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About the Role
This role is critical for Adapt's next phase of growth, focusing on selling to sophisticated mid-market P&C agencies. You will manage the full sales cycle, from sourcing to closing, with a focus on a 45-day cycle and monthly targets. Your work will directly shape messaging, product roadmap, and future hiring.
Responsibilities
- Own the full sales cycle: identify, prospect, qualify, demo, pilot, and close mid-market agencies.
- Self-source pipeline through various channels including HubSpot, LinkedIn Sales Navigator, referrals, and partner channels.
- Conduct discovery calls to understand agency operations and identify the cost of current processes.
- Manage pilots to conversion by setting success criteria, tracking ROI, and driving decisions on schedule.
- Multi-thread deals by building relationships with stakeholders across operations, IT, and finance.
- Negotiate commercial terms, secure signatures, and ensure a clean handoff to Customer Success.
- Contribute to refining the sales motion by testing messaging, verticals, and sequencing, and documenting best practices.
Requirements
- 4+ years of full-cycle Account Executive experience in SMB or mid-market SaaS with a proven track record of quota attainment.
- Proficiency in self-sourcing pipeline without a mature marketing engine.
- Ability to manage a high volume of opportunities (20+) without sacrificing rigor.
- Consultative approach to discovery, focusing on asking open-ended questions and active listening.
- Demonstrated ability to lead with business value and quantify the cost of inaction.
- Organized and proficient CRM user (HubSpot), with a clean pipeline and reliable forecasting.
- Resilience and ability to diagnose and overcome personal sales slumps.
- Hunger and a drive to deliver results, prioritizing grit over pedigree.
Skills
- Full-cycle sales
- Prospecting
- Pipeline management
- Discovery calls
- Demo delivery
- Pilot management
- Negotiation
- CRM (HubSpot)
- Forecasting
- Consultative selling
- ROI analysis
- Territory management
Location
- Remote
Work Type
- Full-time
Experience Level
- 4+ years
Salary/Compensations
- Strong base, aggressive commission with accelerators past quota
Benefits
- Uncapped Earning Potential
- Strong base salary
- Aggressive commission with accelerators
- A+ Team & Backers
- Backed by top investors, ex-Plaid execs, and industry insiders
About the Company
- Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance.
- We are modernizing a traditionally manual and inefficient industry by digitizing workflows and improving system communication.
- The founding team consists of multiple-time builders, insurance experts, and A+ talent.