Enterprise Account Executive at Applied Systems

Job description

Enterprise Account Executive Team: Sales Salary Range : $140,000 - $170,000 USD Base Salary / $140,000 - $170,000 USD Commission Location: Remote Opportunity for Impact Applied is where insurance technology gets reinvented, and we build it fast. Our cloud software and AI-powered solutions reach thousands of agencies and brokers worldwide, setting the pace for what modern insurance can do. We are seeking an Enterprise Account Executive, Applied Carrier to lead full-cycle enterprise sales of Applied Carrier and Cytora solutions to large insurance carriers, MGAs and wholesale brokers Working with primarily named strategic accounts, through virtual, and onsite engagements, this role prospects, conducts discovery, leads evaluations and proofs of concept, develops proposals, to expand ACV within mostly existing accounts. This role is a hybrid Hunter/Farmer role. Working with minimal supervision, the Enterprise Account Executive combines consultative, value-based selling with technical fluency to articulate Applied’s “Connected Trading” vision that employs the use of artificial intelligence, large language models, proprietary data flows, and APIs, creating underwriting, claims and operational business value for our Carrier customers. This is primarily an outside sales role with frequent U.S. travel. What You’ll Do • Run full-cycle enterprise sales from prospecting and discovery through evaluation, proof of concept, negotiation, and close, while pursuing new and expansion opportunities within named strategic accounts. • Create and execute strategic account plans for key and targeted accounts by identifying stakeholders, business initiatives, technical requirements, risks, and actions needed to advance each opportunity. • Working with our Solution Consulting team, translating discovery into a proof-of-concept plan with clear success criteria, datasets or documents, user roles, checkpoints, and exit criteria so evaluations remain decision-oriented. • Multithread senior relationships across underwriting, claims, technology, operations, and executive leadership, including CUOs, CIOs, operations leaders, IT teams, and C-level stakeholders. • Explain technical concepts such as LLMs, data flows, and APIs clearly, translating them into practical underwriting and operational value for executives and working teams. • Lead cross-functional partners across Sales, Solutions Consulting, Product, Security, Finance and Legal to remove blockers, maintain momentum, and support customer purchasing decisions. • Anticipate and manage issues that may delay decisions, and partner on value analyses and purchase justification to help compress the sales cycle. • Systematize early-stage sales motions by capturing what works, codifying repeatable steps, and helping scale go-to-market execution alongside Applied and Ivans account teams. • Communicate customer needs, account-penetration strategies, market feedback, industry trends, competitive insights, and sales tactics internally to support alignment across product, sales, and marketing. • Working with our Customer Success team, use a consultative approach to support retention, expand accounts, maintain customer satisfaction, negotiate effectively, and address escalated customer issues. • Maintain disciplined pipeline hygiene and forecasting using required tools, including Salesforce CRM, while following Applied Solution Selling playbook. • Travel as needed for client discovery sessions, workshops, proofs of concept, and checkpoints, with frequent U.S. travel of up to 50%. What We’re Looking For • 10+ years of enterprise sales experience, including 5+ years in insurance or insurtech and 5+ years selling enterprise SaaS and/or data solutions to large carriers or brokers through multi-stakeholder, long-cycle sales processes. • Demonstrated experience owning complex opportunities end to end, including prospecting, first-touch demonstrations, discovery, evaluation or POC leadership, negotiation, and close. • An ownership mentality with the ability to operate independently, maintain accountability, and coordinate cross-functional resources throughout the sales cycle. • Product- and AI-curious, with the ability to explain LLMs, data flows, and APIs clearly and connect technical capabilities to underwriting and operations business value. • Experience building executive relationships, multithreading accounts, developing strategic account plans, and selling consultatively to C-suite and functional leaders. • Disciplined use of Salesforce CRM, pipeline management, forecasting, and structured sales methodologies. • Willingness to travel frequently within the United States, up to 50%. • Bachelor’s degree or equivalent experience. Talent shows up in a lot of different ways, and we mean that. We welcome candidates from all backgrounds and experience levels, including military members and their spouses and those without a traditional degree or tech background. If this role speaks to you, apply. Why You’ll Like Working on Team Applied The best work happens when smart people move fast, together. For over 40+ years, Applied has built technology that solves real problems for insurance professionals - and we’re still pushing what’s possible. You’ll be part of our people-first culture built on trust, inclusion, and growth - where you’re supported to deliver, collaborate with teammates who care, and grow with leaders invested in your success. How We’ll Support You We invest in the whole person, not just the role. Our benefits and resources are built to support your health, your time, and your life outside of work: • Medical, Dental, and Vision Coverage • Holiday and Vacation Time • Health & Wellness Days • A Bonus Day for Your Birthday Compensation Transparency Our targeted starting total cash compensation in the Unites States for this position includes base salary and on-target performance-based variable commissions. Actual earnings are uncapped, and many team members exceed on-target amounts by surpassing their sales goals. We consider depth and breadth of experience, skills, and responsibilities when determining starting pay. Your Security Matters Our candidates’ personal information and online safety are top of mind. Applied communicates with candidates only via a secure @appliedsystems.com email address or through our official careers portal. Recruiters will never request payments or ask for financial accounts or sensitive personal information like Social Security numbers. Background Checks Employment is contingent upon successful completion of applicable pre-employment background checks and verification processes. AI Utilization We leverage AI tools to streamline parts of our recruitment workflow (such as resume parsing and interview scheduling). However, final decisions are always conducted by real humans. EEO Statement Applied Systems is proud to be an Equal Employment Opportunity Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don’t discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law.

