Herald builds digital infrastructure for commercial insurance. Today we provide developers a single API to get quotes for insurance products from multiple carriers. Tomorrow we want to build anything that helps developers connect their applications to the insurance ecosystem. We think buying insurance should be as easy as buying anything else online and we want your help!

We’re a team of insurtech veterans with experience at At-Bay, Kin, Semsee, Insurify, and Haven Life. We’ve raised over $8M in seed funding from top-tier VCs (Lightspeed, Afore, Underscore) along with a panel of insurtech founders (At-Bay, Marble), insurance executives (CRC), and early employees of other successful API infrastructure companies (Plaid, Alloy, Stytch).

The role

You will drive our growth by building relationships with prospects and turning them into happy Herald customers. You’ll report to Duncan (our Chief Revenue Officer) and will work together to design and execute our go-to-market strategy. You will have technical and operational conversations at multiple levels of our customers’ organizations, including the CTO, COO, and CFO. You will work with upper middle market and enterprise companies in the insurance space, including large brokerages and software companies.

We expect you to have a deep understanding of the B2B enterprise software buying journey and to lead a complex, multi-party, and consultative sale. You will need to continuously add value in every customer interaction and enjoy positioning Herald using deep knowledge of our product and applied technical knowledge to each customer’s unique situation. You should also get excited about prospecting in order to lead a sales cycle from start to finish. By managing the process end to end, you will learn how to express our value proposition at every stage and use this expertise to refine and improve our process and strategy.

Responsibilities

Own a named account list and develop account plans for winning and expanding business with middle market and enterprise companies

Help define our customer segments, and categorize customers into those segments

Develop outbound strategies to create and nurture opportunities

Develop relationships with executive stakeholders at new and existing users

Manage the full customer lifecycle: from initial prospecting to close, through cross-sell and renewal

Work with multiple functions (Customer Success, Engineering, & Product) to lead complex consultations on implementation and provide financial analysis to customers

Operate with high agency in a high-growth startup environment

What you bring

5+ years of experience in Sales / Account Management for B2B Enterprise Software with a track record of top performance

Strong written, visual, and spoken communication skills across audiences with a variety of technical knowledge

Ability to develop and execute account plans spanning multiple business units across complex organizations

Proven ability to lead complex negotiations involving bespoke commercial agreements

Ability to own executive relationships with top customers, prospects, and industry thought leaders

The ability to quickly learn technical concepts

Experience selling into large financial institutions preferred (but not required)

What we bring

💰 Competitive compensation packages based on experience

📈 Company equity

🌐 Hybrid-flexible company focussed in the Northeast (NYC and Boston)

✈️ Relocation stipend (if you want to join us in the Northeast)

🌛 Quarterly in-person meetups (on the company)

🏝 20 days of PTO (that roll over) + 12 company holidays + 5 sick days

💊 Quality health, vision, and dental insurance

👵 401K plan

🏠 $500 additional home office stipend (beyond the standard equipment)

👨‍👩‍👧‍👦 Parental leave for all kinds of parents (including adoption and foster care)

🏃‍♀️ An agile and motivated team

How to Apply

Make the subject line: "Application: [title of this role]."

Let us know why you're excited about working with us.

Send along anything that showcases relevant things you've built and done.

Additional information

Diversity, equity, and inclusion are featured prominently in our company's values, which you can read in full on our careers page. Please reach out if you would benefit from any assistance throughout the application or have suggestions about how we can make our process more accessible and inclusive to all people.

One more note: We want to build an incredible team. As a result, we make a point of being open to surprising candidates who are the right person even though their experience doesn't exactly match up to our job description. Our job descriptions are gestures, not strict criteria. If you think you would be a great addition to our team, but don't fit the role perfectly, reach out to hello@heraldapi.com and ask for 10 minutes of our time to pitch yourself. We'd love to meet you!

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