Archipelago is seeking a Customer Account Executive to preserve and expand its customer base in commercial property and casualty insurance. This role involves direct responsibility for sales, building pipeline, acquiring new logos, and driving associated ARR. The executive will prospect companies with over $8B in commercial property, assess value alignment, coordinate sales engineering, and manage the contracting process. The position requires a balance of customer orientation and a results-driven approach, focusing on long-term relationships and transforming how clients manage property data and risks using Archipelago's AI Agent, Hub, and Platform.

Must Have

• Preserving and expanding customer base in collaboration with partners
• Directly responsible for sales, building pipeline, acquiring new logos, and associated ARR
• Prospecting for and convincing companies that own and/or occupy over $8B of commercial property to become valued Archipelago customers
• Assessing pain and value alignment with Archipelago's solution
• Developing a comprehensive understanding of each prospect
• Coordinating the involvement of sales engineering
• Driving the contracting process to its completion
• Meeting and exceeding sales goals (quotas) through strategic prospecting, qualifying, managing, and closing sales net new opportunities within the top insurance brokers
• Running expert discovery, tailoring product demos, and driving structured pilots with clear success criteria and timelines
• Preparing Customer Order Forms and managing contracting process with Finance, Legal, and Security
• Partnering with Marketing/BDR on targeted campaigns
• Working with Product and Customer Success to translate pilot feedback into wins and expansions
• Maintaining complete, accurate CRM hygiene (activities, contacts, stages, next steps)
• Reporting on KPIs and continuously refining the sales process
• 2-5+ years of enterprise software sales experience, with proven success selling SaaS solutions into the insurance sectors
• Team-first player and comfortable in a pod team structure
• Strong work ethic; self-directed and resourceful
• Highly driven and brings a strong sense of urgency and focus
• Willing to travel domestically
• Located in New York, NY or San Francisco, CA metro areas

Good to Have

• Experience in Property Insurance Industry

Perks & Benefits

• Company Equity Program
• Medical, dental, vision and life insurance
• Flexible Time Off
• Mental Health programs

Customer Account Executive

Who we are:

Welcome to Archipelago, where we're redefining the landscape of commercial property and casualty insurance with the most powerful AI Agent that helps drive meaningful business decisions and value for their clients as easily and efficiently as possible. By equipping brokers with the Agent, Hub, and Platform, we empower our customers to navigate the complexities of property and casualty insurance with confidence and control.

Archipelago was founded in 2018 and serves many of the world’s largest commercial P&C brokers and their clients, representing over 500 of the world's largest and most dynamic portfolios to improve their data and better represent their risks. Archipelago has achieved Series B funding from industry-leading investment partners including Scale, Canaan Partners, Ignition Partners, Prologis Ventures, Stone Point Capital, and Zigg Capital.

Join us at Archipelago and be part of a team dedicated to enabling commercial property and casualty insurance brokers with AI agents. We're seeking individuals with a passion for innovation, a commitment to excellence, and a drive to further elevate and empower our customers.

If you're ready to make a meaningful impact and be part of a dynamic, forward-thinking company, we invite you to explore our job opportunities and join us on our journey to keep data accurate and workflows seamless.

NOTE: Candidates to be located in New York, NY or San Francisco, CA metro areas only as we are looking to build co-located clusters of employees that can meet in an office for collaboration and design.

Who you are:

Archipelago is seeking a Customer Account Executive to join our growing team. As a Customer Account Executive, you’ll be directly responsible for preserving and expanding our customer base in collaboration with our partners. The ideal candidate will have talent in sales and experience in customer service. We expect you to be a reliable professional able to achieve a balance between customer orientation and a results-driven approach. The goal is to find opportunities and turn them into profitable long-term relationships based on trust and mutual satisfaction.

As an Archipelago Customer Account Executive, you will be joining a go to market and sales organization that is collaborative, transparent, and supportive both in person and when you are remote.

You will be responsible for developing the Archipelago channel pipeline with key partners. You will have direct responsibility for sales - building pipeline, acquiring new logos, and the associated ARR attributed to those logos. To be successful you will work closely to leverage the marketing team, business development, sales engineering, sales development reps, and develop referral networks from your key relationships and events. You will be prospecting for and convincing companies that own and/or occupy over $8B of commercial property to become valued Archipelago customers and transform the way they manage, understand, and mitigate their property data and risks.

You will assess pain and value alignment with our solution, develop a comprehensive understanding of each prospect, coordinate the involvement of sales engineering, drive the contracting process to its completion and provide feedback internally on our learnings in the market. All of the typical activities involved in building relationships, doing research, and driving the end-to-end sales process are to be expected.

Engaging prospects will be done through a combination of video conference calls and in person meetings where travel will be required, using your best judgment in determining the most effective methods and timing to move opportunities to completion.

Responsibilities:

• Meet and exceed sales goals (quotas) through strategic prospecting, qualifying, managing, and closing sales net new opportunities within the top insurance brokers.
• Run expert discovery, tailor demos of product and drive structured pilots with clear success criteria and timelines.
• Prepare Customer Order Forms and manage contracting process with Finance, Legal, and Security.
• Cross-Functional Collaboration - Partner with Marketing/BDR on targeted campaigns; work with Product and Customer Success to translate pilot feedback into wins and expansions.
• Operational Excellence - Maintain complete, accurate CRM hygiene (activities, contacts, stages, next steps); report on KPIs and continuously refine the sales process.

Qualifications:

• Experience: 2-5+ years of enterprise software sales experience, with proven success selling SaaS solutions into the insurance sectors.
• Collaboration: You are a team-first player and comfortable in a pod team structure. You realize that everyone on the team plays a vital role in contributing to the success of the sales process and winning new clients.
• Own it: You are willing to go the extra mile and have a strong work ethic; self-directed and resourceful. You are highly driven and bring a strong sense of urgency and focus on everything you do.
• Willing to travel domestically.
• Location: Preferred candidates located in New York.

Bonus Points:

• Experience in Property Insurance Industry

Benefits:

We offer benefits regardless of where you are in your career. Providing our employees the means to lead healthy, balanced lives results in the best possible work performance.

• Company Equity Program
• Medical, dental, vision and life insurance
• Flexible Time Off
• Mental Health programs

*All benefits are subject to change at management’s discretion.

Salary Range in CA/NY: Base salary $110,000 - $150,000 plus incentive compensation.

We are an equal opportunity employer with a commitment to diversity. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to age (40 and over), race, color, national origin, ancestry, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, religion, physical or mental disability, military or veteran status, genetic information, or any other status protected by applicable state or local law.