Account Executive

ACCOUNT EXECUTIVE Location: New York City (Hybrid: 2–3 days/week in office) Reports To: Head of Sales Compensation: Base: $125,000 - $175,000 | Total OTE: $250,000 - $350,000 (uncapped commission) | Equity | Benefits ABOUT QUMIS Qumis is redefining insurance with generative AI. We're building the leading vertical AI platform for insurance knowledge work, trusted by top brokers, carriers, and claims professionals to analyze complex policies, compare terms, and generate law-firm-quality insights in seconds. Our traction is undeniable: 100% pilot conversion, 20% month-over-month growth, and >150% quarter-over-quarter growth in 2025, all with minimal outbound sales or marketing. We're backed by leading venture investors including Armory Square Ventures, MTech Capital, and BrokerTech Ventures. Now we're expanding our sales team to meet demand and scale with precision. ABOUT THE ROLE Work at the forefront of insurance innovation and help shape the industry’s future with our forward-thinking partners. We're hiring our first Account Executive to be a foundational member of our go-to-market team. You'll define our sales playbook, shape customer engagement strategy, and build scalable processes as we scale from seed to Series A and beyond. You'll own new logo acquisition, build a high-quality pipeline, and close six-figure deals with leading insurance organizations. You'll work directly with our Head of Sales and founding team, with high visibility and direct impact on company strategy. This role is ideal for someone with strong P&C insurance domain expertise (broker, producer, account manager, or underwriter) eager to bring that knowledge into high-growth tech, or a proven enterprise SaaS seller ready to become a category expert in insurance tech. WHAT YOU'LL DO Core Responsibilities - Own the full sales cycle from prospecting to close with deal sizes of $50K - $250K+ ACV - Actively build and manage pipeline of 3-4x quota across brokerages, carriers, MGAs, TPAs, claims organizations, and legal teams - Drive new logo acquisition focused on mid-market and enterprise accounts (200-10,000+ employees) - Conduct consultative discovery to uncover workflow challenges and build compelling business cases with clear ROI - Lead product demonstrations tailored to technical and business stakeholders - Navigate multi-stakeholder sales processes involving IT, Legal, Compliance, Operations, and C-suite buyers - Maintain accurate forecasting in Attio CRM with rigorous pipeline hygiene Strategic & Cross-Functional - Represent Qumis at tier-1 industry conferences and regional events - Partner with Product, Marketing, and Customer Success to influence roadmap, refine messaging, create case studies, and ensure seamless customer handoffs - Provide market intelligence by synthesizing competitive insights, buyer objections, and emerging trends - Develop sales collateral including one-pagers, ROI calculators, pitch decks, and competitive battle cards - Document best practices and proven sales motions for future hires Innovation & Efficiency - Leverage AI-native tools (Clay, Apollo, ChatGPT, Perplexity) to automate prospecting and research at scale - Test and iterate on messaging, outbound sequences, and sales tactics - Stay current on AI trends, insurance industry shifts, and enterprise selling methodologies WHO YOU ARE Required Qualifications - 10+ years of experience in either: - P&C insurance (broker, producer, underwriter, account manager, claims) with commercial acumen, OR - Enterprise B2B SaaS sales with $100K+ ACV deals - Proven track record of consistently hitting or exceeding quota (top 20% performer) - Hunter mentality who thrives on generating pipeline, prospecting cold accounts, and closing new logos - Experience selling to VP/C-level buyers and navigating complex, multi-threaded enterprise sales cycles - Strong business acumen with ability to build ROI models and articulate value in financial terms - Excellent communication with gravitas and executive presence - Entrepreneurial mindset with comfort in ambiguity and bias for action Preferred Qualifications - Deep knowledge of insurance workflows, pain points, and industry structure - Prior experience at a high-growth startup (seed to Series B) or top-tier tech company - Familiarity with AI/ML concepts and ability to explain technical capabilities to non-technical buyers - Experience with AI-native sales tools - Existing relationships within the insurance industry Success Profile You'll thrive if you: - Move fast and iterate without needing perfect information - Own outcomes, not activities—you're metrics-driven and focus on results - Embrace feedback and are committed to continuous improvement - Think like a founder and connect your work to company outcomes, no task is too small - Build trust effortlessly with customers as a strategic advisor WHY JOIN QUMIS Impact & Ownership - Foundational hire shaping the sales organization, playbook, and culture from day one - High visibility working directly with the founders and senior leadership - Direct influence on product roadmap, pricing strategy, and GTM motions Category Leadership - $1.3T global insurance industry ripe for AI transformation - 100% pilot conversion, 20% MoM growth, word-of-mouth customer acquisition - Work with the most forward-thinking organizations in insurance Compensation & Growth - Top-tier pay with highly competitive base + uncapped commission - Meaningful early-stage equity with strong upside potential - Comprehensive benefits: Health, dental, vision, unlimited PTO, home office stipend Team & Culture - Small, ambitious team with backgrounds from Kin, Goldman Sachs, Archipelago, Chubb, Insureon, and American Express - Culture of experimentation, transparency, and rapid iteration - Investment in your growth through coaching, training, and industry events INTERVIEW PROCESS 1. Intro call with Head of Sales (45 min) 2. Cross-functional interviews with Customer Success and Engineering (30 min each) 3. Deeper dive with Head of Sales (45 min) 4. Final interview with CEO (45 min) 5. Reference checks and offer Timeline: 2-3 weeks. We move quickly for the right candidate.