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.
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 ).
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.
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.

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.

Enterprise Account Executive

Key skills