These are Questions I ask the CRO to get a better understanding of the Opportunity, the Culture and the Solution. The actual job description is at the end of the Q&A.

What’s the sizzle around the Company? What does your Solution do for the client?

  • Company's sizzle comes down to a couple of fundamental truths: 1) every single insurance company has to have an answer for licensing, appointing and compliance. this is a requirement. 2) the current solutions in market are legacy tech deployed on-prem with very little innovation. 3) Company is cloud native, already the industry leader in technology, and we have raised $160M to fuel our innovation and growth.

Why would a Top Tier salesperson want to come work at Company? What was the deciding factor(s) in why your chose to come work at Company?

  • Company's sales team is the most tenured team at the company, and for good reason:
  • Successful AEs change the financial trajectory of their lives here (we expect an AE to W2 $1M+ this year, each year that record is broken) and we support our sellers with marketing/SDRs/CSMs/sales engineers/best in class product/engaged executive team and a host of other resources to make them successful.
  • I'm the 12th employee and remain here because of the amazing team I get to work with every day.

What specific problems in the marketplace does your software or service resolve?

  • The Ready to Sell problem. Over 60% of all insurance policies are sold by producers (vs. D2C).
  • Each of those 500k+ producers in the market needs to be properly licensed and appointed to distribute products.
  • Every company in the value chain of that insurance policy has to confirm that the agent is ready to sell (i.e. compliant).
  • If they aren't, and they write the policy, the consequences are enormous.

What skills are Required:, Preferred: and Helpful: ?

  • Required: Success running a territory of 15 or fewer accounts with a $1.8M+ annual quota Preferred: Insurance industry experience selling a technical solution Helpful: Succeeded in a high growth startup environment, deep understanding of the Salesforce ecosystem.

What are the 3 core attributes/accomplishments that a candidate must have to get an interview and be successful on the job?

  • Attributes: 1) Team player 2) Intelligent 3) Relentless

Describe your ideal candidate in your own words.

  • The ideal candidate for the Strategic AE role has demonstrated success solving problems and driving business transformation for the largest insurance/financial services companies in the world.
  • They have a point of view on what great customer outcomes look like, a network of referenceable customers and colleagues who will voice for that success, and a desire to come in to a growing business and make a massive impact.

Why would a Top Tier salesperson want to work for you? Why would they see you as a Mentor?

  • When it's all said and done my VP of Sales and I will have taken Company from $0 to hundreds of millions of recurring revenue.
  • Alumni from the Company sales team will go on to be VPs of Sales, CROs, or retired with their feet up.

How would you describe Company's culture?

  • Culture: 1) Team selling, 2) Solutions oriented, 3) Customer obsessed

What does your Marketing Department look like?

  • We recently brought in a seasoned SVP of Marketing, to help us with the next phase of growth.
  • We invest heavily in marketing across a range of programs: field events, conference sponsorships, SEO, thought leadership, demand gen, etc.

Do you use BDRs/SDRs to help with brand awareness/scheduling appointments?

  • Yes, AEs' have dedicated SDR to support.

Last but not least, what is Company's exit strategy?

  • IPO or a large strategic acquisition.
  • Each Salesperson receives Equity.

Annual Salary: MARKET based