About this Account Executive - Insurance & Risk role at Kpler
About the Role
The Sales team is looking for a highly motivated Account Executive, Insurance (New Business) who is excited about selling a disruptive technology solution into marine underwriters, P&I clubs, cargo insurers, and the brokers and surveyors who support them.
This is a hunter role,. You will own 70%+ of your own pipeline generation through outbound prospecting, close $30K-$150K+ ARR deals with multi-stakeholder buying committees, and build the relationships and playbook that establish Kpler as the standard for vessel and voyage-risk visibility in the insurance market — largely through in-person meetings across the New York/Connecticut insurance corridor, with additional coverage in Houston.
Key Responsibilities
Own the full sales cycle: prospect new business, develop opportunities, demo the product, and close sales across marine underwriters, P&I clubs, cargo insurers, and brokerages in the United States
Generate 60%+ of pipeline through outbound prospecting (30+ meaningful touches/day minimum), anchored around in-person meetings
Build multi-threaded relationships across the buying committee — underwriting, claims, loss prevention, and risk/compliance — not single-threaded
Sell to economic buyers (VP/C-level: Chief Underwriting Officer, VP Claims), not just end-users or surveyors
Translate vessel-tracking and voyage-risk data into concrete underwriting, claims, and loss-prevention value
Collaborate with the global Sales team, Product, and Market Analysts to build the insurance-vertical playbook and close strategic deals
Provide accurate forecasts (90%+ commit accuracy expected)
Close new business consistently at or above quota level
Who You'll Sell To
Primary buyer personas include:
Marine underwriters and Chief Underwriting Officers at insurance carriers and MGAs
P&I Club claims and loss-prevention teams
Marine claims adjusters and surveyors
Cargo and hull insurance brokers
Risk and compliance teams evaluating sanctions, casualty, or voyage-risk exposure
What Success Looks Like
Built and maintained territory/account plan for the insurance vertical within the first 60-90 days
Consistent quarter-over-quarter pipeline growth and quota attainment against a defined new-business target
A cadence of in-person meetings booked and run each month across the target account list
Documented, repeatable playbook (messaging, objection handling, proof points) that can be handed to future insurance-vertical hires
What We're Looking For
3+ years of closing experience in B2B SaaS or data/analytics sales, ideally with a full-cycle (hunter) sales motion
Experience selling into insurance, reinsurance, or InsurTech — direct marine/P&I experience is a strong plus but not required
Comfortable building a new vertical from scratch: prospecting, messaging, and process, not just working an inbound queue
Strong in-person presence — this role is built around face-to-face meetings, not a purely virtual motion
Ability to learn and speak credibly about maritime risk, vessel operations, and underwriting workflows
Willingness and ability to travel regularly (up to ~30-40%) within the Southeast US, with occasional national/industry-event travel
Nice to Have
Existing relationships with marine underwriters, P&I clubs, or marine claims/surveying firms
Background in maritime, logistics, or supply-chain data products
Experience selling AIS, vessel-tracking, geospatial, or risk-analytics data products
