Strategic Account Executive (Enterprise)

Location: Denver or San Francisco preferred. Remote considered for the right person.

Reports to: VP of Sales

Comp: $300,000–$350,000 OTE (50/50 base/variable) plus meaningful early-stage equity

Why this role exists

Fintary is the commission operations platform for insurance distribution. We pull commission data directly from carrier and wholesaler portals, reconcile it, quantify and recover underpayments, and give agencies, IMOs, BGAs, and carriers a single source of truth for producer and downline comp across P&C, Life & Annuity, and Benefits.

The pain is not abstract. Most distribution businesses reconcile commissions by hand across spreadsheets and PDF statements, lose real dollars to underpayments they can't see, and pay producers late or wrong because nobody trusts the numbers. Commission is the operating system of a distribution business, and today most of them run it on trust instead of proof. We make it provable.

We closed a $10M Series A in 2025 (Infinity Ventures, with Sierra Ventures) and we're moving from founder-led sales to a real team motion. This is an early strategic seat. You get a named-account territory, executive air cover, and the room to build the playbook rather than inherit one.

What you'll own

You run the full cycle on our largest and most complex accounts: sourcing, discovery, business case, negotiation, and close. There is no SDR team feeding you polished leads and no inbound firehose. You generate most of your own pipeline and you close it.

Day to day, that means:

•    Building and working a named-account territory across IMOs, BGAs, large P&C and L&A agencies, and carriers, sized by business volume placed, not headcount.

•    Running discovery that gets to the money: how a prospect reconciles commissions today, where they leak revenue, how they pay producers, and what it costs them.

•    Multi-threading across finance (CFO, controller), operations, and ownership, and building a real champion inside each account.

•    Constructing quantified business cases with the prospect's own numbers. Recovered commission dollars is the wedge; decision-grade visibility, producer retention, and M&A diligence are the platform value.

•    Partnering with the CEO, customer success, and our engineering leads on integration and technical validation when a deal calls for it.

•    Forecasting accurately and keeping HubSpot clean. We run the business off the pipeline, so the pipeline has to be true.

•    Feeding what you learn back into positioning, discovery, and objection handling. You are helping build the machine, not just working it.

What we're looking for

Required

•    Five years closing enterprise deals at $250K ACV, full cycle.

•    You generate your own pipeline. Prospecting is a strength you're proud of, not a task you tolerate.

•    Insurance domain fluency. Either you've sold insurtech, or you understand how insurance distribution and commissions actually work: overrides, splits, downline hierarchies, clawbacks, renewals, trails. This is a hard filter. A great SaaS closer who can't hold a real commission conversation will stall in discovery.

•    Early or growth-stage startup experience. You've built a territory from scratch and you're comfortable when the process, the collateral, and the answers are still being written.

•    You've sold to finance and operations buyers and can build a business case a CFO will sign off on.

•    Command of a real sales methodology (MEDDPICC or equivalent) applied to deals, not just recited in interviews.

Strong plus

•    Direct experience selling into IMOs, BGAs, MGAs, carriers, or large agencies.

•    Familiarity with insurance tech stacks: agency management systems, policy admin platforms, and large transformation projects.

•    Experience running a displacement or category-creation motion where the real competitor is often inertia, spreadsheets, and the status quo.

What we offer

•    $300,000–$350,000 OTE, split 50/50 base and variable, with accelerators above quota.

•    Meaningful equity at a company that just raised its Series A and has a clear path to $10M ARR.

•    Healthcare coverage.

•    Direct access to the CEO and founding team, and the influence that comes with being early.