Account Executive - Insurance & Risk

At Kpler, we are dedicated to helping our clients navigate complex markets with ease. By simplifying global trade information and providing valuable insights, we empower organisations to make informed decisions in commodities, energy, and maritime sectors.

Since our founding in 2014, we have focused on delivering top-tier intelligence through user-friendly platforms. Our team of over 850 experts from 69 countries works tirelessly to transform intricate data into actionable strategies, ensuring our clients stay ahead in a dynamic market landscape. Join us to leverage cutting-edge innovation for impactful results and experience unparalleled support on your journey to success.

About the Role

The Sales team is looking for a highly motivated Account Executive, Insurance (New Business) who is excited about selling a disruptive technology solution into marine underwriters, P&I clubs, cargo insurers, and the brokers and surveyors who support them.

This is a hunter role,. You will own 70%+ of your own pipeline generation through outbound prospecting, close $30K-$150K+ ARR deals with multi-stakeholder buying committees, and build the relationships and playbook that establish Kpler as the standard for vessel and voyage-risk visibility in the insurance market - largely through in-person meetings across the New York/Connecticut insurance corridor, with additional coverage in Houston.

Key Responsibilities

• Own the full sales cycle: prospect new business, develop opportunities, demo the product, and close sales across marine underwriters, P&I clubs, cargo insurers, and brokerages in the United States
• Generate 60%+ of pipeline through outbound prospecting (30+ meaningful touches/day minimum), anchored around in-person meetings
• Build multi-threaded relationships across the buying committee - underwriting, claims, loss prevention, and risk/compliance - not single-threaded
• Sell to economic buyers (VP/C-level: Chief Underwriting Officer, VP Claims), not just end-users or surveyors
• Translate vessel-tracking and voyage-risk data into concrete underwriting, claims, and loss-prevention value
• Collaborate with the global Sales team, Product, and Market Analysts to build the insurance-vertical playbook and close strategic deals
• Provide accurate forecasts (90%+ commit accuracy expected)
• Close new business consistently at or above quota level

Primary buyer personas include

• Marine underwriters and Chief Underwriting Officers at insurance carriers and MGAs
• P&I Club claims and loss-prevention teams
• Marine claims adjusters and surveyors
• Cargo and hull insurance brokers
• Risk and compliance teams evaluating sanctions, casualty, or voyage-risk exposure

What Success Looks Like

• Built and maintained territory/account plan for the insurance vertical within the first 60-90 days
• Consistent quarter-over-quarter pipeline growth and quota attainment against a defined new-business target
• A cadence of in-person meetings booked and run each month across the target account list
• Documented, repeatable playbook (messaging, objection handling, proof points) that can be handed to future insurance-vertical hires

What We're Looking For

• 3+ years of closing experience in B2B SaaS or data/analytics sales, ideally with a full-cycle (hunter) sales motion
• Experience selling into insurance, reinsurance, or InsurTech - direct marine/P&I experience is a strong plus but not required
• Comfortable building a new vertical from scratch: prospecting, messaging, and process, not just working an inbound queue
• Strong in-person presence - this role is built around face-to-face meetings, not a purely virtual motion
• Ability to learn and speak credibly about maritime risk, vessel operations, and underwriting workflows
• Willingness and ability to travel regularly (up to ~30-40%) within the Southeast US, with occasional national/industry-event travel

Nice to Have

• Existing relationships with marine underwriters, P&I clubs, or marine claims/surveying firms
• Background in maritime, logistics, or supply-chain data products
• Experience selling AIS, vessel-tracking, geospatial, or risk-analytics data products

We are a dynamic company dedicated to nurturing connections and innovating solutions to tackle market challenges head-on. If you thrive on customer satisfaction and turning ideas into reality, then you’ve found your ideal destination. Are you ready to embark on this exciting journey with us?

We make things happen

We act decisively and with purpose, going the extra mile.

We build together

We foster relationships and develop creative solutions to address market challenges.

We are here to help

We are accessible and supportive to colleagues and clients with a friendly approach.

Our People Pledge

Don’t meet every single requirement? Research shows that women and people of color are less likely than others to apply if they feel like they don’t match 100% of the job requirements. Don’t let the confidence gap stand in your way, we’d love to hear from you! We understand that experience comes in many different forms and are dedicated to adding new perspectives to the team.

Kpler is committed to providing a fair, inclusive and diverse work-environment. We believe that different perspectives lead to better ideas, and better ideas allow us to better understand the needs and interests of our diverse, global community. We welcome people of different backgrounds, experiences, abilities and perspectives and are an equal opportunity employer.

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