with our
founders and GTM leadership, and have meaningful input into how we build and
scale our sales motion.

If you're a sharp, hungry closer who wants to work on a product customers
genuinely love — at a company with strong PMF and real momentum — this role is
for you.

Requirements

• Have 4+ years of B2B closing experience with $50K+ ACV deals
• Source most of your own pipeline — and treat outbound like a craft, not just volume
• Write and speak with precision: your outreach gets replies, your demos move deals forward
• Are energized by ambiguity, iteration, and building in a fast-moving environment
• Are competitive and coachable — you take feedback and apply it immediately

Nice To Haves

• Have sold into insurance, insurtech, financial services, or adjacent verticals
• Have B2B SaaS or technical sales experience (e.g., Salesforce, Gong, Veeva)
• Have worked at an early-stage startup or helped build a new sales motion from scratch
• Have used Salesforce, Gong, Apollo, or similar GTM tools

Responsibilities

• Own a mid-market territory end-to-end: prospecting, qualification, demo, negotiation, and close
• Build self-sourced pipeline through cold outreach, sequencing, referrals, and industry events
• Run structured discovery and tailored demos with Operations, IT, and C-suite stakeholders at mid-sized brokerages
• Manage 30–50 active opportunities simultaneously with strong CRM hygiene and deal discipline
• Collaborate with GTM and product teams to sharpen messaging, surface objections, and feed customer insight back into the roadmap
• Contribute to the playbook — document what's working and help scale it across the team
• Travel to industry events to represent Fulcrum and engage potential clients

Benefits

• Competitive salary + meaningful equity.
• Full health, dental & vision.
• High-ownership, high-trust culture with lightning-fast executors.
• Regular team off-sites, dinners, and an office stocked for builders.

What This Job Offers

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