Enterprise Account Executive

You'll report to: Lloyd Peters, Head of Revenue UK & EMEA

Team: Revenue

Location: Hybrid, London Office near Monument typically 3 days per week

Salary Range: £160,000 - £180,000 Total Compensation (£80,000 - £90,000 Base, 100% OTE commission and uncapped commission structure)

Role Type: Full-Time, Permanent

Start date: As soon as possible

Visa / Sponsorship Available: Not Available

 

The Enterprise Account Executive Role

As we continue our mission to be the market-leading underwriting platform for commercial and specialty insurers and MGAs, we are looking to grow our UK sales team with another Enterprise Account Executive. This is an exciting opportunity for someone with a strong background in Insurtech SaaS sales or working in a top-tier consulting firm in insurance transformation.

You’ll report to our Head of Revenue – UK & EMEA and drive our growth in the London Market. You’ll be part of a small sales and marketing team within the region and take responsibility for executing our Sales and GTM plans for the region to achieve our revenue growth targets. This will include leading our consultative sales process, producing tender proposals, delivering presentations and product demonstrations, negotiating contracts with potential customers, and representing Send at industry events.

To be successful in this role, you will need to have a deep understanding of commercial insurance industry, a strong track record in navigating complex software sales processes, and superb communication and presentation skills with the ability to deliver product demonstrations and build compelling proposals.

 

About Send
In 2017, the three founders of Send (Andy Moss, Ben Huckel, and Matt McGrillis) had a vision to reshape and enhance the underwriting processes of commercial insurers by fusing advanced technology and deep expertise.

In 2019, Send delivered a commercial and specialty Underwriting Workbench for a leading global insurer (a major FTSE 100 carrier, one of the UK’s top five composite insurers) – streamlining operations, driving efficiencies, and providing forward visibility.

Over the next five years, we implemented multiple Underwriting Workbench solutions in both the UK and US markets.

In 2022, Send won three awards for the Underwriting Workbench and announced a $10m Series A funding raise to expand in the UK and US.

In 2023, Send launched ‘Smart Submission,’ a stand-alone component of the Underwriting Workbench, to help insurers tackle submission chaos.

In 2023, Send was named as a “Leader” in the IDC MarketScape: Worldwide P&C Intelligent Underwriting Workbench Applications 2023 Vendor Assessment. Send’s ‘financial stability and growth’ was noted as a key strength.

In 2024, Send was named a “Top Provider” in the Datos P&C Workbench report, and a “Leader” in the Celent Underwriting Workbench reports in both North America and Global Markets. We also won IBUK’s 2024 Top Insurance Employers award.

We have a growing pipeline of opportunities in multiple geographies and report year-on-year growth. Our vision is to be the market-leading underwriting software platform for agile carriers.

#loveunderwriting

 

 
Our Funding

From 2017 to 2022, we bootstrapped our growth journey, transforming into a profitable and stable company. In November 2022, after a year of customer and team growth, we successfully secured $10m in Series A funding to accelerate our expansion in the UK and US and further develop our product. We enjoy the support and expertise of our investors, Mercia and Breega.

We are currently preparing for our Series B funding round and looking forward to the growth acceleration this will facilitate.

 

 
The Send Team

In the past year, Send has experienced remarkable team growth, expanding by over 50% to a team of 80+. At the start of 2024, our team was based in the UK and Poland. We’ve taken significant strides towards establishing a global presence and now have team members across the US and India, all working collaboratively to be the market-leading underwriting software platform for agile insurers.

 

 

What You’ll Be Doing as an Enterprise Account Executive

• Account Ownership: Develop and nurture relationships within accounts in the UK territory, engaging stakeholders across a complex and consultative sales process.
• Revenue Generation: Drive our revenue growth and attainment within your territory by identifying, capitalising and closing on new business opportunities. Exceed monthly/quarterly sales targets by driving new opportunities and selling new products into existing accounts.
• Account Strategy & Planning: Partner with the Head of Revenue and Business Development Reps to prioritise opportunities, develop individual account strategies and dedicate appropriate resources.
• Pursuit management: Work with our Pre-Sales and Product teams to best showcase our product and how it meets customer needs with both demonstrable product and written product proposals.
• Customer Transformation Planning: Work with our customers and our pre-sales, delivery and product teams to understand their transformation objectives and shape a solution and delivery proposal to best fit their requirements.
• Performance & Activity Reporting: Track all opportunity and customer details including use cases, stakeholders, meeting outcomes and actions in HubSpot.
• Networking: Engage your network and partner with marketing colleagues to identify opportunities to expand and strengthen the Send brand within the UK and engage prospective clients at an early stage to understand their landscape.
• Collaboration: Partner with the wider sales, marketing and product teams to input into marketing campaigns, product launches and enhancements and iteration of our product positioning.
• Customer onboarding: Working with our customers to finalise and mobilise our partnerships. This includes working with our delivery teams to shape an implementation roadmap, legal to agree suitable contracting and seamlessly transition relationships into customer success.

