Enterprise Account Executive, Insurance

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

📋 Description

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

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

• Implement Nearmap’s MEDDPICC sales methodology and value selling framework throughout the territory.

• Foster relationships with key stakeholders in customer and prospective accounts.

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

• Engage with and qualify inbound leads generated by the Marketing and SDR teams.

• Collaborate with the designated Outbound BDR on territory strategy and prospecting efforts.

• Develop enterprise account strategies that include stakeholder mapping, business case formulation, and multithreaded engagement.

• Identify customer challenges and propose customized solutions.

• Coordinate product demonstrations and convey ROI-driven narratives effectively.

• Manage a long-term pipeline and enhance strategic accounts.

• Stay informed about industry trends, customer needs, and competitive landscape.

• Create tailored proposals and lead negotiations on contracts.

• Oversee complex sales cycles that involve multiple stakeholders and spans 6 to 18 months for decision-making.

• Ensure accurate visibility of the Salesforce pipeline, including forecasts, deal stages, and subsequent actions.

• Meet and surpass quarterly and annual sales objectives.

• Provide updates on sales forecasting and contribute to cross-functional planning initiatives.

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

• Act as the internal advocate for the customer.

• Mentor junior sales team members and share best practices in sales.

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

⛳️ Requirements

• A minimum of 5+ years of experience in an enterprise closing sales role, with a proven track record of exceeding quotas within the Insurance sector.

• Demonstrated experience in selling SaaS, geospatial, data, or platform solutions to large, complex organizations.

• Proven success in managing strategic accounts and navigating complex deal cycles that involve multiple stakeholders.

• Mastery of enterprise sales methodologies (MEDDICC or similar).

• Extensive expertise in value selling and constructing ROI-driven business cases.

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

• Strong capability to synthesize technical and strategic information for executive audiences.

• Advanced proficiency in pipeline management, forecasting, and CRM systems (Salesforce preferred).

• Expertise in forming relationships with C-level executives and aligning with executive priorities.

• Highly adept in territory planning, pipeline management, and sales forecasting.

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

🏝️ Benefits

• Quarterly wellbeing day off — four additional days off each year designated as “YOU” days.

• Company-sponsored volunteering days.

• Generous parental leave policies.

• Access to LinkedIn Learning resources.

• Discounted health insurance plans.

• Monthly technology allowance.

• Annual flu vaccinations and skin checks.

• Hybrid work flexibility.

• Nearmap subscription.

• 4 additional “YOU” days off each year.

• Work from Overseas Policy — the option to work from approved cities while abroad.

• Discounted Private Health Insurance plans.