企业客户经理
Enterprise Account Executive
关于 Vellum
Vellum 致力于赋能（再）保险行业，以应对未来的风险。虽然许多消费者从未听说过再保险——这基本上是为保险公司提供保险的业务——但这是一个超过 5000 亿美元的行业，在提供地震、飓风、洪水和山火等灾难性事件的保障方面发挥着关键作用。在 Vellum，我们利用现代技术、高级分析和机器学习，来现代化并推进这个受制于数十年未变的技术和流程的行业。我们的团队在保险领域和改造传统技术方面拥有丰富的经验。
你将如何贡献力量
我们正在寻找一位高绩效的企业客户经理，通过持续向企业级保险和再保险公司客户介绍 Vellum 的数据分析平台，推动收入增长。你将负责完整的销售周期，与 C 层和技术采购决策者建立战略关系，并阐述 Vellum 的人工智能驱动解决方案如何在承保、精算、运营和组合管理方面带来变革性价值。
作为这家保险科技公司的关键收入推动者，你将通过客户洞察影响产品策略，与跨职能团队合作，并帮助定义市场进入卓越标准。具体来说，你将：
销售与收入增长
- 通过外联开拓、通过 Vellum 网络的熟人介绍以及现场活动，为目标客户开发销售线索。
- 负责从潜在客户开发到成交的完整企业销售流程，面向保险公司、再保险公司和大型 MGA/MGU。
- 评估机会，制定可靠的预测，并超额完成季度和年度配额。
- 主导初步电话会议、演示、解决方案定位和高管汇报。
战略客户参与
- 与决策者（例如 CEO、首席用户官、CFO）建立值得信赖的顾问关系。
- 了解客户的数据挑战，并将 Vellum 平台与解决实际业务成果（例如数据透明度、承保盈利能力、效率）相匹配。
市场进入执行
- 与数据、技术、客户成功和市场营销团队紧密合作，优化信息传递，完善案例研究，并根据客户需求定制解决方案。
- 制作有说服力的提案和商业协议，体现客户价值和业务影响。
市场情报
- 在保险和再保险生态系统中建立深厚的专业知识，包括
查看英文原文
About Vellum
Vellum is on a mission to empower the (re)insurance industry to cover the risks of tomorrow. While many consumers have never heard of reinsurance - basically insurance for insurance companies - it is a $500+ billion industry that plays a crucial role in providing coverage for catastrophic events such as earthquakes, hurricanes, floods, and wildfires. At Vellum we are leveraging modern technology, advanced analytics, and machine learning to modernize and advance this industry that is burdened by technology and processes that have been largely unchanged in decades. Our team has deep experience in insurance and transforming antiquated technology in established industries.
How you will help
We are seeking a high-performing Enterprise Account Executive to drive revenue growth by continuing to introduce Vellum’s data analytics platform to enterprise insurance and reinsurance customers. You will own the full sales cycle, develop strategic relationships with C-suite and technical buyers, and articulate how Vellum’s AI-enabled solution delivers transformative value across underwriting, actuarial, operations, and portfolio management.
As a key revenue driver at this insurtech, you will influence product strategy through customer insights, collaborate with cross-functional partners, and help define go-to-market excellence. Specifically, you will:
Sales & Revenue Growth
- 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.
Strategic Customer Engagement
- 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).
Go-To-Market Execution
- 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.
Market Intelligence
- 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.
- About You
- 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 and conferences.
Benefits
- As an early stage company, Vellum provides tremendous opportunity for growth both in terms of equity and career development
- Competitive compensation packages
- 401k Match
- Medical, Dental, Vision
- Salary range: $250k - $300k OTE, with final offers varying based on geography, experience, and expertise
Originally posted on Himalayas