Account Executive, Life & Annuity Insurance

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete sales cycle from prospecting, discovery, demonstration, negotiation, and closing without relying on an existing inbound motion.

• Assess and prioritize our current target list of 100 carriers to create a viable account plan within your first 30 days. Develop and maintain a pipeline exceeding $1M across at least 10 prospects by the end of Q4, aiming for signed pilot agreements.

• Create the foundational go-to-market (GTM) playbook, which includes ideal customer profile (ICP), buyer personas, messaging strategies, objection handling techniques, and a discovery framework.

• Define and oversee our customer expansion strategy—promote adoption, retention, and growth within your accounts across various teams and use cases.

• Navigate intricate, multi-stakeholder buying committees, including underwriting, actuarial, claims, customer service, compliance, and C-suite executives, while establishing credibility with technical and regulatory stakeholders beyond procurement.

• Collaborate with our insurance team to outline proofs of concept (POCs), conduct impactful demonstrations, and convert customer insights into product priorities.

• Gather customer and market insights to guide the product roadmap, pricing, packaging, and go-to-market strategy.

• Assist in selecting and establishing the initial sales stack and reporting routines for this business line, as none currently exists.

⛳️ Requirements

• A minimum of 6 years of enterprise SaaS sales experience specifically within the life insurance sector.

• Strong commercial instincts with a proven history of closing intricate, end-to-end enterprise deals involving senior, multi-stakeholder buying groups.

• Proficient understanding of life insurance regulatory and compliance processes, data governance, and the executive sign-off necessary for deal closures.

• Proven capability to establish a sales motion from the ground up, including messaging, playbook, and pipeline, without an established process to rely on; prior experience in early-stage or startup sales is highly preferred.

• Comfortable navigating lengthy sales cycles (typically 6–9 months in this market) while still achieving short-term pipeline objectives.

• Intellectually curious, enthusiastic about AI, and ready to contribute as a founding team member. Willing to delve deeply into your buyers' environment (including ratemaking, reserving, and competitive analysis) to build trust with technical and skeptical buyers. Attracted to the challenges, rewards, ownership, and impact of an early-stage product and a new business line.

🏝️ Benefits

• Competitive Compensation and Equity

• Hybrid workplace offering flexibility, dynamic in-person workspaces, and the opportunity to cultivate strong connections throughout Overjet, regardless of location.

• 401k plans with a matching program.

• Medical, Dental, and Vision coverage: 99% employee premium covered, 75% dependent premium covered.

• Life and AD+D Insurance.

• 8 weeks of Paid Parental Leave.

• Optional HSA with Employer contribution.

• Flexible Time Off and company-paid holidays.

• Annual Learning and Development Stipend.