About the Role
As an Account Executive for our Insurance Vertical, you will be the driving force behind establishing Kpler as the definitive standard for vessel tracking and voyage-risk visibility across the marine insurance ecosystem. In this high-impact, outbound hunter role, you will pioneer a new vertical by delivering real-time maritime intelligence directly to C-suite decision-makers, underwriters, and claims leaders across the US insurance corridor. By translating complex vessel and geospatial data into actionable underwriting profitability and loss-prevention strategies, you will directly influence how global trade risk is evaluated and managed.
Key Responsibilities
Drive full-cycle sales growth: Prospect, consult, demonstrate, and close new business opportunities across marine underwriters, P&I clubs, cargo insurers, and brokerages.
Build multi-threaded relationships: Engage and align key stakeholders across the entire buying committee, including Chief Underwriting Officers, claims adjusters, loss prevention, and risk compliance leaders.
Generate pipeline proactively: Execute structured outbound prospecting campaigns to build over 70% of your own pipeline through high-impact outreach and face-to-face meetings.
Articulate commercial value: Translate complex geospatial, vessel-tracking, and maritime risk analytics into clear, quantifiable underwriting and claims management benefits.
Formulate the vertical playbook: Partner with global Sales, Product, and Market Analyst teams to establish repeatable sales messaging, objection handling, and go-to-market strategies for the insurance vertical.
Maintain forecasting rigor: Manage sales activity within CRM to consistently deliver predictable quarter-over-quarter quota performance and achieve 90%+ commit accuracy.
Experience & Background
3+ years of proven full-cycle quota-carrying sales experience in B2B SaaS, data, or analytics solutions with an active hunter mindset.
Strong executive presence and comfort conducting regular, in-person meetings across target account hubs (up to 30-40% travel within NY/CT and Texas).
Demonstrated ability to navigate complex, multi-stakeholder selling environments and close deal sizes ranging from $30K to $150K+ ARR.
Proven track record of independently generating pipeline from scratch through proactive, strategic outbound outreach.
Nice-to-haves:
Experience selling into marine insurance, reinsurance, InsurTech, P&I clubs, or marine surveying firms.
Background in maritime logistics, supply chain, or experience selling AIS data, vessel-tracking, and risk analytics products.
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