Insurance Sales Representative
Position Summary
The Parcel Insurance Account Executive will be responsible for driving new business, revenue growth, and customer adoption within the company’s Parcel Insurance business. This is a quota-carrying sales role focused on building relationships with prospective customers, understanding their shipping and risk-management needs, and positioning insurance solutions that protect their shipments while creating measurable value for their business.
This is a newly created position and an opportunity to play a foundational role in growing the Parcel Insurance business. The ideal candidate brings a strong understanding of parcel or freight insurance, a proven track record of consultative B2B sales, and the ability to build relationships with decision-makers across e-commerce, logistics, shipping, and related industries.
The Account Executive will work closely with Sales, Product, and Insurance leadership to develop and execute sales strategies, build a healthy pipeline, close new business, and help shape how the company approaches the Parcel Insurance market.
Essential Duties & Responsibilities
o Own a sales quota and consistently achieve or exceed revenue and new-business targets.
o Develop and execute a territory and account strategy focused on acquiring new Parcel Insurance customers.
o Identify, prospect, and engage high-potential accounts within target industries and market segments.
o Build and maintain strong relationships with decision-makers and key influencers across prospective and existing accounts.
o Serve as a trusted advisor to customers by understanding their shipping volumes, loss exposure, insurance requirements, and broader business objectives.
o Conduct account research and discovery to identify customer pain points, insurance gaps, and opportunities for improved shipment protection.
o Clearly communicate the value proposition, capabilities, and competitive advantages of the company’s Parcel Insurance solutions.
o Lead sales presentations, product demonstrations, discovery meetings, and commercial conversations with prospective customers.
o Develop and maintain a strong, accurate sales pipeline through proactive outbound prospecting, networking, referrals, and inbound opportunities.
o Manage the full sales cycle from prospecting and qualification through negotiation, close, and handoff.
o Negotiate pricing, contracts, and commercial terms while balancing customer needs with company objectives.
o Partner closely with internal Sales, Product, Operations, and Insurance teams to ensure a seamless customer experience and successful implementation.
o Maintain accurate account, opportunity, activity, and forecast information within Salesforce or other CRM systems.
o Monitor market trends, competitor activity, and customer needs to identify new opportunities for growth.
o Provide feedback to Insurance and Product leadership to help inform product strategy, positioning, and go-to-market initiatives.
o Build long-term customer relationships and identify opportunities to expand insurance adoption within existing accounts.
o Stay current on parcel insurance products, market dynamics, regulations, and competitive offerings.
Minimum Qualifications
o High school diploma or equivalent required; bachelor’s degree preferred.
o 5+ years of B2B sales experience, with a demonstrated track record of meeting or exceeding sales quotas.
o Direct experience selling parcel insurance, shipping insurance, freight insurance, cargo insurance, or a closely related insurance product is strongly preferred/required.
o Experience selling to businesses with meaningful parcel or shipping volumes, preferably within e-commerce, logistics, retail, fulfillment, or shipping technology.
o Proven experience managing the full sales cycle, from prospecting and discovery through negotiation and close.
o Strong understanding of the parcel/shipping insurance market, customer needs, and competitive landscape.
o Demonstrated ability to sell complex or consultative solutions and translate technical or industry-specific concepts into clear business value.
o Strong prospecting, negotiation, presentation, and closing skills.
o Excellent verbal and written communication skills, with the ability to engage effectively with both operational and executive-level stakeholders.
o Strong relationship-building skills and the ability to establish credibility and trust with customers.
o Self-motivated, highly organized, and comfortable working independently in a fast-paced, growth-oriented environment.
o Proficiency with Salesforce or comparable CRM and sales technology.
Preferred Qualifications
o Existing relationships or network within the parcel, freight, logistics, shipping, e-commerce, or insurance ecosystem.
o Experience selling insurance through a technology platform, API, shipping platform, carrier, 3PL, or logistics provider.
o Experience selling to mid-market and enterprise customers.
o Experience working in a startup, high-growth, or newly established business unit.
o Familiarity with shipping technology, parcel management, transportation management systems, or e-commerce infrastructure.
o Experience launching or growing a new product, territory, vertical, or sales channel.
Physical Demands and Work Environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions.
Physical Requirements:
o Minimal to light physical effort is required in performing duties.
o Prolonged stationary periods at a desk and working on a computer.
o Extensive use of computers, keyboards, and communication-based technology to exchange information.
o Occasional walking and lifting may be required and must be able to lift 15 pounds at any given time.
o Travel Required: 10%-20%
Work Environment:
o Core Values: Build and sell products we believe in, accountability and authenticity in all we do, customers guide the way, and persistence and humility.
o Remote, home office or office location with potential hybrid schedule.
o Team-based culture.
o Fast-paced environment.