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Salary: USD 150,000 - 220,000 / annual
Harper is an AI-native commercial insurance company rebuilding the entire insurance business as software. The company has grown ~100x in the last year and operates with high intensity and standards, on-site in San Francisco.
You will own carrier, wholesaler, MGA, and program relationships at the portfolio level. This is a relationship-driven role focused on building and maintaining market access, not on placing individual accounts. Your responsibilities include:
- Build and maintain the market map: track Harper's carriers, wholesalers, MGAs, programs, appointments, constraints, and production paths by line, class, and state. Keep relationship history, agreements, appetite changes, contacts, and commitments current.
- Open doors: win appointments, preferred access, new programs, and senior relationships where Harper has credible demand. Drive each effort to a real decision rather than leaving it open.
- Be Harper's face to carriers: own relationships with people who control appetite, capacity, operations, and distribution strategy. Show up consistently in person and by phone until they think of Harper first.
- Run the urgency list: send each carrier pending quotes, outstanding binds, upcoming renewals, and stuck submissions. Track these until cleared.
- Turn demand into a carrier case: show carriers the volume, risk mix, submission quality, conversion, and operating capability that justify deeper access. Negotiate commissions, fees, service expectations, data exchange, and escalation paths.
- Manage portfolio performance: track what Harper sends, what markets quote, what binds, where service breaks, and which relationships deserve more investment. Tie relationship effort to outcomes.
- Create clean escalation paths: ensure account teams know exactly who to call and how to move stuck issues without taking over account ownership.
This is an on-site role in San Francisco, Monday through Friday, with long days and travel to carriers, wholesalers, and industry events as needed. Much of the work is unglamorous: chasing binds, re-sending urgency lists, tracking renewals. Relationships are built on consistent showing up and producing results, not on dinners or meetings. You will have a visible production scoreboard.
The role is not suitable if you prefer remote or hybrid work, measure success by meetings or logos rather than placement outcomes, want to own individual account negotiation instead of carrier portfolio relationships, or expect underwriting or brokerage teams to maintain your relationship records.
REQUIREMENTS:
- Demonstrated experience building carrier, wholesaler, MGA, or distribution partnerships in commercial insurance
- Personal track record of opening and developing senior insurance relationships
- Deep understanding of how appointments, programs, commissions, capacity, and distribution economics work
- Ability to distinguish between signed agreements and relationships that produce results
- Capability to turn operating data into credible carrier-development cases and negotiate from data
- Commercial aggressiveness balanced with realistic operational commitments
- Ability to leverage AI as a tool for building urgency lists, pulling production data, and prepping carrier reviews
- Strong collaboration skills with account teams, underwriters, and market partners while maintaining clear portfolio relationship ownership
