Carrier Account Executive

About Us

Herald builds digital infrastructure for commercial insurance. Today we provide developers a single API to get quotes for insurance products from multiple carriers. Tomorrow we want to build anything that helps developers connect their applications to the insurance ecosystem. We think buying insurance should be as easy as buying anything else online and we want your help!

We're a team of insurtech veterans with experience at At-Bay, Kin, Semsee, and Insurify. We've raised over $8M in seed funding from top-tier VCs (Lightspeed, Afore, Underscore) along with a panel of insurtech founders (At-Bay, Marble), insurance executives (CRC), and early employees of other successful API infrastructure companies (Plaid, Alloy, Stytch).

The role

You will drive our growth by building relationships with carriers and turning them into happy Herald partners. You'll report to Duncan (our Chief Revenue Officer) and will work together to design and execute our go-to-market strategy. You will have technical and operational conversations at multiple levels within potential carrier partners who are digitizing the process of applying insurance for clients and their broker representatives. We expect you to have an understanding of the commercial insurance distribution landscape. You will need to add value in every interaction and enjoy positioning Herald using deep knowledge of our product and applied technical knowledge to each carrier's unique situation.

Responsibilities

• Own a named account list and develop account plans for winning and expanding business with commercial insurance carriers
• Develop outbound strategies to create and nurture opportunities
• Develop relationships with executive stakeholders at new and existing carrier partners
• Manage the full customer lifecycle: from initial prospecting to close, through cross-sell and renewal
• Negotiate contracts with carriers over platform access fees
• Work with multiple functions (Customer Success, Engineering, & Product) to consult on implementation approach and provide financial analysis to carrier partners
• Operate with high agency in a high-growth startup environment
  
  

What you bring

• 5 years of experience at a carrier, brokerage, insurance technology company, or professional service provider serving the insurance industry
• Commercial insurance and/or SaaS sales experience highly preferred
• Strong written, visual, and spoken communication skills across audiences with a variety of technical knowledge
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Ability to own executive relationships with top customers, prospects, and industry thought leaders
• The ability to quickly learn technical concepts
  
  

What we bring

• 💰 Competitive compensation packages based on experience
• 📈 Company equity
• 🌐 Hybrid-flexible company based in New York City
• ✈️ Relocation stipend (if you want to join us in the Northeast)
• 🌛 Quarterly in-person meetups (on the company)
• 🏝 20 days of PTO (that roll over) 12 company holidays 5 sick days
• 💊 Quality health, vision, and dental insurance
• 🚆 Pre-tax commuter benefits to be used towards parking & transit costs for those working hybrid in our offices
• 👵 401K plan
• 🏠 $500 additional home office stipend (beyond the standard equipment)
• 👨‍👩‍👧‍👦 Parental leave for all kinds of parents (including adoption and foster care)
• 🏃‍♀️ An agile and motivated team
  
  

Full compensation packages are determined based on candidate experience. This role also offers commission and equity in addition to base salary. The OTE for this role is between $200,000 and $250,000 for the first year.

New York Pay Range

$100,000—$140,000 USD

Additional information

Diversity, equity, and inclusion are featured prominently in our company's values which you can read about below. Please reach out if you would benefit from any assistance throughout the application or have suggestions about how we can make our process more accessible and inclusive to all people.

One more note: We want to build an incredible team. As a result, we make a point of being open to surprising candidates who are the right person even though their experience doesn't exactly match up to our job description. Our job descriptions are gestures, not strict criteria. If you think you would be a great addition to our team, but might not fit the criteria perfectly, we still encourage you to apply! We recognize there are many transferable skills and traits that we may not have captured in this description and welcome all interested candidates to apply.

Life at Herald

We're just getting started and building our culture with purpose every day. One of the joys of joining a small company early is that you get to build that culture too. Come join us and help us make Herald an (even more) amazing place to work!

Actions we value

There are many actions that we hope for and even demand from members of our team: communicating honestly, working hard, behaving with integrity. These are expectations. But we value these five actions above and beyond the level of "baseline expectation." We believe that if we excel at these, our business will thrive. We're betting the company on it.

Create a shared reality.

We each articulate the facts, assumptions, questions, and fears we hold about our business. We listen to and learn from others. We create a shared set of information before making decisions.

Get better every day.

We constantly seek ways to improve ourselves. We provide each other candid feedback coupled with support to elevate those around us. We refine how we work together to become more effective as a team.

Respect one another.

Our actions impact real people with distinct lives. We take the time to understand their perspectives and act in accordance with their humanity.

Build a diverse, equitable, and inclusive community.

We thrive when our team has a variety of lived experiences, values each other for their unique perspectives, and shares equitably in our mutual success. We invest in building an inclusive community for people who are oppressed because of their race, ethnicity, age, religion, gender expression, sexual orientation, physical ability, or socio-economic class.

(Remember that) we make the rules.

We once created the ways we work and therefore can change them. We do not default to momentum. We challenge ourselves to deconstruct the status quo and create a better future.