Functional Finance is a growing fintech startup on a mission to revolutionize financial operations for tech-forward insurance companies. We provide a financial operations software platform that serves as an API-driven embedded solution. Our platform helps insurance operators automate and own all aspects of money flow, from checkout and financing through payables and refunds.

Functional Finance was created by a team with deep industry expertise, inspired by the challenges CEO Rashmi Melgiri faced in her previous role as co-founder of CoverWallet. We're passionate about building innovative solutions that empower insurance companies to streamline their operations and improve efficiency.

Functional Finance is seeking our first Senior Account Executive to accelerate our go to market motion. Reporting directly to the Head of Sales, the Senior Account Executive will not only be responsible for driving consistent, predictable revenue growth. They will also push us to continually improve our go to market approach, enabling us to be more successful each quarter.

The Senior Account Executive will be responsible for all elements of deal management, from the initial discovery call through contract signature and hand-off to our implementation team. While the majority of deals will be sourced by our marketing and business development efforts, everyone in the revenue organization is also expected to help source additional sales opportunities.

The ideal candidate will have a track record of success in meeting or surpassing quotas, deep expertise in the insurance industry, and prefer the hustle and freedom of a startup to predictability of a larger company. We are looking for a problem solver who doesn’t wait to be given instructions, who values collaboration with a team of smart, motivated professionals who care deeply about the success of the business.

• Full Sales Cycle Management: Own the entire deal cycle from initial discovery call through to negotiation and closing with enterprise and mid-market clients.
• Prospecting & Lead Generation: Develop new business opportunities through networking, referrals, and industry events, including representing the company at conferences.
• Relationship Building: Develop strong relationships with champions and decision-makers, understanding how we can make them successful within their organization.
• Solution/Challenger Selling: Utilize consultative selling techniques to thoroughly (and quantitatively) understand client pain points and challenges. Articulate the value of our platform to match their challenges. Bring deep empathy to difficult conversations, guiding prospects through the buying process to reach the best possible decision, even if it’s not what they originally thought they wanted.
• Sales Presentations & Demos: Conduct compelling product demonstrations and presentations tailored to the specific needs of each client. Become an expert on our platform such that you can clearly articulate the value to each unique prospect/persona.
• Pipeline Management: Maintain a robust pipeline of qualified opportunities, ensuring consistent follow-up and timely movement through the sales funnel using CRM tools (Hubspot).
• Cross-functional Collaboration: Work closely with marketing, product, and customer success teams to align strategies, share market feedback, and ensure seamless onboarding for new clients.
• Negotiation & Closing: Lead contract negotiations and pricing discussions with prospective clients, ensuring favorable terms while maintaining a focus on long-term partnerships.
• Reporting & Forecasting: Accurately track sales activities and performance metrics, providing regular updates and forecasts to leadership.‍
• Market & Competitive Insights: Stay informed about industry trends, competitive landscape, and emerging technologies to effectively position our product against competitors.

Minimum Qualifications

• Experience consistently hitting quota in full cycle sales roles, selling into the insurance industry.
• Deep understanding of the insurance industry, including familiarity with back office financial operations.
• Experience selling into larger organizations with multiple layers of management and competing stakeholders, with at least a 6 month average sales cycle.
• Excellent written and verbal communication skills.
• Experience operating in a fast-paced environment, collaborating across teams.

‍

Preferred Qualifications

• Prior experience in an operational, solutions consulting, or sales engineering role in the insurance industry.
• 3+ years of experience in SaaS sales
• 3+ years of experience selling into back-office functions
• Past success working in a startup or other high growth environment
• Familiarity with back office financial operations at MGAs, wholesalers, and insurers.
• Comfort with Solution Selling and/or Challenger Sales