Founding Enterprise AE

Enterprise Account Executive

Full-Time · San Francisco · Adapt

👋 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

This is not a role where you wait for enterprise deals to fall into your lap. You will build your pipeline, run your own process, and close complex, multi-stakeholder deals against legacy incumbents in a category that desperately needs disruption.

You'll be the first dedicated Enterprise AE at Adapt—which means you're not inheriting a territory or a playbook. You're writing it. You'll work directly with the Head of Sales and CEO, define what enterprise looks like for Adapt, and close the deals that prove we can win at this level.

The urgency is real. We have enterprise inbound we're not fully capitalizing on. We have a product that solves a genuine, expensive problem. What we need is someone who can take a complex opportunity from cold to closed—fast, consistently, and with the kind of close rate that raises the bar for everyone around them.

🚀 Why You Should Join Adapt

• Optimize the Enterprise Playbook: You're the first enterprise AE. The motion, the messaging, the objection handling, the deal structure—you’ll help define it. That's a rare opportunity and a career-defining one.

• Uncapped Earning Potential: Strong base, aggressive commission structure, and enterprise deal sizes that make quota attainment genuinely life-changing.

• Real Product, Real Pain: You're not selling vaporware. Adapt solves a problem agencies feel every single day. Demos close. ROI is tangible. 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.

• Momentum: Post-PMF. Revenue-generating. Growing lightning fast. The enterprise motion is the next frontier and you're leading it.

🎯 What You'll Do

• Own Enterprise Pipeline: Build and manage your own book from the ground up. Self-source through outbound, referrals, partner channels, and strategic prospecting. No excuses about lead quality—you create your own.

• Run Complex, Multi-Stakeholder Deals: Navigate procurement, legal, IT, and executive stakeholders simultaneously. Manage long deal cycles without losing urgency. Keep every thread moving.

• Define the Enterprise Motion: Test messaging, refine the pitch, document what works. You're not just closing deals—you're building the repeatable playbook that the next enterprise hire will learn from.

• Manage and Grow Your Book: Retain and expand existing enterprise accounts. Understand renewal risk early, drive QBRs, and turn customers into advocates and referral sources.

• Partner with the Head of Sales and Founder: Work in a true team-selling environment. Share what you're learning in the field—what objections are landing, what messaging is breaking through, what deals are getting stuck and why.

🧠 What Makes You a Great Fit

• 4+ years of enterprise or mid-market AE experience, with a demonstrated track record of hitting and exceeding quota. Numbers matter here. Bring them.

• You've carried a multi-million-dollar quota— and hit it. Consistently. You know what it takes to close deals at this size and complexity.

• Self-sourcing is second nature. You don't wait for inbound. You build your pipeline through outbound, referrals, and relentless prospecting. Heavy dialing culture—you thrive in it.

• Multi-stakeholder deal experience. You've navigated complex buying committees, procurement processes, and executive sponsors. You know how to manage a deal when five people have veto power.

• ROI-driven seller. You lead with business value, not features. You understand your customer's P&L, know how to quantify the cost of inaction, and build proposals that make the math undeniable.

• Organized and disciplined. You live in your CRM (HubSpot or Salesforce). Your pipeline is clean, your forecast is accurate, and you know exactly where every deal stands at all times.

• Resilient and relentless. You've had deals fall through, lost to incumbents, and gone dark on accounts you were sure were closing. You bounce back fast and apply the learning.

💫 Bonus Points

• Experience selling into insurance, financial services, or compliance-heavy verticals—you understand how risk-averse buyers evaluate new vendors.

• You've sold API, infrastructure, or technical integration products—you're comfortable explaining technical value to non-technical buyers.

• Startup experience—you've built a book at a company without brand recognition and figured out how to win anyway.

• You've been a founding AE or early enterprise hire before. You know what it means to define the motion, not just run it.

• Military or high-level athletics background—the discipline, resilience, and team-first mentality translates directly to what we need here.

🧩 What Success Looks Like

• In 30 days: You understand the product cold, you've shadowed every deal stage, and you have a pipeline plan. You've already made first contact on your first target accounts.

• In 90 days: You have a live pipeline of qualified enterprise opportunities. You've closed or are closing your first deal. The Head of Sales trusts your forecast.

• In 6 months: You're at or ahead of pace on quota. You've documented the enterprise motion—what works, what doesn't, what the next hire needs to know. You've turned at least one customer into a reference.

• Long-term: You're the enterprise closer at Adapt. Your close rate is legendary, your book is growing, and you're helping us recruit the next enterprise AE by being the proof that this motion works.

This is a career-making role for a proven enterprise closer.

If you've carried a multi-million-dollar quota, built your own pipeline, and closed complex deals with a close 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, define what enterprise looks like at Adapt, and help modernize one of the most broken industries in the country.

Let's go close.