The Challenge
Selby Jennings is transforming insurance claims. You'll build the sales organization from scratch, owning conversations with the world's largest insurers and MGAs while defining the GTM engine that scales the company.
Your Mission
Map and qualify 20+ target enterprise accounts (insurers/MGAs); establish initial outreach cadence and messaging framework
Close 1-2 early pilot deals with insurers or MGAs to validate product-market fit and refine sales methodology
Define core sales processes (discovery framework, qualification criteria, deal stages) and document repeatable playbooks
Build working relationships with CEO and Head of Sales; align on Q1 pipeline targets and sales compensation structure
Generate $2M+ ARR in signed contracts; achieve 3-4 closed enterprise deals with average contract value $500K+
Recruit and onboard 2-3 junior AEs; establish training program and coaching cadence for consistent execution
Identify and test 2-3 new growth channels (partnerships, industry events, vertical expansion); measure CAC and conversion
Partner with Product to influence 2-3 roadmap decisions based on customer discovery; document competitive intelligence
KPIs You'll Own
ARR Closed
Total annual recurring revenue from signed contracts; target $2M+ by month 6.
Average Contract Value (ACV)
Average deal size with enterprise customers; target $500K+ to validate enterprise positioning.
Sales Cycle Length
Days from initial qualified lead to close; establish baseline and optimize for 90-120 day enterprise cycles.
Win Rate
Percentage of qualified opportunities that close; target 40%+ for long-cycle enterprise deals.
Pipeline Generated
Total qualified opportunities in pipeline at any time; maintain 3-4x coverage of quarterly quota.
Tools & Stack
Your Team
Your Manager
CEO and Head of Sales
Current Team
Founding sales team; likely CEO currently handling sales
New role—building sales organization from zero
The Package
Salary
$130K-$180K base
Variable
Commission structure TBD; likely 20-30% upside on ACV
Equity
Equity likely; confirm with hiring team
Remote
On-site only. New York City office. No remote.
Benefits & Perks
Company Intelligence
Selby Jennings is reimagining insurance claims processing for the modern era. They work with major insurers and MGAs (Managing General Agents) to streamline operations. The company is in hypergrowth mode and needs a sales leader to lock in enterprise deals.
Customers
Major insurers and MGAs globally
Culture
High-intensity, high-output. Bias toward exceptional work and ownership. Values grit and hunger over pedigree.
Is This Role For You?
- You've closed 3+ enterprise deals with $500K+ ACV and thrive in long sales cycles (90-180 days)
- You have insurance, InsurTech, or adjacent B2B SaaS (cyber, fintech, legal tech) selling experience
- You love building from zero—defining process, recruiting, and scaling a team; not inheriting legacy
- You're based in NYC or willing to relocate immediately; office presence is non-negotiable
- You're energized by influence: direct CEO access, product input, and shaping GTM strategy
- You require work sponsorship or visa support; company needs US work authorization only
- You prefer fully remote work; this is on-site, in-office in NYC
- You're looking for a mature, established sales org with processes; this is founder-mode chaos
- You need 6+ months of ramp; this role demands velocity and ownership from day 1
Interview Process
Initial screening (30 min)
Phone call with recruiter. Confirm NYC relocation, work auth, and full-cycle AE experience.
Sales execution deep-dive (60 min)
Hiring manager or Head of Sales reviews your largest 2-3 deals: discovery process, objection handling, close strategy.
CEO conversation (60 min)
Direct conversation with CEO about vision, GTM strategy, and your approach to building a sales org.
Case study / scenario (30 min)
Role-play or written exercise: how would you approach selling to a top 10 insurer? Qualify, navigate, close.
Offer + alignment (30 min)
Compensation, equity, and expectations. Confirm fit on intensity, autonomy, and founding role dynamics.
Interested in this role?
Apply now and hear back within days, not weeks.
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About Product Marketing Roles
Product marketers are the bridge between product and market. They own positioning, messaging, go-to-market launches, competitive intelligence, and sales enablement. The best PMMs make complex products feel simple.