Strategic Account Executive, Roof and Exterior Measurement

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

📋 Description

• Identify, assess, and finalize intricate Roof and Exterior Measurement opportunities with new strategic carriers.

• Broaden Nearmap's Roof and Exterior Measurement offerings within current insurance clients across Claims and Underwriting.

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

• Create strategic account plans that include stakeholder mapping, business case development, and multi-threaded engagement.

• Sustain a long-term pipeline while prioritizing high-value opportunities.

• Meet and surpass quarterly and annual sales objectives.

• Establish relationships with leadership in Claims, CAT response, and Underwriting.

• Identify customer challenges and propose customized solutions.

• Qualify incoming leads from Marketing and SDR teams.

• Organize product demonstrations and convey ROI-driven narratives.

• Utilize MEDDPICC and value-selling methodologies.

• Keep track of industry trends, customer requirements, and competitive movements.

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

• Create proposals and lead contract negotiations regarding pricing and licensing terms.

• Ensure Salesforce pipeline visibility, track deal stages, forecasts, and next steps.

• Provide updates on sales forecasting and assist in cross-functional planning.

• Work with Legal, Finance, Customer Success, and Product teams to finalize deals.

• Align account strategy with marketing campaigns, customer success initiatives, and solution design.

• Share customer insights to guide product and go-to-market strategies.

• Mentor junior sales team members and contribute to the establishment of sales best practices.

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

• Comply with company policies and the Code of Conduct.

⛳️ Requirements

• At least 5+ years in strategic or enterprise closing sales roles within the Insurance sector.

• Strong history of surpassing sales quotas.

• Proficiency in the Roof and Exterior Measurement domain, including property measurement, estimating, or claims workflow solutions.

• Direct experience in selling to insurance carriers.

• Demonstrated success in managing strategic accounts and complex, multi-stakeholder sales cycles with decision timelines of 6 to 18 months.

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

• Mastery of enterprise sales methodologies like MEDDPICC.

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

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

• Advanced capabilities in pipeline management, forecasting, and CRM systems; Salesforce experience preferred.

• Ability to distill technical and strategic information for executive audiences.

• Strong analytical thinking and creativity in structuring complex deals and addressing customer issues.

• Expertise in territory planning and sales forecasting.

• Familiarity with claims estimating and measurement workflows, such as Xactimate/Xactanalysis.

• Proven ability in building and maintaining C-level relationships.

• Awareness of the competitive landscape, including EagleView and Hover.

• Entrepreneurial mindset with a strong customer-first approach.

• Capability to mentor junior sales team members.

• Bachelor’s degree required; advanced degree preferred.

🏝️ Benefits

• 4 additional "YOU" days off each year.

• Company-sponsored volunteering opportunities.

• Generous parental leave policies.

• Work from Overseas Policy — explore various approved cities while working.

• Discounted Private Health Insurance plans.

• A Nearmap subscription.

• Annual leave.

• An inclusive, supportive culture and a safe working environment.

• Remote working arrangements.