Founding Commercial Lead (Insurance)

Founding Commercial Lead (Insurance)

We’re hiring a Founding Insurance Account Executive to grow our insurance customer base. Carriers, MGAs, and wholesalers use Heron to streamline submission clearance and let their underwriters focus on priority accounts, not data entry.

About the Role:

You will play a critical role in driving growth through new logo acquisition across Insurance Carriers, Wholesale Brokers, and MGAs in the United States and United Kingdom. You will be responsible for researching, creating, and pursuing new business opportunities, while also driving expansion revenue within a book of existing Insurance accounts.

What you’ll do

• Exceed annual and quarterly sales targets (Ramped quota in first fiscal year)
• Own and manage the full sales cycle (e.g. opportunity creation, qualification, discovery, product demonstration, pricing and proposals, negotiation, closed won/lost, etc.) and sales outcomes
• Generate pipeline at high velocity in net new insurance carrier, wholesale broker, and MGA accounts.
• Travel to key conferences and customer sites to source and solidify customer relationships.
• Collaborate closely and effectively with customers via a consultative, solution selling approach.
• Intimately understand our customers’ goals, current business processes and solutions, pain and gain points, budgets, and business outcomes they’re trying to solve with Heron.
• Communicate clearly and accurately with internal teams re: your new sales pipeline generation, current sales pipeline/funnel updates, accurate forecasting, new prospective customer requirements, and closed-loop product feature feedback, etc
• Work cross-functionally with technical and deployment teams to deliver comprehensive solutions leading to exceptional customer outcomes.
• Create and iterate on foundational best practice process, tools, measurement, and the critical foundations of a world-class Sales function

What we're looking for

• Our ideal hire will have:
  • Demonstrated sales excellence: 3+ years in B2B sales or other highly commercial roles, with a track record of high achievement and quota attainment.
  • End-to-end and enterprise sales experience: from prospecting to closing, including for enterprise sales motions (i.e. experience with C-level stakeholders, complex / multi-threaded environments, third party dependencies)
  • Consultative and technical orientation: comfortable with deeply understanding a customer’s process and what they are trying to achieve, and how we might address it with a technical solution
  • Entrepreneurial spirit: an ownership mindset, results-driven and ability to move quickly. Bonus if you are an ex-founder or previous first/ early sales hire.
• Above all else, we value people who want to make an impact in their work. Here are some of the behaviors that we expect the ideal candidate will exhibit:
  • Be scrappy and creative: when faced with an obstacle, you will either overcome it by pure determination, or find an unusual approach to navigate it.
  • Be persistent: you may not always find the right answer or person immediately, but you're motivated to keep on trying until you do so. You’ll go the extra mile - including Flying to Gainesville - if that’s what it takes.
  • Be metrics-driven: you thrive on meeting and smashing through your targets, and are motivated by having your impact on the business measured and visible.
  • Excited to work in a fast-paced, high-growth, team-based environment: we aim to move quickly and decisively, but together. You’ll be a great team player, and do what it takes for the team to succeed. You value diversity and inclusion in the workplace and understand best practices for building products and a business as part of a team.

What you can expect as a Heron

• Competitive compensation, including equity and uncapped commission. Please note that advertised salary is the expected OTE of base + commission, but we do not cap commission and you’ll earn commission on every deal you work on
• Based full-time, and in-person in our NYC office, with occasional travel to customers (across the country) and company retreats (often in London)
• Your choice of top-of-the-line equipment to fit out your desk in our office
• Competitive benefits package: health, dental, vision with partial coverage for dependents; 401K; uncapped PTO; parental leave
• Free mental health support via Spill - on-demand access to therapy
• Weekly company lunches (always inclusive and vegan-friendly - especially if you like Vietnamese food!)
• Applicants from any background and gender are welcome and we have a zero tolerance policy on discrimination

About the interview

• 1 or 2 initial ‘get to know you’ conversations
• Take-home challenge - a task which roughly represents the work we would expect from you
• Team interviews - 2-3 hours in-person, mix of skills-based and behavioral interviews
• References