Founding Enterprise AE

Enterprise Account Executive

Full-Time San Francisco Adapt

Who We Are

Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance.

Today walking into an insurance agency is like stepping into a time machine. Filing cabinets fax machines piles of incoming and outgoing mail. What you dont see is that even for the parts that have been digitized needless manual work abounds. Few systems communicate directly leading to endless copy-pasting from emails to various proprietary web portals/desktop apps and back again.

Carrier by carrier process by process Adapt is bringing each of those manual and error-prone workflows into our comprehensive agentic workflow layer.

The implementation details are subject to change but this is our north star and the future we envision isnt possible without it.

Why This Role Matters

This is not a role where you wait for enterprise deals to fall into your lap. You will build your pipeline run your own process and close complex multi-stakeholder deals against legacy incumbents in a category that desperately needs disruption.

Youll be the first dedicated Enterprise AE at Adaptwhich means youre not inheriting a territory or a playbook. Youre writing it. Youll work directly with the Head of Sales and CEO define what enterprise looks like for Adapt and close the deals that prove we can win at this level.

The urgency is real. We have enterprise inbound were not fully capitalizing on. We have a product that solves a genuine expensive problem. What we need is someone who can take a complex opportunity from cold to closedfast consistently and with the kind of close rate that raises the bar for everyone around them.

Why You Should Join Adapt

• Optimize the Enterprise Playbook: Youre the first enterprise AE. The motion the messaging the objection handling the deal structureyoull help define it. Thats a rare opportunity and a career-defining one.

• Uncapped Earning Potential: Strong base aggressive commission structure and enterprise deal sizes that make quota attainment genuinely life-changing.

• Real Product Real Pain: Youre not selling vaporware. Adapt solves a problem agencies feel every single day. Demos close. ROI is tangible. The pitch worksyou just have to get in the room.

• A Team & Backers: Backed by top investors ex-Plaid execs and industry insiders. The founding team is full of multiple-time builders insurance experts and A talentlooking for more of the same.

• Momentum: Post-PMF. Revenue-generating. Growing lightning fast. The enterprise motion is the next frontier and youre leading it.

What Youll Do

• Own Enterprise Pipeline: Build and manage your own book from the ground up. Self-source through outbound referrals partner channels and strategic prospecting. No excuses about lead qualityyou create your own.

• Run Complex Multi-Stakeholder Deals: Navigate procurement legal IT and executive stakeholders simultaneously. Manage long deal cycles without losing urgency. Keep every thread moving.

• Define the Enterprise Motion: Test messaging refine the pitch document what works. Youre not just closing dealsyoure building the repeatable playbook that the next enterprise hire will learn from.

• Manage and Grow Your Book: Retain and expand existing enterprise accounts. Understand renewal risk early drive QBRs and turn customers into advocates and referral sources.

• Partner with the Head of Sales and Founder: Work in a true team-selling environment. Share what youre learning in the fieldwhat objections are landing what messaging is breaking through what deals are getting stuck and why.

What Makes You a Great Fit

• 4 years of enterprise or mid-market AE experience with a demonstrated track record of hitting and exceeding quota. Numbers matter here. Bring them.

• Youve carried a multi-million-dollar quota and hit it. Consistently. You know what it takes to close deals at this size and complexity.

• Self-sourcing is second nature. You dont wait for inbound. You build your pipeline through outbound referrals and relentless prospecting. Heavy dialing cultureyou thrive in it.

• Multi-stakeholder deal experience. Youve navigated complex buying committees procurement processes and executive sponsors. You know how to manage a deal when five people have veto power.

• ROI-driven seller. You lead with business value not features. You understand your customers P&L know how to quantify the cost of inaction and build proposals that make the math undeniable.

• Organized and disciplined. You live in your CRM (HubSpot or Salesforce). Your pipeline is clean your forecast is accurate and you know exactly where every deal stands at all times.

• Resilient and relentless. Youve had deals fall through lost to incumbents and gone dark on accounts you were sure were closing. You bounce back fast and apply the learning.

Bonus Points

• Experience selling into insurance financial services or compliance-heavy verticalsyou understand how risk-averse buyers evaluate new vendors.

• Youve sold API infrastructure or technical integration productsyoure comfortable explaining technical value to non-technical buyers.

• Startup experienceyouve built a book at a company without brand recognition and figured out how to win anyway.

• Youve been a founding AE or early enterprise hire before. You know what it means to define the motion not just run it.

• Military or high-level athletics backgroundthe discipline resilience and team-first mentality translates directly to what we need here.

What Success Looks Like

• In 30 days: You understand the product cold youve shadowed every deal stage and you have a pipeline plan. Youve already made first contact on your first target accounts.

• In 90 days: You have a live pipeline of qualified enterprise opportunities. Youve closed or are closing your first deal. The Head of Sales trusts your forecast.

• In 6 months: Youre at or ahead of pace on quota. Youve documented the enterprise motionwhat works what doesnt what the next hire needs to know. Youve turned at least one customer into a reference.

• Long-term: Youre the enterprise closer at Adapt. Your close rate is legendary your book is growing and youre helping us recruit the next enterprise AE by being the proof that this motion works.

This is a career-making role for a proven enterprise closer.

If youve carried a multi-million-dollar quota built your own pipeline and closed complex deals with a close rate that makes other AEs ask how you do itthis is your next move. Youll work directly with the CEO and Head of Sales define what enterprise looks like at Adapt and help modernize one of the most broken industries in the country.

Lets go close.