 

 

The Skills and Experience Needed for the Enterprise Account Executive role

• Strong knowledge and experience in the London commercial insurance market.
• A track record of success selling software solutions into enterprise companies, including through competitive tendering processes.
• Demonstrable success in building and executing sales strategies that emphasise storytelling, are consultative in nature and build a strong value proposition for change.
• The ability to generate short-term results while maintaining a long-term perspective to improve overall revenue generation.
• Ability to understand customers strategic objectives and translate that into a compelling case for change, outlining how Send enables a return on investment.
• Experience partnering with marketing, product and customer success teams to deliver compelling proposals and solutions to complex customer requirements.
• A strong track record of interacting and engaging with C-level executives and outstanding written and verbal communication skills.
• An attention to detail and discipline in tracking pipeline, deal activity and proactive communication across teams.
• You’re excited to join a company as an early revenue employee, contributing to our expansion within the UK region and the onboarding and development of future team members as we grow.

 

 

What’s on Offer - Life at Send

Health Insurance - through AXA, covering medical, dental, optical, mental health, and therapies, plus access to Spill for free, confidential mental health support and therapy.
Life Insurance - covering four times basic salary, and Income Protection for up to 36 months at 75% of salary, including rehabilitation support.
Pension Scheme - Salary sacrifice pension scheme through Royal London. Send contributes 8%, with an employee minimum of 4%.
Time Off - 25 days annual leave for all colleagues, plus public holidays. We also offer volunteering time and a wellness day.
Enhanced Parental Leave - Enhanced parental leave package, including 12 weeks of fully paid leave for all new parents and additional support for birth-giving parents.
Learning and Development - Annual budget to use through Learnerbly, giving you access to books, courses, conferences, and resources to support your development.

Check out Send's public Handbook for more information on our product, recruitment process, team, benefits and much more.

 

Enterprise Account Executive – Recruitment Process
Our recruitment process for the Enterprise Account Executive role will consist of 3 formal interviews, plus informal introductions if appropriate:

Intro call with our in-house recruiter, Liam (30 minutes) - This will cover your background, motivations and communication, along with a chance to get to know Send and the role better.
Stage 1 - Interview with Lloyd Peters, Head of Revenue UK and EMEA (45 minutes)
Stage 2 - Interview with Brad Tabor, Head of Revenue US (30 minutes)
Stage 3 - Interview with Andy Moss, CEO (30 minutes)

 

At Send, our focus lies in enhancing our culture rather than building a team that fits a cultural alignment. We recognise from our experience that a diverse, equitable, and inclusive team enhances our innovation, creativity, decision-making, overall performance, team success, and much more.

When considering applying for a role that has captured your interest, we encourage you to submit an application even if you don't meet every requirement. Studies show that women, Indigenous people, and individuals of color are less likely to apply for jobs unless they meet every qualification and requirement detailed within the job advert. At Send, we aim to break away from this trend.

When it comes to growing the team, we welcome everyone to apply, irrespective of your background, ethnicity, or culture. We are committed to thoroughly reviewing all applications and refraining from discrimination based on race, ethnicity, color, religion and belief, national origin, sexual orientation, age, marital status or civil partnership, family status, pregnancy and maternity, disability (both visible and invisible), gender identity or expression, or any other legally protected status.

We understand that fostering inclusive hiring practices is a continuous journey that requires dedication and ongoing improvement. We welcome any feedback you may have regarding our hiring or interview processes.
If you have any specific needs or additional requirements, please feel free to share them with us in the designated space on your application. Our aim is to ensure a smooth and comfortable application and interview process as possible.

Need help with your application or have additional questions regarding the role? Email - liam.longstaff-pagoni@send.technology