Mid- Enterprise Account Executive, Insurance

Job Description

Nearmap is unique. A global technology company with incredible people; a market‑leader with energy and spirit. Nearmap was named as one of the world’s 10 Most Innovative Companies of 2020 by Fast Company magazine – and we are growing!

What we do We provide easy, instant access to high-resolution aerial imagery, city-scale 3D content, AI datasets and integrated geospatial tools, with wide‑scale coverage across the USA, Canada, Australia and New Zealand. At the core of it, we are a location content company, a visual analytics company, and a software as a service company. Innovation is weaved into our DNA.

Nearmap is seeking a tenacious and energetic Mid‑Enterprise Account Executive to join our growing Insurance vertical. As an AE Insurance for Nearmap, you will manage all insurance accounts in your region and identify new opportunities for growth. You will also be responsible for prospecting into new insurance accounts in your region, managing the relationships and teaching our customers new ways to use location‑based content to make their work processes more effective.

You will manage complex buying centers and COG’s to deftly determine the mobilizers who will get your deal done, negotiate terms with legal departments and devise strategies that swiftly move through the procurement cycle.

Prospecting

• Treat customers, prospects, and colleagues with respect, integrity, and decency.
• High volume prospecting of Insurance prospects through cold‑calling, digital and online prospecting techniques, and on‑site visits where requested or required.
• Attend trade‑shows, events, trainings, etc. periodically throughout the NY metro area.
• Strategically work with Sales Development Reps to formulate territory plans with measurable objectives, key targets, conversion rates, org structures, etc.
• Manage all opportunities in Salesforce, keep accurate notes, next steps, customer interactions, and update the Sales Forecast, at minimum weekly.
• Organize and present weekly status reports of deal progression needs analysis, and projections within territory with management.
• Work the village! Strategically map your opportunity’s use case and needs to our key executives by knowing when and how to leverage them in your opportunity.
• Ensure all customer inquiries are dealt with quickly and effectively.
• Start your day on time and ready to engage daily in conversations with customers, prospects, and within team settings to solve challenges in the business by demonstrating a willingness to assist others and live Nearmap’s core values.

• Leverage an effective sales process to build pipeline, qualify opportunities, build relationships with key decision makers and link prospect business needs and goals with Nearmap solutions.
• Facilitate communications with other team members to solve unique customer business challenges.
• Develop solution/Value proposition, negotiate terms and close business.
• Develop quarterly sales plan to generate the business required to achieve or exceed quota.
• Achieve weekly, monthly and quarterly revenue targets.
• Provide timely and accurate forecasts with clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce).

• Assist in formulating company policies for the Sales Team.
• Brainstorm and share your insights and success with teammates.
• Embrace constructive feedback from your manager and peers.
• Engage in team development.
• Provide advice, guidance and coaching to team members to ensure achievement of team/business goals.

Key Requirements

• 4+ years experience in an inbound/outbound sales role, ideally software or SaaS.
• Bachelor's degree in business, or equivalent business experience.
• Experience and knowledge of P&C Insurance vertical required.
• Extensive and proven new business generation experience, with a track record of self-generated opportunities, closing deals, and crushing quota.
• Demonstrate strategic solution selling experience, a hunger to close deals, and a strong desire to be a top performer.
• Change is inevitable, especially in a fast‑paced, growing SaaS company. The…