About the role
We are looking for an Enterprise Account Executive with 3-5 years of experience to join our rapidly growing team and help us expand our market presence. This role is crucial for managing high-value deals and directly contributing to our revenue growth in the green space of AI technology for the insurance industry.
What will you be doing?
- Manage the complete sales cycle from qualified lead through discovery, demo, proposal, negotiation, and close.
- Partner with SDRs and marketing to nurture and develop qualified leads.
- Quickly learn and understand prospect workflows and pain points to position FurtherAI’s solutions effectively.
- Keep a current, accurate sales pipeline and provide precise forecasts using our CRM.
- Actively participate in refining messaging, positioning, and pricing in response to market feedback.
Outcomes
- Generate new ARR by landing flagship logos. Measures: consistently meet or exceed ARR quota through new logo acquisition. Number of enterprise customers closed within the target segment.
- Build and sustain a healthy pipeline. Measures: maintain pipeline coverage at a multiple of quota (e.g.: 3-4x coverage) with a balance of self-sourced and SDR-sourced opportunities. Demonstrated progression of deals through stages without stalling.
- Shorten and standardize the sales cycle. Measures: reduce average time from first meeting to contract. Improve stage-to-stage conversion rates. Deliver accurate quarterly forecasts within 20% of actuals.
- Ensure successful customer handoffs and early expansion. Measures: closed accounts transition smoothly to CSM/AM with clear documentation. Expansion opportunities identified within the first year of the relationship. Renewal rates for year-one accounts remain strong.
- Provide market intelligence that shapes go to market. Measures: deliver quarterly “voice of customer” reports highlighting objections, competitor mentions, and product requests. At least 2-3 insights per quarter adopted into product roadmap or marketing strategy.
