Enterprise Account Executive

## About the Company Effective AI is on a mission to transform how insurance teams do their most important analytical work. From day one, we've been clear about what we are, and are not. We are not replacing actuaries, pricing teams, or underwriters. We are building AI agents that work alongside them, doing the data-heavy, regulation-dense work that consumes most of their week so they can focus on the judgment and decisions they were trained for. Our platform enables actuarial, pricing, product, and underwriting teams at carriers to move faster, produce higher-quality analysis, and unlock work that wasn't feasible before. We're already trusted by P&L owners, chief actuaries, and pricing directors at some of the largest carriers in the country, running production workflows, not pilots. Under the hood, we're solving frontier applied research problems in agentic reasoning, multi-step coordination, and reliable AI over complex, high-stakes domains: the kind of work that will define how AI operates in regulated industries for the next decade. Effective AI was built by people who lived the problem. Our CEO, Abhay Mitra, founded and scaled Nirvana Insurance to a unicorn valuation. That experience shapes every product decision and gives us deep credibility with the buyers you'll be selling to. Everyone here builds product: our engineers learn the domain, our domain experts ship features, and we run the company on the same AI agents our customers use. We're backed by Lightspeed and Valor and headquartered in San Francisco. At Effective AI, we value ownership, intellectual curiosity, and a bias toward action. ## About the Role We're looking for a Founding Account Executive to own the enterprise sales motion at Effective AI. You'll partner directly with the founders to close complex deals at the largest insurance carriers, deepen our enterprise positioning, and help scale the sales team as demand grows. The buyers are chief actuaries, heads of product, chief data officers, and P&L owners at the nation's largest carriers. They're technical, they're skeptical, and credibility comes from understanding their work and proving the platform's value through a multi-stakeholder process, not from a pitch deck. This role is for someone who thrives in ambiguity, can navigate multi-stakeholder deals, and is energized by shaping a sales motion that's still evolving. ## Responsibilities - Build and execute the end-to-end enterprise sales motion: sourcing leads, running discovery, managing demos, navigating technical evaluation, negotiating contracts, and closing deals. - Build pipeline and shape how we reach enterprise buyers: outbound, conferences, events, content, campaigns, and thought leadership that put us in front of actuarial and pricing leaders. - Establish and own our customer expansion approach – drive adoption, retention, and growth within your accounts across adjacent teams and use cases. - Partner with our insurance research team to scope POCs, run high-signal demos, and translate customer feedback into product priorities. - Collect feedback from customers and the market to influence product roadmap, pricing, packaging, and go-to-market strategy. ## Requirements - 3+ years in sales, business development, or growth roles at high-growth startups, with experience closing enterprise or mid-market deals. Proven ability to multi-thread, manage long sales cycles, and drive consensus across diverse stakeholders. Bonus: AI, data, fintech, or vertical SaaS. - Strong commercial instincts. Comfortable structuring deals, negotiating terms, and managing enterprise procurement cycles. Equal parts strategic advisor and closer, with a track record of building pipeline from scratch. - Strong understanding of B2B SaaS go-to-market motions (sales-led, partnerships, PLG). You know how enterprise buyers evaluate and buy, and you can design the right approach for the segment. - Builder mentality. Energized by shaping the sales motion, not just executing one. Comfortable where process is still forming and your input directly influences how things get done. - Intellectually curious, excited by AI, and ready to be a founding team member. Willing to go deep on your buyers' world (ratemaking, reserving, competitive analysis) because that's how you earn trust with technical, skeptical buyers. Drawn to the risk, reward, ownership, and impact of an early-stage company. If you've sold into insurance or actuarial teams before, you know how hard the problem is, and how underserved these teams have been by technology. If you haven't, but you've consistently closed complex enterprise deals with technical buyers and want to help define a new category, we want to talk. ## Role Details - **Location:** San Francisco, CA - **Work Model:** Hybrid/Onsite - **Compensation:** The estimated salary range for this role is $230,000-$340,000 OTE, depending on experience and skill set. In addition to base salary, we offer competitive equity, benefits, and growth opportunities. Final compensation will be determined based on a combination of factors, including experience, qualifications, and location. ## What We Offer - Flexible PTO - Highly competitive salary & meaningful equity - Best-in-class medical, dental & vision insurance - 401k with up to a 4% company match - $1,200 annual learning and development stipend - Catered lunches - Commuter benefits for Bay Area employees - Home office stipend for remote employees - Mentorship from experienced founders and access to an elite investor network - Team building events & happy hours - Company Offsites - Backing from top VCs (Lightspeed, Valor)