Requirements

Must-haves

Enterprise Account Executive
Location: Remote
Opportunity for Impact
What You’ll Do
Run full-cycle enterprise sales from prospecting and discovery through evaluation, proof of concept, negotiation, and close, while pursuing new and expansion opportunities within named strategic accounts.
Create and execute strategic account plans for key and targeted accounts by identifying stakeholders, business initiatives, technical requirements, risks, and actions needed to advance each opportunity.
Multithread senior relationships across underwriting, claims, technology, operations, and executive leadership, including CUOs, CIOs, operations leaders, IT teams, and C-level stakeholders.
Explain technical concepts such as LLMs, data flows, and APIs clearly, translating them into practical underwriting and operational value for executives and working teams.
Lead cross-functional partners across Sales, Solutions Consulting, Product, Security, Finance and Legal to remove blockers, maintain momentum, and support customer purchasing decisions.
Anticipate and manage issues that may delay decisions, and partner on value analyses and purchase justification to help compress the sales cycle.
Systematize early-stage sales motions by capturing what works, codifying repeatable steps, and helping scale go-to-market execution alongside Applied and Ivans account teams.
Communicate customer needs, account-penetration strategies, market feedback, industry trends, competitive insights, and sales tactics internally to support alignment across product, sales, and marketing.
Working with our Customer Success team, use a consultative approach to support retention, expand accounts, maintain customer satisfaction, negotiate effectively, and address escalated customer issues.
Maintain disciplined pipeline hygiene and forecasting using required tools, including Salesforce CRM, while following Applied Solution Selling playbook.
Travel as needed for client discovery sessions, workshops, proofs of concept, and checkpoints, with frequent U.S. travel of up to 50%.
What We’re Looking For
Demonstrated experience owning complex opportunities end to end, including prospecting, first-touch demonstrations, discovery, evaluation or POC leadership, negotiation, and close.
An ownership mentality with the ability to operate independently, maintain accountability, and coordinate cross-functional resources throughout the sales cycle.
Product- and AI-curious, with the ability to explain LLMs, data flows, and APIs clearly and connect technical capabilities to underwriting and operations business value.
Experience building executive relationships, multithreading accounts, developing strategic account plans, and selling consultatively to C-suite and functional leaders.
Disciplined use of Salesforce CRM, pipeline management, forecasting, and structured sales methodologies.
Willingness to travel frequently within the United States, up to 50%.
Bachelor’s degree or equivalent experience.

Nice-to-haves

A Bonus Day for Your Birthday

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: icims
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

Wellness