Account Executive

Role Summary

The Account Executive  is a hands‑on enterprise sales role, responsible for leading the execution of our overall sales and go‑to‑market strategy in our core territories. This includes new customer targeting and acquisition, as well as generating and closing of both new and expansion business within their assigned territory. The Account Executive will be measured by, and expected to achieve, all sales targets both for bookings and new logo acquisition.

They are accountable for exceeding quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams.

Location: US
Working Pattern: Fully Remote

The Account Executive  is a hands‑on enterprise sales role, responsible for leading the execution of our overall sales and go‑to‑market strategy in our core territories. This includes new customer targeting and acquisition, as well as generating and closing of both new and expansion business within their assigned territory. The Account Executive will be measured by, and expected to achieve, all sales targets both for bookings and new logo acquisition.

They are accountable for exceeding quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams.

This role is a critical early hire in Sprout.ai’s North America expansion. The Account Executive will operate with a high degree of autonomy, owning strategic US accounts end‑to‑end while helping shape how Sprout.ai sells into complex insurance organisations.

• Drive success of the company’s goals and objectives through achieving their individual sales quota.
• The role will carry a $1m annual sales quota - you will be driving complex, multi‑stakeholder deals, with a typical deal value of $200‑500k ACV, and enterprise sales cycles of 6‑12 months.
• Oversee the end‑to‑end sales process in assigned territories and grow our market presence with new customer acquisition and cross‑selling opportunities within the existing customer base:
  • Source leads and develop relationships with senior insurance stakeholders.
  • Lead the enterprise sales process with prospects, understand potential customers’ business goals and connect product benefits/ capabilities as part of on‑site and online presentations. Partner with Solution Architects and other members of Sprout.ai to articulate highly targeted business proposals and manage product pilots.
  • Create compelling business proposals and negotiate commercial terms.
• Work with our Sales team to shape and embed a productive sales culture  that embraces continuous learning, celebrating and recognising success, an agile mindset, and overachieving.
• Develop a deep understanding of the global Insurance landscape, and effectively communicate industry trends and challenges to current and prospective clients.
• Build a network of Insurance and Claims leaders, and leverage that network to generate business opportunities.
• Collaborate with the Marketing team on creating targeted campaign messages.
• Partner with Engagement/Customer Success team to ensure successful new customer onboarding and retention, as well as account growth by identifying and actively pursuing upsell and cross‑sell opportunities.
• Influence our Product Roadmap by sharing client feedback with our Commercial leaders and Product teams.
• Document sales activity and proactively manage pipeline details in Hub Spot; be a champion for data‑rigour and data‑driven decision making.

• Successful track record of personally growing ARR - we want to see evidence of you outperforming your quotas, growing revenue and confidence in your numbers.
• Successfully sold a startup product - our product is already automating millions of claims, but we’re not a household name yet; we want to know that you can sell without a flashy logo on your business card!
• Successfully sold an Enterprise Software Product and have led a consultative sales process - our customers are some of the biggest insurers in the world; we want to know that you can navigate these organisations,…