Account Executive

MLabs; New York (NY); On-site; USD 100,000 - 400,000; Full time

Benefits offered by this job

Health insurance

401(k) plan

Equity options

Performance bonus

Job summary

MLabs in New York City is seeking an entrepreneurial Account Executive to build the GTM engine and lead high-stakes enterprise sales from prospecting to close with MGAs and global insurers. You will help scale the team as revenue grows toward $1B in managed premiums, reporting directly to the CEO.

The role requires 5–10 years of B2B sales with a track record of closing $150K+ ACV deals and a strong outbound pipeline. On-site at NYC office, US work authorization required.

Qualifications

• 5–10 years of B2B sales experience, with quota attainment in the last 12 months.
• Experience closing enterprise deals of $150K+ ACV and 5–8 month sales cycles.
• Familiar with MEDDICC or BANT frameworks and full-cycle sales ownership.
• Background selling mission-critical B2B core infrastructure software into regulated sectors.

Responsibilities

• Build the GTM engine: design scalable sales infrastructure, playbooks, and processes for repeatable revenue.
• Drive high-stakes enterprise deals with MGAs and global insurers from prospecting to close.
• Enable programmatic sourcing across channels and design outbound prospecting frameworks.
• Lead data-driven sales cycles with MEDDICC/BANT to drive alignment and urgency.
• Collaborate with Product and Claims Ops to relay market feedback into the roadmap.
• Build and scale the sales team with onboarding plans and leadership as goals scale.

Skills

B2B sales

Enterprise deals

MEDDICC/BANT

Outbound prospecting

InsurTech/FinTech

Job description

Location: New York City, US

On-site| Full-time

Compensation: $100K - $200K (OTE: $300K - $400K)

We are hiring on behalf of our client who is seeking an entrepreneurial and high-tempo Account Executive to build their sales organization from the ground up. Backed by top-tier global venture capital firms (including Y Combinator, Atomico, and Eurazeo) and managing over $100M in insurance premiums, our client is disrupting the $200B Third-Party Administration (TPA) industry. They pair an exceptional, in-house claims team with a proprietary, state-of-the-art AI platform to deliver up to 3× faster claims processing, elite customer support, and unmatched unit economics for risk carriers.

In this high-impact, foundational GTM leadership role, the successful candidate will work directly with the Chief Executive Officer to design, build, and run the GTM engine. The position requires a player-coach mentality: owning high-stakes enterprise sales cycles from prospecting to close with Managing General Agents (MGAs) and global insurers, while establishing the scalable infrastructure and sales processes needed to hire and lead a world-class team as the company scales toward $1B in managed premiums.

Our client operates a highly collaborative, high-intensity, and in-office culture. This position is based full-time (5 days per week) in their New York City office.

Key Responsibilities

• Build the GTM Engine: Architect, test, and implement the scalable sales infrastructure, playbooks, and processes required for repeatable, high-efficiency revenue execution.
• Drive High-Stakes Enterprise Deals: Directly target, qualify, and close complex, multi-stakeholder deals with some of the largest insurance carriers, risk capital providers, and MGAs globally.
• Unlock Programmatic Sourcing: Experiment across multiple channels, design outbound prospecting frameworks, and identify untapped market verticals to build a robust pipeline.
• Execute Data-Driven Sales Cycles: Actively lead deals using structured methodologies (such as MEDDICC, BANT, or equivalent frameworks) to drive alignment, urgency, and professional consistency from first touch to close.
• Formulate Product Feedback Loops: Collaborate tightly with internal Product and Claims Operations teams to relay market feedback, directly influencing the technical product roadmap.
• Build and Scale the Sales Team: Establish the blueprints for hiring, onboarding, and managing a high-performing team of full-cycle Account Executives as organizational revenue goals scale.

Experience & Qualifications

• Experience & Performance: 5–10 years of B2B sales experience at non-big logo/enterprise companies, with quota attainment over the past 12 months and no more than 3 jobs in the past 5 years.
• Deal Metrics & Strategy: Proven success closing $150K+ ACV deals (nothing below $150k) with 5–8 month sales cycles (nothing below 4 months), driven by 70%+ outbound self-sourced pipeline generation.
• Sales Rigor: Full-cycle sales ownership (cold prospecting to contract close) utilizing structured discovery/qualification frameworks like MEDDICC or BANT.
• Product & Industry Fit: Background selling mission-critical B2B core infrastructure/software (not "nice-to-have" tools) into highly regulated or complex sectors: InsurTech (carriers, MGAs, TPAs), B2B FinTech, RegTech, PropTech, ConstructionTech, Legal, Government, Logistics, or Manufacturing.
• Grit & Pedigree: Elite resilience and execution tempo required to thrive in early-stage environments; backgrounds in top-tier consulting or elite software sales are highly appreciated.
• Location & Logistics: Must be based in or relocating to NYC for full-time, on-site operations, with valid US work authorization requiring no current or future visa sponsorship.

Compensation & Benefits

• Highly Competitive Compensation: A base salary of $100,000 – $200,000 per annum, with an On-Target Earnings (OTE) potential of $300,000 – $400,000.
• Performance Incentives: Up to a 15% quarterly performance bonus structured around defined corporate and GTM milestones.
• Equity Ownership: Early-stage stock options offering substantial equity participation in a rapidly scaling, venture-backed company (Note: exact equity percentages will be discussed privately during late-stage interviews).
• Comprehensive Health Coverage: Premium medical insurance plans.
• Retirement Planning: 401(k) retirement plan featuring a 4% company match.
• Career Velocity: An accelerated promotion track with clear pathways to executive leadership as the GTM engine scales.

Interview Process

Our client operates a streamlined, rigorous selection process designed to respect the candidate's time while thoroughly evaluating technical, cultural, and operational alignment:

1. Round 1 (Technical & Experience Evaluation): An in-depth professional dialogue focusing on the candidate's historical sales track record, GTM philosophy, and methodologies. Candidates will walk through how they currently sell their product and explain their interest in disrupting the TPA and claims space.
2. Round 2 (Cultural Alignment & Values Review): An interview focusing on operational alignment with our client's core values, evaluating the candidate's comfort in high-tempo, customer-obsessed, and highly collaborative startup environments.
3. Round 3 (Interactive Team Day): A hands-on, practical exercise featuring a discovery call role-play where the candidate conducts a simulation with the Chief Executive Officer acting as the prospective corporate client.

Due to the high volume of applications we anticipate, we regret that we are unable to provide individual feedback to all candidates. If you do not hear back from us within 4 weeks of your application, please assume that you have not been successful on this occasion. We genuinely appreciate your interest and wish you the best in your job search.

Commitment to Equality and Accessibility

At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing [e-mail].

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