Senior Account Executive

Shift delivers AI agents that transform insurers' most critical work. By combining deep industry expertise and unmatched data resources, Shift provides proven results that have earned the trust of hundreds of the world's leading insurers. Our insurance-grade AI is accurate, explainable, and secure—empowering human experts to move with unmatched speed, total confidence, and a renewed focus on the people they serve. Your browser does not support the video tag. Our culture is built on innovation, trust, and a drive to transform the insurance industry through our SaaS platform. We come from more than 50 different countries and cultures and together we are creating the future of insurance. Learn more at The Key Account Executive team at Shift acts as the strategic bridge between complex insurance challenges and our AI-driven solutions, focusing on building long-term partnerships with national carriers. Our Account Executives are high-level consultants who navigate multi-stakeholder environments to deliver measurable value to C-suite executives. Driven by Shift’s High-Impact Behaviors, the team prioritizes data-driven decision-making and seamless cross-functional collaboration to transform the way the insurance industry operates. Role Overview We are looking for a strategic Key Account Executive to own and grow relationships with large national insurance carriers. You will operate at the C-suite level, guiding complex multi-stakeholder sales cycles from prospecting through close, while acting as a trusted advisor throughout the customer lifecycle. This is a high-visibility, high-impact role for someone who blends executive presence with a genuine consultative approach. Key Responsibilities Strategic Growth : Develop and execute strategic territory plans targeting large national insurance companies, driving new logo acquisition and expansion within existing accounts. Relationship Management : Build and maintain senior executive relationships (VP, SVP, C-suite) across key stakeholders including Claims, SIU, IT, Operations, and Lines of Business. Consultative Discovery : Lead a consultative discovery process to deeply understand clients' business challenges, priorities, and objectives—then connect those needs to our solution's value. Full Sales Cycle Ownership : Own the full sales cycle: prospecting, qualification, multi-threaded stakeholder engagement, business case development, negotiation, and contract execution. Cross-Functional Partnership : Partner cross-functionally with Solutions & Consulting, Customer Success, Data Science, Product, and Marketing to deliver a cohesive customer experience and resolve complex deal challenges. Forecasting & CRM : Accurately forecast pipeline and manage CRM hygiene to deliver predictable revenue outcomes. Market Insight : Serve as a market voice—relay client feedback and industry trends to inform product strategy and go-to-market messaging. QUALIFICATIONS 10+ years of experience in quota bearing technology sales roles 7+ years of experience being dedicated to a few Fortune 50 accounts in a B2B SaaS company Extensive background in negotiations, deal strategy & construction Excellent Presentation and Executive Engagement skills Strong Drive for Results with a high standard of quality Ability to develop a vision with a deep sense of Accountability A growth mindset and an inquisitive learner Highly adaptable, ability to work & collaborate in a fast paced environment Knowledge of the Insurance / financial services industry is strongly preferred The range listed is for base compensation. Your actual base salary will vary based on factors including location and individual qualifications objectively assessed during the interview process. In addition to base salary, your total rewards package will include additional components such as incentive pay and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the specific details for this position. Base Salary Pay Range $150,000 - $180,000 USD To support our permanent, full time employees at every stage of their careers and lives, we provide a competitive total rewards and benefits package. Here are the global benefits we’d like to highlight: Flexible remote and hybrid working options Competitive Salary and a variable component tied to personal and company performance Multiple Learning and Development opportunities, including Focus Fridays, a half-day each month to focus on learning and personal growth Generous PTO and paid holidays Mental health benefits 2 MAD Days per year (Make A Difference Days for paid volunteering) Additional benefits may be offered by country, based on your eligibility - ask your recruiter for more information. Intern and Apprentice positions may receive some of these benefits - ask your recruiter for more details. At Shift we strive to be a diverse and inclusive workforce. We welcome applications from and hire people who will contribute to the diversity of our company, without regard to race, color, religion, marital status, age, national or ethnic origin, physical or mental disability, medical condition, pregnancy, genetic information, gender identity or expression, sexual orientation, or other non-merit criteria. Shift Technology is committed to providing reasonable accommodations for qualified individuals with disabilities in our application and employment process. Should you require accommodation, please email View email address on click.appcast.io and we will work with you to meet your accessibility needs. Please be aware of scammers and only trust correspondence that comes from emails ending in "shift-technology.com". We will never do initial outreach to you via Whatsapp/Text/SMS, never ask for banking information or personal identification numbers (ex. Social Security Number) as part of our recruitment process. Shift Technology does not accept unsolicited CVs from recruiters or employment agencies in response to the Shift Technology Careers page or a Shift Technology social media post. Any unsolicited CVs, including those submitted directly to hiring managers, are deemed to be the property of Shift Technology.