About Us
Kanopi is a data-driven insurtech that pushes the boundaries of how insurance is delivered. Some of the world's largest insurers come to us for reliable, flexible technology to create cover that protects and adapts to customers' changing needs.
Do you want to:
- Join a team that has a meaningful impact on how insurance reaches people?
- Drive B2B sales in a category-defining insurtech startup at a pivotal moment in its growth?
- Work at the frontier of AI-powered insurance, in a category that's reshaping financial services?
Then you should keep reading
The role
The Account Executive plays a critical role in growing Kanopi's distribution network by identifying, engaging, and launching new insurers across Australia. This is a sales-focused role: you will own the full lifecycle, from initial outreach through to go-live.
This position will target mid-market insurers, engaging senior leaders and guiding them through a consultative sales process. This is a net-new logo role: your focus is winning new customers for Kanopi.
We're looking for a competitive, commercially minded salesperson with a background in SaaS or platform sales who is energised by lead generation and outbound, comfortable running technical demos themselves, and motivated by a net-new logo quota. This role will make active use of AI tools and agents, and we expect the right person to embrace these as a core part of how they prospect and work.
This role is a hybrid position (3 days in office, 2 days from home). Melbourne or Sydney-based.
Responsibilities
- Generate your own pipeline of mid-market insurer prospects through outbound research, cold outreach, LinkedIn, industry events, and referral networks.
- Own the full net-new sales cycle: prospecting, qualification, pitching, negotiation, close, and onboarding, with no handoff until go-live.
- Run your own product demonstrations and technical presentations for C-suite buying committees.
- Build a sharp, fast understanding of each prospect's business model and buying committee, and tailor the pitch to CEO, CIO/CTO, and CRO priorities.
- Structure and negotiate commercial terms across our pricing model: one-off implementation fees, ongoing platform fees, and a percentage of gross written premium (GWP).
- Build and manage a high-volume pipeline, with accurate stage tracking and forecasting against a net-new logo target.
- Stay involved through implementation, working with the delivery team to get current customers live, then hand off cleanly to account management at go-live.
- Hit KPIs built around outbound activity, qualified opportunities, new logos signed, and GWP generated.
- Use AI tools and agents to scale outbound: prospect research, personalised messaging at volume, and top-of-funnel automation, freeing you up for the conversations that close deals.
- Represent Kanopi at industry events and on LinkedIn to build your personal pipeline and Kanopi's brand in the market.
- Report pipeline and performance to the CEO on a regular cadence.
- Keep internal systems and databases accurate and current.
Required experience / knowledge / skills
Experience
- Must have:
- At least 3 years as a quota-carrying Account Executive or new business salesperson, with a track record of self-generating and closing net-new logos.
- Experience selling complex B2B software or technology platforms (SaaS, fintech, or marketplace experience strongly preferred).
- Demonstrated success with cold outbound and lead generation: prospecting, cold calling, cold email, or social selling.
- Experience selling to, or presenting to, C-suite stakeholders (CEO, CIO/CTO, CRO, or equivalent).
- Comfortable running your own product demos without presales support.
- Experience with CRMs (HubSpot would be a plus)
- Nice to have:
&l;
📌 Account Executive (Sydney)
🏢 Kanopi
📍 Sydney