Account Director - Insurance - Agentic AI Startup

ACCOUNT DIRECTOR, INSURANCE needed at one of our Agentic AI STARTUP clients!!! Hybrid 3 - 4 times per week in NYC only. Base $170k - $195k and OTE $280k - $320k plus EQUITY. The ideal candidate will have 8 - 12 years of experience in a farmer sales capacity and working knowledge of large insurance institutions, with at least some AI fluency. Major bonus if you have a career that started in consulting, insurance, or operations and moved into technology go-to-market. Startup experience also a major plus.

Our client is the agentic workforce for regulated finance. They build AI agents trained on how a specific firm actually works — its operating logic, its edge cases, its regulatory framework — that run inside the client's own cloud and governance boundary. Every agent they build belongs to the client: their cloud, their model, their IP. Outputs are auditable, traceable, and reversible.

They help leading institutions rethink critical workflows across insurance, private credit, private equity, and commercial lending. In insurance specifically, that means advisory, claims, financial planning, and the investment office.

The Role:

Own a set of business-unit relationships inside one of the firm's largest insurance clients, and grow them.

This is a quota-carrying seat. You work alongside the Senior Client Partner, who owns the firmwide relationship and the executive sponsorship. Your job is the layer underneath: the divisional leaders, the operating executives, and the people who actually run the workflows they are rebuilding. You find the next problem worth solving, scope it, price it, and get it funded.

This is not a customer success role. No renewal calendar, no health-score dashboard, no ticket queue. You carry a number and you build the business case that supports it.

Be clear-eyed about what this is. You are an individual contributor. You build the QBR deck yourself, sit through the InfoSec review yourself, and keep the CRM current yourself. They are building the Client Partner function now, and early people there shape it.

You will work directly with the Head of Delivery, theCTO, forward-deployed engineers, and insurance-domain experts who scope and build what you sell. Account Executives hunt net-new institutions; growth inside this client is yours.

How the commercial model works:

They sell a one-time solution build, a platform fee, and recurring maintenance, on multi-year terms. No seat count. No rate card. Pricing is set deal by deal against what the workflow is worth to the client.

Expansion here is not selling more licenses. It is finding a workflow inside a business unit that is broken and expensive, scoping it with engineering against real capacity constraints, pricing it from first principles, and getting it funded.

Their delivery organization is finite, and demand for it is contested across every account they have. The people who succeed here treat capacity as a shared constraint and bring delivery in before committing to a client. The ones who fail sell first and tell delivery after.

What you will own:

- Divisional relationships. Become the person operating leaders call when something is broken, not the person they call back after a QBR invite.

- A number. Own expansion within your business units and build a roadmap against it.

- Discovery. Get underneath stated requirements to the actual workflow, the exception paths, and what the current process costs.

- The business case. Quantify value in the client's own metrics. Connect every initiative to a number their finance team will accept.

- Realized value. Track what was committed against what was delivered, in the client's numbers, and raise it with them yourself when the gap goes the wrong way. This is what makes a QBR worth attending.

- Quarterly business reviews. Run them so executives find them useful. They do not have a QBR program today; you will help build it.

- Deal navigation. Move initiatives through model risk, third-party risk, InfoSec, legal, and procurement without losing momentum.

- Delivery partnership. Sequence what gets committed, staged, or declined against real engineering capacity.

What success looks like:

90 days: You know your business units three levels deep, not just your champions. You have quantified what they have already delivered, in their metrics. You have named the real expansion opportunities and killed the ones that are not.

6 months: At least one new workflow scoped, priced, and funded. A QBR your executives attend without being chased.

12 months: Multiple funded initiatives across your business units, and relationships that do not depend on the Senior Client Partner being in the room.

Requirements:

Must have:

- Insurance credibility. Working knowledge of insurance, or a comparable regulated institution. You understand the operating model, the economics, and what compliance and model risk do to a timeline.

- A number you have personally carried. Not a firm-level result. A target you owned, and a quarter you missed that you can discuss honestly.

- Account growth in a complex environment. You have grown an enterprise relationship where the buying committee was the hard part, not the product.

- Executive presence. You can hold a room of senior operating leaders in 30 minutes and be worth their time.

- Builder appetite. Comfortable with no finished playbook, no rate card, and no QBR template waiting for you.

Strongly preferred:

- 8 to 12 years in insurance, financial services, consulting, or enterprise technology sold into financial institutions

- A career that started in consulting, insurance, or operations and moved into technology go-to-market

- Enough fluency in AI architecture, security, and governance to be credible with technology and risk leaders — this is not an engineering role

- Experience building ROI narratives for transformation programs

- Early-stage or high-growth company experience

Probably not a fit if:

Every relationship you have grown came with a well-known brand behind you. Your expansion experience is seats, licenses, or consumption. You manage a wide book of accounts rather than going deep in a few. You treat delivery as an internal vendor that receives requirements.

Interview Process:

Three to four conversations, roughly three weeks, including a working session: you bring a business case for a workflow you would go after inside a large insurer of your choosing — who the buyer is, what it costs them today, and how you would get it funded.