About the Role
This is a full-cycle enterprise sales role at a fast-growing AI technology company operating in the insurance and regulated-enterprise space. The company is early-stage through growth-stage (seed to Series C range) and moving quickly, so this person will own deals end-to-end, from qualified lead through close, while also helping shape the sales process itself as the team scales.
The ideal candidate has 3 or more years closing enterprise deals in a vertical AI or complex SaaS environment, is comfortable with ambiguity, and brings the energy and IQ/EQ to earn trust with sophisticated buyers quickly. Consistent career progression, experience with $100K-plus ACV deals, and a track record against quotas of $1M or more are all strong signals for this seat.
Key Responsibilities
1. Own the full sales cycle from qualified lead through discovery, demo, proposal, negotiation, and close
2. Partner with SDRs and marketing to develop and nurture qualified pipeline, maintaining 3 to 4x coverage relative to quota
3. Learn prospect workflows and pain points rapidly to position solutions with precision and relevance
4. Keep the CRM current and accurate, delivering quarterly forecasts within 20 percent of actuals
5. Ensure smooth handoffs to customer success and account management with clear documentation, and identify expansion opportunities within year one
6. Contribute quarterly voice-of-customer reports surfacing objections, competitor mentions, and product requests to inform go-to-market and roadmap decisions
7. Actively participate in refining messaging, positioning, and pricing based on real market feedback
8. Travel up to three days as needed, approximately twice per month, to support deals and client relationships
Required Skills & Experience- 3 or more years of full-cycle closing experience as an enterprise account executive at a tech startup (seed to Series C)
- Experience managing and closing $100K-plus ACV deals with demonstrated success against quotas of $1M or more
- Proven track record of consistent quota attainment and career progression without frequent short stints (2 to 3 years minimum per role preferred)
- Experience selling vertical AI or complex SaaS solutions into regulated or enterprise buyer environments
- Undergraduate degree
- Comfort operating in ambiguous, early-stage environments where sales processes are still being built
- Strong communication skills with high emotional and analytical intelligence
- High energy; this role requires someone who genuinely enjoys the pace of a growing startup
- Ability to be on-site five days per week in New York City
- Ability to travel approximately three days up to twice per month
Preferred Skills- Background selling into the insurance industry or comparable regulated verticals
- Proficiency with HubSpot CRM and sales automation tools such as Apollo
- Familiarity with pipeline metrics and stage-to-stage conversion analysis