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Nearmap is seeking a Strategic Account Executive to drive expansion of its Roof and Exterior Measurement (REM) suite within the Property & Casualty Insurance market. This role focuses on identifying, developing, and closing complex REM opportunities with new strategic insurance carriers while expanding the offering within Nearmap's existing 200+ insurance customer base.
You will own the full sales cycle for complex, multi-stakeholder deals with 6-18 month decision timelines. Key responsibilities include:
**Sales Execution & Pipeline Management**
Identify and qualify REM opportunities with new strategic carriers and expand within existing accounts across Claims and Underwriting functions. Develop and execute strategic account plans with stakeholder mapping, business case development, and multithreaded engagement. Maintain a long-term pipeline prioritizing high-value opportunities and achieve quarterly and annual sales targets.
**Customer Engagement & Discovery**
Build relationships with Claims, CAT response, and Underwriting leadership. Uncover customer pain points, recommend tailored solutions, and position Nearmap's REM offerings to address complex claims and underwriting needs. Qualify inbound leads and coordinate high-impact product demonstrations with ROI-driven narratives.
**Sales Methodology & Strategy**
Apply MEDDPICC sales methodology and value selling frameworks. Develop expertise in REM product suite, use cases, and persona motivation. Monitor industry trends and competitive activity (EagleView, Hover, other measurement providers). Partner with assigned Outbound BDR on strategic territory planning and prospecting.
**Deal Management & Collaboration**
Develop customized proposals and lead contract negotiations on pricing, licensing, and value-based structuring. Maintain accurate Salesforce pipeline visibility with reliable forecasting. Coordinate across Legal, Finance, Customer Success, and Product to drive deals to close.
**Team & Organizational Contribution**
Serve as voice of the customer internally, sharing insights for product and GTM initiatives. Mentor junior sales team members and contribute to sales best practices development. Participate actively in team meetings, strategy sessions, and cross-functional planning.
**Requirements**
Minimum 5+ years in strategic or enterprise closing sales roles within the Insurance vertical with strong track record of exceeding quota. Demonstrated expertise in Roof and Exterior Measurement space (property measurement, estimating, or claims workflow solutions) with direct experience selling into insurance carriers. Proven success managing strategic accounts and complex, multi-stakeholder sales cycles with 6-18 month decision timelines. Experience selling SaaS, geospatial, data, or platform solutions to large, complex organizations.
Required skills include mastery of enterprise sales methodology (MEDDPICC or similar), deep expertise in value selling and ROI-driven business cases, exceptional stakeholder management and negotiation skills, advanced pipeline management and Salesforce proficiency, ability to synthesize technical and strategic information for executives, analytical thinking and creativity in deal structuring, and territory planning expertise.
Required knowledge includes working knowledge of claims estimating and measurement workflows (e.g., Xactimate/Xactanalysis) and REM data integration, expertise in building C-level relationships aligned to executive priorities, and understanding of competitive landscape.
Bachelor's degree required; advanced degree preferred. Entrepreneurial work ethic with strong customer-first mindset essential.
