Enterprise Account Executive, Insurance

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

📋 Description

• Identify, develop, and finalize intricate opportunities with both new and existing enterprise clients within the Insurance sector.

• Establish Nearmap as a key strategic partner and solution provider in the realm of property intelligence.

• Utilize the MEDDPICC sales methodology and value-driven selling techniques to foster territory engagement.

• Cultivate relationships with essential stakeholders in customer and prospective accounts.

• Acquire in-depth knowledge of Nearmap’s product offerings, use cases, and the motivations of various personas.

• Qualify incoming leads generated by the Marketing and Sales Development Representative teams.

• Collaborate with the designated Outbound Business Development Representative on territory planning and prospecting efforts.

• Develop strategies for enterprise accounts that include stakeholder mapping, business case formulation, and multithreaded engagements.

• Analyze customer pain points and propose customized solutions accordingly.

• Organize product demonstrations and convey narratives focused on return on investment.

• Oversee long-term pipeline management and strategic account growth.

• Stay informed about industry trends, customer requirements, and competitive movements.

• Create tailored proposals and lead negotiations for contracts.

• Manage intricate sales cycles that involve multiple stakeholders and decision timelines ranging from 6 to 18 months.

• Ensure visibility in the Salesforce pipeline, including forecasts, deal stages, and next steps.

• Meet and surpass quarterly and annual sales goals.

• Provide updates on sales forecasts and participate in cross-functional planning initiatives.

• Collaborate with Legal, Finance, Customer Success, Product, Marketing, and Solution Design teams.

• Advocate for customer needs internally to guide product and go-to-market strategies.

• Mentor junior sales team members and share insights on sales best practices.

• Engage in sales meetings, strategy discussions, and cross-functional planning workshops.

⛳️ Requirements

• A minimum of 5+ years in a role focused on enterprise closing sales.

• Proven history of surpassing quotas within the Insurance industry.

• Experience in selling SaaS, geospatial, data, or platform solutions to large and complex organizations.

• Demonstrated success in managing strategic accounts and navigating complex deal cycles with multiple stakeholders.

• Proficiency in enterprise sales methodologies, particularly MEDDICC.

• Extensive knowledge of value selling and the ability to construct ROI-driven business cases.

• Exceptional skills in stakeholder management, influence mapping, and negotiation.

• Capability to distill technical and strategic information for executive-level audiences.

• Advanced skills in pipeline management, forecasting, and CRM systems; experience with Salesforce is preferred.

• Expertise in building relationships with C-level executives and aligning with their strategic priorities.

• Highly experienced in territory planning, pipeline oversight, and sales forecasting.

• A Bachelor’s degree is required; an advanced degree is preferred.

• An entrepreneurial work ethic.

• Strong analytical skills and creativity in addressing customer challenges and structuring complex deals.

🏝️ Benefits

• Quarterly wellbeing day off.

• Four additional “YOU” days off each year.

• Company-sponsored volunteering opportunities.

• Generous parental leave policies.

• Access to LinkedIn Learning resources.

• Discounted health insurance options.

• Monthly technology allowance.

• Annual flu vaccinations and skin checks.

• Hybrid work flexibility.

• Nearmap subscription.

• Work From Overseas Policy which permits work from approved cities.

• An inclusive and supportive workplace culture.

• A safe environment where everyone can belong and be their authentic selves.