СШАAccount Executive, Service
3 нед. назад
130k–200k USD / годСШАOnsite
Manage post-sale commercial conversations to reconcile insurance coverage gaps by leading customer discussions and closing appropriate coverage changes.
Условия
- Salary: $150,000 to $200,000 OTE, with the mix weighted toward base relative to New Business and Renewals. Top performers earn more.
- Equity: Yes.
- Location: On-site, New York, Atlanta, or San Francisco. Based here or willing to relocate.
- Schedule: Monday to Friday, roughly 8 a.m. to 7 p.m. or 8 p.m., in-office 5 days a week.
- Licensing: Commercial insurance producer license required within ~30 days of start; Harper pays for training and licensing.
- Harper offers health, dental, and vision insurance. Office-specific benefits are set by working location.
Другое
- Harper is an AI-native commercial insurance company in San Francisco. We're not bolting AI onto insurance — we're rebuilding the entire business as software, on a simple bet: turning expert human judgment into compute is one of the largest transitions left to make, and a trillion-dollar industry still run 90% by hand is the place to prove it. We've grown ~100x in the last year and we move at that speed — on-site, in person, long days, very high standards. Almost no one joins Harper for insurance ; they join to build the company that replaces how it works.
- Role in one line: Turn the gap between what a customer bought and what they now need into a clear recommendation and a closed change.
- The policy is sold. Then the customer comes back with a certificate of insurance request, or a contract whose insurance requirements look very different from what was originally discussed. That moment is not a service ticket. It is a second commercial conversation, and you own it.
- Harper's systems keep the account history, the bound policy, and the new request together. You read the documents, find the gap, lead the customer conversation, and close the right coverage.
- Harper's growing policy book creates a commercial moment after the sale. Customers return mid-term with certificate requests and contract requirements that do not match the coverage they bought. That gap needs a dedicated sales motion, not a service queue.
- Harper has four Account Executive lanes: New Business, Renewals, Partnerships, and Service. Service is not renewals, and it is not the recovery work inside New Business. It is a smaller team than the other lanes and more brokerage-heavy. You read policies, certificates, and contract insurance requirements, then own the customer decision.
- Pick up the account after the sale. Take the customer who comes back with a certificate of insurance request or requirements that differ from what was originally discussed.
- Read the source documents. Compare the bound policy, the certificate request, and the contract insurance requirements line by line.
- Name the gap. Identify exactly what the requirement asks for that the current coverage does not provide.
- Build the coverage plan. Decide with placement and insurance experts how to close the gap credibly.
- Lead the customer conversation. Explain the requirement, the current coverage, the options, the price, and the deadline in plain language.
- Close the change. Ask for the business, collect the required decision and completion items, and keep ownership through bind.
- Protect accuracy. Work within your license and authority. Never let a certificate or a promise overstate what the policy covers.
- Record the outcome. Capture what the customer needed, why the gap appeared, and whether they bought, waited, or left.
- Accounts that come back with a certificate request or new requirement have a verified comparison against the bound policy and a next customer action.
- Recommendations make the current coverage, the requirement, the gap, the option, and the deadline clear.
- Bound changes move forward with the accepted option and completion steps recorded.
- Accounts that do not buy preserve the customer's stated reason, or an honest unknown when the reason is not available.
- Mid-term conversion, retention, and booked revenue improve without selling coverage the requirement does not call for.
- You have worked in commercial insurance brokerage or account management and can read a policy, a certificate of insurance, and a contract's insurance requirements.
- You can tell a customer who thought they were covered that their requirement asks for more, and keep their trust.
- You treat an existing customer's request as the start of a commercial conversation.
- You use the policy, the certificate, and the contract instead of relying on one status.
- You can earn and maintain the required commercial insurance licenses.
- You are based in New York or San Francisco, or ready to relocate.
- You want the highest quota and the most variable pay on the sales team.
- You treat a certificate request as a service ticket.
- You would rather issue a certificate than tell a customer their coverage falls short.
- You avoid direct closing conversations.
- You need a remote or hybrid default.
- Send your resume and a short post-sale case. Explain the account, what the customer came back with, how the requirement differed from the bound coverage, how you handled the conversation, and the result.
- The process has three steps: a 30-minute Zoom to meet the team, about two hours in the office to meet more people, and a super day, after which Harper decides. It moves as fast as you do.