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About the Role
Partner directly with founders to close complex deals at the largest insurance carriers, deepen enterprise positioning, and help scale the sales team as demand grows. This role is for someone who thrives in ambiguity, can navigate multi-stakeholder deals, and is energized by shaping an evolving sales motion.
Responsibilities
- Build and execute the end-to-end enterprise sales motion: sourcing leads, running discovery, managing demos, navigating technical evaluation, negotiating contracts, and closing deals.
- Build pipeline and shape how we reach enterprise buyers: outbound, conferences, events, content, campaigns, and thought leadership.
- Establish and own our customer expansion approach – drive adoption, retention, and growth within your accounts across adjacent teams and use cases.
- Partner with our insurance research team to scope POCs, run high-signal demos, and translate customer feedback into product priorities.
- Collect feedback from customers and the market to influence product roadmap, pricing, packaging, and go-to-market strategy.
Requirements
- 3+ years as an Account Executive at high-growth startups, with experience closing enterprise or mid-market deals.
- Proven ability to multi-thread, manage long sales cycles, and drive consensus across diverse stakeholders.
- Strong commercial instincts.
- Comfortable structuring deals, negotiating terms, and managing enterprise procurement cycles.
- Equal parts strategic advisor and closer, with a track record of building pipeline from scratch.
- Strong understanding of B2B SaaS go-to-market motions (sales-led, partnerships, PLG).
- Builder mentality; energized by shaping the sales motion, not just executing one.
- Comfortable where process is still forming and your input directly influences how things get done.
- Intellectually curious, excited by AI, and ready to be a founding team member.
- Willing to go deep on your buyers' world (ratemaking, reserving, competitive analysis).
- Drawn to the risk, reward, ownership, and impact of an early-stage company.
- Experience selling into insurance or actuarial teams is a plus.
- Experience closing complex enterprise deals with technical buyers is a plus.
Skills
- AI
- Data
- Fintech
- Vertical SaaS
- B2B SaaS go-to-market motions
- Sales-led
- Partnerships
- PLG
Location
- San Francisco, CA
Work Type
- Hybrid
- Onsite
Experience Level
- 3+ years
Salary/Compensations
- $230,000-$340,000 OTE
Benefits
- Flexible PTO
- Highly competitive salary & meaningful equity
- Best-in-class medical, dental & vision insurance
- 401k with up to a 4% company match
- $1,200 annual learning and development stipend
- Catered lunches/dinner
- Commuter benefits for Bay Area employees
- Home office stipend for remote employees
- Team building events & happy hours
- Company Offsites
About the Company
- Effective AI is on a mission to transform how insurance teams do their most important analytical work by building AI agents that work alongside them.
- Our platform enables actuarial, pricing, product, and underwriting teams at carriers to move faster, produce higher-quality analysis, and unlock work that wasn’t feasible before.
- We're already trusted by P&L owners, chief actuaries, and pricing directors at some of the largest carriers in the country, running production workflows, not pilots.
- Under the hood, we're solving frontier applied research problems in agentic reasoning, multi-step coordination, and reliable AI over complex, high-stakes domains.
- Effective AI was built by people who lived the problem; our CEO founded and scaled Nirvana Insurance to a unicorn valuation.
- Everyone here builds product: our engineers learn the domain, our domain experts ship features, and we run the company on the same AI agents our customers use.
- We're backed by Lightspeed and Valor and headquartered in San Francisco.
- At Effective AI, we value ownership, intellectual curiosity, and a bias toward action.
- You'll have outsized impact, work closely with ambitious colleagues, and help transform how insurance teams do their most important work.
Equal Opportunity
- Effective AI is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.