Enterprise Account Executive, Insurance (Chicago, IL)

Details

• Own and exceed quarterly and annual new logo targets across an enterprise territory focused on the Insurance industry
• Build and execute strategic territory and account plans to penetrate white space; run multi-threaded pursuits across IT, security, risk, digital, operations, and line-of-business
• Create and accelerate pipeline through high-velocity prospecting (email, social, events, partners) and executive-level discovery, delivering tailored value narratives tied to insurance industry outcomes
• Lead complex enterprise sales cycles end-to-end: discovery, business case, pilots, security/compliance diligence, commercial negotiation, and executive alignment to close
• Orchestrate the extended team (Solutions Engineering, Security/Compliance, Industry Advisors, Customer Success, Marketing, Legal, Finance, and Partners/SIs) to deliver compelling, value-based solutions
• Become fluent in Box’s platform and integrations, as well as insurance-specific use cases (loan origination, underwriting, advisor productivity, regulated content governance).
• Maintain rigorous pipeline hygiene, forecasting accuracy, and activity management in CRM; report on leading indicators and execute to plan.
• Contribute to building scalable, repeatable Insurance industry sales plays, customer stories, and partner motions that raise the bar for the team.
• 6+ years of full-cycle SaaS sales experience with consistent success meeting/exceeding new logo and revenue targets
• 2+ years selling to the enterprise space; experience with complex, multi-stakeholder deals
• Proven “hunter” with a track record opening and closing net-new logos in large or global accounts; comfortable owning a white-space territory
• Experience selling into Insurance familiarity with security, governance, and compliance-driven sales cycles
• Skilled in value-based, solution selling: expert discovery, multithreading, executive storytelling, business case development, and competitive positioning
• Strong executive presence and ability to engage C-level stakeholders across IT, Security, Risk/Compliance, Digital, and line-of-business functions
• Highly organized operator with excellent territory planning, pipeline management, and forecasting discipline; adept in Salesforce or similar CRM
• Collaborative deal leader who mobilizes cross-functional and partner ecosystems; thrives in fast-paced, high-accountability environments
• Anticipate industry shifts and serve as a strategic advisor to enterprise customers as they evolve
• Excel in ambiguous environments, bringing clarity and direction across complex, cross-functional initiatives
• Bachelor’s degree or equivalent experience