Job details

Strategic Account Director, P&C Insurance

TLDR;
Location:
2-3 days a week in the office (NYC) or on a client site.
This role is expected to include national & international travel which would fall within this

Reporting to: Leanne Gardner, Sales Director

Annual Salary: $130,000k-$200,000k + double OTE and equity.

Please Note: If your salary expectations look a little different to that outlined, we’d still be keen to hear from you if this is a role that excites you and one that you think you could really excel in.

Sales at hyperexponential

We are seeking a Strategic Account Director with deep expertise in the U.S. insurance market, particularly within Property & Casualty. The ideal candidate will possess strong sales acumen and a proven track record of consistently meeting or exceeding targets.

The hyperexponential Sales team has achieved remarkable success since its inception in 2021. We’ve made significant strides in just two years, doubling our revenue in 2023. With our recent $73M Series B raise, we’re on a fast track to unicorn status and have set an ambitious yet achievable goal of reaching $100M in revenue within the next 2-3 years.

Our client base includes some of the largest and most prestigious insurers and reinsurers in the world, such as Sompo, Markel, Beazley, Aspen, Ascot, Aviva, Convex, Canopius, Aegis, Inigo, and one of the "Big 5" U.S. insurers. This is a testament to the quality of our product and its ability to address the most pressing challenges in the industry.

Sales at hyperexponential are highly strategic, requiring engagement with multiple stakeholders over extended periods. We target clients with over $100M in revenue, focusing on deals that generate $150K to $1M+ in annual recurring revenue (ARR). The Strategic Team works with the largest and most prestigious companies in both hx and the broader insurance industry.

Your Mission

As one of the first U.S. hires in our Strategic Accounts pod, you'll be part of an elite global team of four AEs across the UK and the U.S., shaping the future of our U.S. sales strategy.

In this pivotal role, you'll help establish best-practice sales in the U.S. market, playing a crucial part in proving and scaling our go-to-market fit. This journey offers unparalleled access to hx's senior leadership and a network of top executives across the insurance industry, as we revolutionize how (re)insurers make pricing decisions using our cutting-edge risk modelling SaaS platform, hx Renew.

Hx Renew empowers (re)insurers to make smarter pricing decisions that are critical to their growth, profitability, and long-term success. These decisions are not only vital for their business but also have a broader societal impact—by insuring risks, companies and individuals can take bold steps, from building skyscrapers to launching rockets. Innovation in this industry has been scarce until now, and our opportunity to drive change is unmatched.

With our proven solution already in place, including multi-year, seven-figure partnerships with large enterprise accounts, your mission will be to drive hx's growth into a billion-dollar software company through new client acquisition and expansion in the U.S.

Key Responsibilities

Develop a sales plan to prospect, build, manage and close deals, while ensuring coverage and penetration of your assigned territory
Strategically manage relationships with multiple senior stakeholders; including C-Suite contacts such as CUO, COO, CFO and CIO
Build your pipeline, and then effectively qualify them such that you identify the ones you target to close in-year and the ones you nurture for subsequent years. This will be particularly important as we scale - we already have a large pipeline of potential opportunities so we will need to be efficient with our efforts
Effectively engage internal resources at appropriate stages in the sales cycle to advance the opportunity, including pre-sales engineers, professional services, and leadership as needed
Collaborate with a Sales Development Representative on lead generation, coverage plan, and existing account expansion
Pipeline generation into own list of named accounts - it is important that any AE at hyperexponential is willing and wanting to outbound. This is a key part of our GTM
Build strong relationships with system integrators and resale partners
Work closely with our Marketing team on building a world-class demand-generation machine
Collaborate with our Head of Learning, Head of US P&C, and Solutions Engineers. When we'll be building a community around our product, Renew, and introducing industry-first Training & Certification services
Participate in marketing events to engage prospects and present hyperexponential’s value

Initial Deliverables

Build an understanding of the subject matter, our product - Renew - and the insurance sector in general, through our carefully designed onboarding process and with our full support!
Establish relationships within hx, with the core teams who will be critical to your success including Customer & Product teams
Create a plan to hit your target and start executing that plan, including delivering corporate presentations and articulating the value that hx has brought to our customers and prospects
Learn our internal systems including CRM so that you can start to build out territory plans and track sales activities

Persona

If you're the right fit for this role, you will be able to show clear evidence that you are:

A self-starter with the ability to own/drive your own territory and initiatives for success
Independent & unusually proactive
Someone who delivers on commitments - sets yourself ambitious goals and achieves them
Highly data-driven and results-orientated
A person who has intrinsically high standards - you will set the standard in your team
Unwaveringly enthusiastic - because being the first to do this in an industry can be challenging!!
A team player and able to engage and work with the wider hyperexponential team - we win and fail as a team
An active listener - someone who can take on feedback and respond to what the audience wants
Organised and a good planner - able to manage engagements with multiple stakeholders in parallel
Persistent and confident in your approach (but without ever being arrogant!)

Experience and Skills

7+ years of successful experience in sales, specifically within Property & Casualty Insurance to be considered
Strong ability to communicate and present software product demonstrations
Proven ability to meet and exceed a $1 million+ sales quota, while creating and driving client-centric strategies
Track record of sales performance and exceeding sales targets over their career
Preferred experience selling into line-of-business functions and into complex client environments
Experience using SFDC and other tools to accurately keep track of and forecast on all activities and opportunities
Strong sales methodology and structured approach to driving results ideally including MEDDICC, Sandler, Challenger & Value Based Selling

Interview Process