Enterprise Account Executive

Job description

About Vellum Vellum is on a mission to empower the (re)insurance industry to cover the risks of tomorrow. While many consumers have never heard of reinsurance - basically insurance for insurance companies - it is a $500+ billion industry that plays a crucial role in providing coverage for catastrophic events such as earthquakes, hurricanes, floods, and wildfires. At Vellum we are leveraging modern technology, advanced analytics, and machine learning to modernize and advance this industry that is burdened by technology and processes that have been largely unchanged in decades. Our team has deep experience in insurance and transforming antiquated technology in established industries. How you will help We are seeking a high-performing Enterprise Account Executive to drive revenue growth by continuing to introduce Vellum’s data analytics platform to enterprise insurance and reinsurance customers. You will own the full sales cycle, develop strategic relationships with C-suite and technical buyers, and articulate how Vellum’s AI-enabled solution delivers transformative value across underwriting, actuarial, operations, and portfolio management. As a key revenue driver at this insurtech, you will influence product strategy through customer insights, collaborate with cross-functional partners, and help define go-to-market excellence. Specifically, you will: Sales & Revenue Growth Develop pipeline within target accounts by combining outbound prospecting, warm introductions through Vellum’s network, and in-person field events. Own the full enterprise sales cycle from prospecting to close with carriers, reinsurers, and large MGAs/MGUs. Qualify opportunities, build reliable forecasts, and exceed quarterly and annual quotas. Lead discovery calls, demos, solution positioning, and executive presentations. Strategic Customer Engagement Build trusted advisor relationships with decision-makers (eg., CEO, CUO, CFO). Understand customer data challenges and map Vellum’s platform to solve real business outcomes (eg., data transparency, underwriting profitability, efficiency ) . Go-To-Market Execution Partner closely with Data, Technology, Customer Success, and Marketing teams to optimize messaging, refine case studies, and tailor solutions to customer needs. Create compelling proposals and commercial agreements that reflect customer value and business impact. Market Intelligence Develop deep expertise in the insurance and reinsurance ecosystem, including underwriting workflows, actuarial analytics, portfolio risk management, and data governance. Gather competitive insights and communicate market feedback back to internal product partners. Advise the leadership team on the strategic direction of go-to-market efforts. About You 12+ years of quota-carrying enterprise sales experience selling SaaS, analytics, data platforms, or enterprise technology (preferably into insurance, reinsurance, financial services or related sectors). Strong understanding of the insurance and reinsurance value chain, including risk analytics, underwriting, portfolio reporting, bordereau, actuarial needs, and how data challenges impact decision-making. Experience drafting and leading presentations with prospective and current clients leveraging Excel, Powerpoint, and other communication tools. Trusted advisor skillset with the ability to influence C-level executives and technical stakeholders. Comfortable discussing data workflows, cloud-native analytics, AI/ML-enabled platforms, and integration considerations. Experience using CRM tools (e.g., Salesforce) and sales engagement tools. Comfortable with regular travel to engage enterprise clients in-person and represent the company at key market events and conferences. Benefits As an early stage company, Vellum provides tremendous opportunity for growth both in terms of equity and career development Competitive compensation packages 401k Match Medical, Dental, Vision Salary range: $250k - $300k OTE, with final offers varying based on geography, experience, and expertise