Mid-Market Account Executive

Better Tomorrow Ventures; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Adapt API is seeking a high-output Account Executive to own the full sales cycle with mid-market P&C agencies. You will source from multiple channels, run discovery to quantify ROI, and close pilots to scale revenue.

You’ll collaborate directly with the Head of Sales and the CEO, shaping messaging and the next phase of growth. You’ll lead multi-threaded deals across operations, IT, and finance, building a repeatable playbook and accelerating time-to-close.

Qualifications

• 4+ years of full-cycle AE experience in SMB or mid-market SaaS.
• Self-sourcing is second nature; you build a book without a strong marketing engine.
• You manage 20+ live opportunities without losing rigor.
• You ask open questions, listen more than you pitch, connect demo to prior statements.
• You quantify ROI and build the business case for budget owners.
• You live in your CRM and keep a clean forecast.

Responsibilities

• Own the full sales cycle from prospecting to close for mid-market agencies.
• Self-source pipeline via HubSpot, SalesNav, referrals, events, and channels.
• Execute discovery to uncover AMS setup, document handling, and policy change impacts.
• Run pilots with defined success criteria, pricing, and ROI tracking.
• Collaborate with IT, operations, and CFO to move deals to close.
• Close contracts and hand off to Customer Success to ensure onboarding.

Skills

Full-cycle AE

Self-sourcing

Pipeline management

Consultative discovery

ROI-driven selling

CRM discipline

Tools

HubSpot

SalesNav

Nooks

Job description

Who We Are

Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance.

Today, walking into an insurance agency is like stepping into a time machine. Filing cabinets, fax machines, piles of incoming and outgoing mail. What you don't see is that even for the parts that have been “digitized”, needless manual work abounds. Few systems communicate directly, leading to endless copy-pasting from emails to various proprietary web portals/desktop apps and back again.

Carrier by carrier, process by process, Adapt is bringing each of those manual and error-prone workflows into our comprehensive agentic workflow layer.

The implementation details are subject to change, but this is our north star, and the future we envision isn't possible without it.

Why This Role Matters

Mid-market is will play a huge role in Adapt's next phase of growth. You’ll be selling to sophisticated P&C agencies that move faster than enterprise and hold a higher bar than SMB. You’ll regularly see buying committees including a VP of Ops, a CIO, and even CEOs.

You'll carry a full-cycle book from cold to closed — sourcing, discovery, demo, pilot, close — on a 45-day cycle with monthly closed-won targets. That pace only works if your pipeline is always full and your deals never stall. The pilot framework, the objection playbook, the carrier coverage material, the ROI model are in place. We need a rep who runs the motion at volume and sharpens it while running it.

You'll work directly with the Head of Sales and CEO. What's landing in your calls shapes the messaging, the roadmap, and how the next MM hire is trained.

Why You Should Join Adapt

• Uncapped Earning Potential: Strong base, aggressive commission with accelerators past quota, and deal volume that makes attainment a function of activity and discipline rather than luck.

• Real Product, Real Pain: You're not selling vaporware. Adapt solves a problem agencies feel every single day, and we are adding net new product by customer request every quarter. The pitch works — you just have to get in the room.

• A+ Team & Backers: Backed by top investors, ex-Plaid execs, and industry insiders. The founding team is full of multiple-time builders, insurance experts, and A+ talent — looking for more of the same.

What You'll Do

• Own the Full Cycle: Identify, prospect, qualify, demo, pilot, and close mid-market agencies. You run your book from start to finish.

• Self-Source Your Pipeline: HubSpot, Nooks, SalesNav, referrals, conference lists, partner channels, and resourcefulness. Roughly half your pipeline should be built by you. We have a heavy dialing culture here; this isn’t for everyone, but it WORKS.

• Run Discovery That Earns the Demo: Get into how the agency actually operates — AMS setup, document handling, carrier mix, who touches a policy change and how many times. Surface the cost of the current process before you show anything.

• Run Pilots to Conversion: Lock success criteria, scope, pricing, and the conversion path in week zero. Run the weekly check-ins. Track ROI against what the customer said mattered, and drive the conversion decision on schedule.

• Multi-Thread Every Deal: Operations, IT, and the principal or CFO each have a different reason to say yes and a different reason to stall. Build relationships with all of them to drive deals to completion.

• Close and Hand Off Clean: Negotiate commercial terms, get to signature, and give Customer Success everything they need to onboard well. A deal that churns in 60 days isn't a win.

• Sharpen the Motion: Test messaging, verticals, and sequencing. Document what works. The MM playbook gets better because you're running it.

What Makes You a Great Fit

• 4+ years of full-cycle AE experience in SMB or mid-market SaaS, with quota attainment you can recite by year. Numbers matter here - know yours.

• Self-sourcing is second nature. You've built a book without a mature marketing engine behind you, and your prospecting is a system you can describe rather than a burst of activity when the quarter looks thin.

• You carry volume without dropping rigor. Managing 20+ live opportunities doesn't turn your discovery into a checklist or your CRM into a mess.

• Consultative in discovery. You ask open questions, listen more than you pitch, and connect every part of the demo to something the prospect actually told you.

• ROI-driven. You lead with business value, quantify the cost of doing nothing, and build the math that makes the decision straightforward for a budget owner.

• Organized operator. You live in your CRM (HubSpot). Your pipeline is clean, your forecast holds up, and you know where every deal stands at all times.

• Resilient. You've had good months and bad ones. You diagnose your own slumps and pull yourself out before anyone has to manage you through it.

• Grit > pedigree. You may not have sold insurance or worked at a name-brand company. You're hungry, and you deliver.

Bonus Points

• Experience selling to insurance agencies, or familiarity with agency management systems — Applied Epic, AMS360, ImageRight.

• You've sold API, integration, or infrastructure products and can explain technical value to a non-technical buyer.

• Pilot-led or POC-led selling experience — you know how to keep a trial from becoming a free consulting engagement.

• Startup experience. You've built before and ambiguity doesn't slow you down.

• Military or high-level athletics background. We believe that the discipline and team-first mentality translate directly to our culture.

What Success Looks Like

• In 30 days: You know the product cold, you've shadowed every deal stage, and your target account list is built. First contact is already made on your top accounts.

• In 90 days: You have a live pipeline of qualified mid-market opportunities, you've closed your first deals, and the Head of Sales trusts your forecast.

• In 6 months: You're at or ahead of pace on quota, running pilots that convert, and your notes on what works have made it into the MM playbook. At least one customer will take a reference call.

This is a career-making role for a high-output closer.

If you build your own pipeline, run deals with discipline, and close at a rate that makes other AEs ask how you do it, this is your next move. You'll work directly with the CEO and Head of Sales, close real revenue, and help modernize one of the most broken industries in the country.

Let's go close.