Mid-Market Account Executive

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.

Mid-market is will play a huge role in Adapts next phase of growth. Youll be selling to sophisticated P&C agencies that move faster than enterprise and hold a higher bar than SMB. Youll regularly see buying committees including a VP of Ops a CIO and even CEOs.

Youll carry a full-cycle book from cold to closed sourcing discovery demo pilot close on a 45-day cycle with monthly closed-won targets. That pace only works if your pipeline is always full and your deals never stall. The pilot framework the objection playbook the carrier coverage material the ROI model are in place. We need a rep who runs the motion at volume and sharpens it while running it.

Youll work directly with the Head of Sales and CEO. Whats landing in your calls shapes the messaging the roadmap and how the next MM hire is trained.

• Uncapped Earning Potential: Strong base aggressive commission with accelerators past quota and deal volume that makes attainment a function of activity and discipline rather than luck.

• Real Product Real Pain: Youre not selling vaporware. Adapt solves a problem agencies feel every single day and we are adding net new product by customer request every quarter. The pitch works you 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 talent looking for more of the same.

• Own the Full Cycle: Identify prospect qualify demo pilot and close mid-market agencies. You run your book from start to finish.

• Self-Source Your Pipeline: HubSpot Nooks SalesNav referrals conference lists partner channels and resourcefulness. Roughly half your pipeline should be built by you. We have a heavy dialing culture here; this isnt for everyone but it WORKS.

• Run Discovery That Earns the Demo: Get into how the agency actually operates AMS setup document handling carrier mix who touches a policy change and how many times. Surface the cost of the current process before you show anything.

• Run Pilots to Conversion: Lock success criteria scope pricing and the conversion path in week zero. Run the weekly check-ins. Track ROI against what the customer said mattered and drive the conversion decision on schedule.

• Multi-Thread Every Deal: Operations IT and the principal or CFO each have a different reason to say yes and a different reason to stall. Build relationships with all of them to drive deals to completion.

• Close and Hand Off Clean: Negotiate commercial terms get to signature and give Customer Success everything they need to onboard well. A deal that churns in 60 days isnt a win.

• Sharpen the Motion: Test messaging verticals and sequencing. Document what works. The MM playbook gets better because youre running it.

• 4 years of full-cycle AE experience in SMB or mid-market SaaS with quota attainment you can recite by year. Numbers matter here - know yours.

• Self-sourcing is second nature. Youve built a book without a mature marketing engine behind you and your prospecting is a system you can describe rather than a burst of activity when the quarter looks thin.

• You carry volume without dropping rigor. Managing 20 live opportunities doesnt turn your discovery into a checklist or your CRM into a mess.

• Consultative in discovery. You ask open questions listen more than you pitch and connect every part of the demo to something the prospect actually told you.

• ROI-driven. You lead with business value quantify the cost of doing nothing and build the math that makes the decision straightforward for a budget owner.

• Organized operator. You live in your CRM (HubSpot). Your pipeline is clean your forecast holds up and you know where every deal stands at all times.

• Resilient. Youve had good months and bad ones. You diagnose your own slumps and pull yourself out before anyone has to manage you through it.

• Grit > pedigree. You may not have sold insurance or worked at a name-brand company. Youre hungry and you deliver.

• Experience selling to insurance agencies or familiarity with agency management systems Applied Epic AMS360 ImageRight.

• Youve sold API integration or infrastructure products and can explain technical value to a non-technical buyer.

• Pilot-led or POC-led selling experience you know how to keep a trial from becoming a free consulting engagement.

• Startup experience. Youve built before and ambiguity doesnt slow you down.

• Military or high-level athletics background. We believe that the discipline and team-first mentality translate directly to our culture.

• In 30 days: You know the product cold youve shadowed every deal stage and your target account list is built. First contact is already made on your top accounts.

• In 90 days: You have a live pipeline of qualified mid-market opportunities youve closed your first deals and the Head of Sales trusts your forecast.

• In 6 months: Youre at or ahead of pace on quota running pilots that convert and your notes on what works have made it into the MM playbook. At least one customer will take a reference call.

This is a career-making role for a high-output closer.

If you build your own pipeline run deals with discipline and close at a rate that makes other AEs ask how you do it this is your next move. Youll work directly with the CEO and Head of Sales close real revenue and help modernize one of the most broken industries in the country.

Lets go close.

Required Experience:

IC