Senior Account Executive, Strategic Team - 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: $160,000k-$200,000k + double OTE.

Please Note: If your salary expectations look a little different from what is 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

The hyperexponential Sales team has been immensely successful. Having first established our Sales and Marketing teams in 2021, we've achieved a huge amount in only two years and are continuing to do so. In 2023 we doubled our revenue. We recently received our Series B raising $73M and are on a path to unicorn status. Our plan is to reach $100M in revenue in the next 2-3 years, which is ambitious but very achievable.

Our client base includes some of the biggest and best insurers and reinsurers in the world, including Sompo, Markel, Beazley, Aspen, Ascot, Aviva, Convex, Canopius, Aegis, Inigo and one of the "Big 5" US insurers. This is a testament to the quality of our product and its ability to solve the most prevalent challenges in the industry.

Sales at hyperexponential are high-touch – requiring the winning over of multiple stakeholders over a long period of time. We focus on clients with >$100M revenue and deals that drive $150K - $1M+ pa ARR. The Strategic Team, work on the largest and most prestigious companies in hx and across the insurance industry. The first US pod hire will be expected to support on a spectrum of opportunities as we make the most of the opportunity in the US market

We are looking for Strategic Account Director who have well-grounded sales acumen, and a proven track record of hitting/exceeding their numbers and want to be part of creating something revolutionary. Reputation is fundamental in this industry so we need people who can build credibility throughout the sales process and take pride in their technical and industry know-how, winning over the hearts and minds of actuaries, underwriters, IT and C-Suite.

Your Mission

Is to be part of reaching hx’s goal of unicorn status and becoming a $100M revenue company! You will be one of the first US hire into the Strategic Accounts pod, part of an elite Global team (initially of 5 AEs) which sits across the UK & the US.

You will be the first US pod hire - responsible for helping establish what best-practice sales look like in the US market and ultimately helping us prove and then scale GTM fit in the US. This will be an exciting journey, giving you access to all senior levels of hx, a network of senior executives across the industry and helping revolutionise the insurance industry. Our risk modelling SaaS platform, hx Renew, helps (re)insurers to make better pricing decisions with data. This is fundamental. The pricing decisions they make are critical to the growth, profitability and longevity of their organisation. Making better pricing decisions is critical to society and everything that we see and do. By insuring risks, companies and people are able to make bold decisions, building skyscrapers and even putting rockets on the moon. This industry had not seen much innovation up until very recently so our opportunity here is unrivalled.

Having already proven our solution in the market with large enterprise accounts, signing multi-year, seven-figure partnerships, your mission is to help hx grow to a billion-dollar valued software company through new client acquisition and growth in the US.

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

• 7-10 years of successful experience in B2B SaaS solution selling with a focus on hunting new business

• 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

1. Initial call with our Talent team to kick things off

2. Manager Interview with our CRO or Sales Director

3. Territory Management & Pipeline Generation Deep-dive: Sales Director

4. Presentation stage: Sales closing presentation: Panel interview

5. Values Interview (ideally in person)

6. We offer!

Please note that background checks will be conducted as part of the hiring process to ensure compliance with our governance policies. We handle all background checks sensitively and in full compliance with relevant regulations. All applicant data will be processed in accordance with data protection regulations and our privacy policy.