Account Executive

Location: United States

Remote | Full-time

Compensation: $100K – $180K • Offers Equity • 50|50 OTE

Our client is an innovative, venture-backed InsurTech pioneer transforming the $200B insurance operations landscape. Backed by top-tier global investors, the company combines an advanced AI-enabled platform with expert operations to deliver exceptionally fast, highly efficient, and cost-effective end-to-end management solutions for major insurers and MGAs.

As the first key sales hire, this individual will work directly with the Chief Executive Officer to build the organization’s sales engine from the ground up. This is a high-impact, entrepreneurial role responsible for establishing repeatable go-to-market (GTM) foundations, driving high-stakes enterprise deals, and eventually scaling a world-class sales team. The ideal candidate thrives in high-intensity, high-growth startup environments, possesses deep resilience, and is driven by execution and exceptional outcomes.

Key Responsibilities

• Establish the GTM Engine: Design, implement, and optimize the sales infrastructure, processes, and playbooks required for scalable, repeatable execution.
• Drive Enterprise Sales Cycles: Own and execute high-stakes outbound sales cycles from initial prospecting through to close, targeting large insurance companies and MGAs.
• Target High-Value Deals: Successfully navigate and close B2B core infrastructure and software transactions with an Annual Contract Value (ACV) of $150K+ and sales cycles lasting 5 to 8 months.
• Outbound Pipeline Generation: Actively drive pipeline growth with a heavy focus (70%+) on strategic outbound prospecting.
• Collaborate and Innovate: Experiment across channels to identify untapped market opportunities, and work closely with product and operations teams to ensure client solutions remain industry-leading.

• Experience: 5 to 10 years of professional sales experience, with a proven track record in full-cycle Account Executive roles.
• Industry Expertise: Must have direct experience selling B2B core infrastructure or core software within the InsurTech, insurance, or MGA space (not nice-to-have software or services).
• Proven Performance: Consistent history of hitting sales targets over the past 12 months, with demonstrated experience selling successfully for emerging, non-household brand names.
• Sales Methodology: Strong discovery and qualification skills utilizing structured frameworks (e.g., MEDDICC, BANT, or similar).
• Career Stability: A stable professional history, with no more than 3 job changes within the past 5 years.
• Work Authorization: Valid authorization to work in the United States without the need for current or future visa sponsorship.
• Location: Remote (United States).

• Compensation: Highly competitive base salary exceeding industry standards.
• Performance Bonus: Quarterly performance-based bonus of up to 15% of quarterly salary.
• Equity: Stock option participation as an early-stage team member.
• Healthcare: Comprehensive medical insurance coverage.
• Retirement: 401(k) retirement plan with a 4% company match.
• Career Growth: Accelerated promotion and leadership track within a high-growth, venture-backed organization.



Interview Process

1. First Round: A technical and behavioral interview with the VP of Sales, focusing on sales methodology, resume depth, past performance, and core motivation.
2. Second Round: A culture-fit assessment evaluating alignment with the client's core values of speed, direct communication, and customer obsession.
3. Team Day: A practical assessment featuring a discovery call role-play simulation with the Chief Executive Officer acting as the prospect.

Due to the high volume of applications we anticipate, we regret that we are unable to provide individual feedback to all candidates. If you do not hear back from us within 4 weeks of your application, please assume that you have not been successful on this occasion. We genuinely appreciate your interest and wish you the best in your job search.

Commitment to Equality and Accessibility:

At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing human-resources@mlabs.city.

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