Account Executive (Partnership Sales)

Account Executive - Enterprise
High visibility sales role, closing new business, in a high-growth SaaS start-up of 50+ employees,

• In office. 1 work from home day after the initial 6 months.
• Paid Training

BCS (Business Credentialing Services) sells insurance tracking and vendor compliance solutions to enterprise clients — FedEx, Hilton, Hyatt, Gilbane, Beacon Capital Partners, Los Angeles School District, InvenTrust Properties, and the largest names in commercial real estate, construction, government, and education. We've been in this space for 18 years, and we're now disrupting the category by leading the charge in bringing an AI-native solution to insurance compliance. Our enterprise deals combine our software platform with a full-service compliance operations team — we do things our competitors can't (foreign-language COI review, policy-level exclusion analysis, NY Labor Law 240 specialty review, four-tier vendor outreach with full white-glove customization). We're scaling our enterprise sales team, and we're looking for experienced sellers who can run complex multi-stakeholder deals.
This is a full-cycle Account Executive role. You will personally own every stage of the sales process — prospecting, outreach, discovery, demo, negotiation, and close. You build your own pipeline. In-office role. This position is based in our office. We offer one day per week of work-from-home after the first 6 months of employment. Sales reps perform best in collaborative, in-person environments — especially during ramp — and we structure the role accordingly.
You'll run the complete sales cycle on our enterprise offering — a combination of our software platform and managed compliance services. Sales cycles run 4-9 months. Buyers are typically C-suite and senior executive stakeholders — CFOs, COOs, General Counsel, Chief Risk Officers, Chief Procurement Officers, and the VPs reporting to them. Inbound is the floor, not the plan.
Own 50 tiered target accounts. Map 5-7 named stakeholders per account. Build your own pipeline. Minimum 300 outbound dials per week, complemented by personalized email and LinkedIn outreach to senior buyers. This is account-based selling at volume — strategic, not robotic, but consistently in motion.
BCS wins on operational depth competitors can't replicate — endorsement-level review, foreign-language coverage, policy exclusions, NY Labor Law 240 specialty work, white-glove customization. Build to 4x pipeline coverage on $550K quota.
5-10 years of enterprise B2B SaaS sales experience with documented multi-stakeholder closes at $50K+ ACV
Fluent in MEDDPICC, SPIN, or equivalent enterprise sales methodology — not just trained in it, fluent
Comfortable selling to the C-suite — CFOs, COOs, General Counsel, Chief Risk Officers, Chief Procurement Officers — and to the senior VPs reporting to them
Patience for long cycles — you won't panic at month 4 with no closes, you'll trust the process and the pipeline
Vertical experience in insurance, compliance, PropTech, ConTech, GovTech, or risk management is a major plus
Deal-size kickers reward you for landing larger deals — $2,500 bonus on every deal over $100K ACV, $5,000 on every deal over $250K. Base salary is subject to negotiation for candidates bringing strong enterprise sales experience or relevant vertical expertise.
Tier-1 client roster you can reference on every call (FedEx, Hilton, Hyatt, Gilbane, Los Angeles School District)
Manager who runs pipeline reviews as deal inspections, not check-ins
Comprehensive benefits, equity participation for top performers, and in-office collaboration with one work-from-home day per week after the first 6 months
How we hire
Three rounds: recruiter screen, hiring manager interview with our CEO (deep deal walkthroughs — bring two enterprise deals you ran), and a case study (we'll send a sample prospect, you build the discovery and pursuit plan).