Enterprise Account Executive

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

📋 Description

• Create a pipeline within targeted accounts by integrating outbound prospecting, warm introductions via Vellum’s network, and in-person field events.

• Manage the entire enterprise sales cycle from prospecting to closing with carriers, reinsurers, and significant MGAs/MGUs.

• Assess opportunities, develop accurate forecasts, and surpass quarterly and annual sales quotas.

• Conduct discovery calls, product demonstrations, solution positioning, and executive presentations.

• Establish trusted advisor relationships with key decision-makers (e.g., CEO, CUO, CFO).

• Comprehend customer data challenges and align Vellum’s platform to address tangible business outcomes (e.g., data transparency, underwriting profitability, efficiency).

• Collaborate closely with Data, Technology, Customer Success, and Marketing teams to enhance messaging, refine case studies, and customize solutions to meet customer requirements.

• Develop persuasive proposals and commercial agreements that demonstrate customer value and business impact.

• Acquire extensive knowledge in the insurance and reinsurance landscape, including underwriting workflows, actuarial analytics, portfolio risk management, and data governance.

• Collect competitive insights and relay market feedback to internal product teams.

• Counsel the leadership team on the strategic direction of go-to-market initiatives.

⛳️ Requirements

• Over 12 years of quota-carrying enterprise sales experience in selling SaaS, analytics, data platforms, or enterprise technology (ideally within the insurance, reinsurance, financial services, or related sectors).

• Profound understanding of the insurance and reinsurance value chain, encompassing risk analytics, underwriting, portfolio reporting, bordereau, actuarial needs, and the impact of data challenges on decision-making.

• Proven experience in crafting and delivering presentations to prospective and existing clients using Excel, PowerPoint, and other communication tools.

• A trusted advisor skill set with the capability to influence C-level executives and technical stakeholders.

• Comfortable discussing data workflows, cloud-native analytics, AI/ML-enabled platforms, and integration considerations.

• Familiarity with CRM tools (e.g., Salesforce) and sales engagement software.

• Willingness to travel frequently to engage with enterprise clients in person and represent the company at key market events.

🏝️ Benefits

• Competitive compensation packages

• 401k Match

• Medical, Dental, Vision