Qumis · 1 month ago
Director of Strategic Accounts - Generative AI for Insurance
New York City
Full-time
Onsite
Lead/Staff, Director/Executive
$125K/yr - $175K/yr
5+ years expQumis is redefining insurance with generative AI, building a leading vertical AI platform for insurance knowledge work. The Director of Strategic Accounts will drive expansion revenue within existing accounts, manage strategic renewal negotiations, and build scalable processes to support company growth.
Artificial Intelligence (AI)Generative AIInsurTechLegal Tech
Responsibilities
Own the full expansion sales cycle from opportunity identification to close with deal sizes of $25K - $250K+ expansion ACV
Actively build and manage expansion pipeline of 3-4x quota across existing accounts including brokerages, carriers, MGAs, TPAs, claims organizations, and legal teams
Drive expansion revenue through seat expansion, cross-departmental adoption, tier upgrades, and new use case identification with a goal of 120-150% net revenue retention
Manage strategic renewal negotiations with 95%+ gross retention target, identifying and mitigating churn risk proactively
Conduct consultative discovery within existing accounts to uncover new workflow challenges and build compelling expansion business cases with clear incremental ROI
Lead product demonstrations tailored to new stakeholders and departments within existing customer organizations
Navigate complex, multi-stakeholder expansion sales involving IT, Legal, Compliance, Operations, and C-suite buyers across different business units
Maintain accurate forecasting in Attio CRM with rigorous pipeline hygiene for renewals and expansion opportunities
Participate strategically in quarterly business reviews (QBRs) that demonstrate ROI, showcase wins, identify opportunities, and align on strategic priorities
Build executive relationships with C-suite and VP-level buyers in new departments and business units
Represent Qumis at tier-1 industry conferences and regional events to deepen existing relationships
Partner with Product, Marketing, and Customer Success to influence roadmap, refine messaging, create case studies, and ensure customer success drives expansion
Provide market intelligence by synthesizing competitive insights, expansion objections, and emerging use cases from existing accounts
Develop expansion sales collateral including department-specific one-pagers, incremental ROI calculators, expansion pitch decks, and use case guides
Identify and cultivate customer advocates for speaking opportunities, case studies, peer referrals, and new logo sales support
Document best practices and proven expansion sales motions for future farmer AE hires
Leverage AI-native tools (Clay, Apollo, ChatGPT, Perplexity) to automate account research, identify expansion triggers, and personalize outreach at scale
Test and iterate on expansion messaging, outbound sequences within accounts, and sales tactics
Develop scalable expansion processes including account planning frameworks, opportunity qualification criteria, and renewal playbooks
Stay current on AI trends, insurance industry shifts, and enterprise expansion sales methodologies
Qualification
Required
5 - 8 years of experience in either: P&C insurance (broker, producer, underwriter, account manager, claims) with commercial acumen, OR Enterprise B2B SaaS expansion sales or farmer AE role with $100K+ ACV deals
Proven track record of consistently hitting or exceeding expansion quota (top 20% performer) with >120% net revenue retention
Farmer mentality who thrives on deepening relationships, identifying expansion opportunities, and maximizing customer lifetime value
Experience selling to VP/C-level buyers in expansion scenarios and navigating complex, multi-threaded enterprise sales cycles across business units
Strong business acumen with ability to build incremental ROI models and articulate expansion value in financial terms
Excellent communication with gravitas and executive presence to conduct strategic business reviews and renewal negotiations
Consultative approach to uncovering new needs, solving problems, and positioning expansion opportunities
Entrepreneurial mindset with comfort in ambiguity and bias for action
Preferred
Deep knowledge of insurance workflows, pain points, and industry structure
Prior experience at a high-growth startup (seed to Series B) or top-tier tech company
Familiarity with AI/ML concepts and ability to explain technical capabilities to non-technical buyers
Experience with AI-native sales tools
Existing relationships within the insurance industry
Benefits
Equity
Health, dental, vision, 401(k), unlimited PTO, home office stipend
Company
Qumis
Qumis provides an AI-powered platform for the insurance industry, delivering legal-grade policy analysis, and claim reviews
11-50 employees
Funding
Current Stage
Early StageTotal Funding
$2.46MKey Investors
Armory Square VenturesBrokerTech Ventures
2025-01-21Pre Seed· $2.2M
2024-03-27Pre Seed· $0.05M
2023-10-01Pre Seed· $0.21M
Leadership Team
Dan Schuleman
CEO & Co-Founder
Recent News
Digital Insurance
2025-10-15
FinTech Global
2025-08-07
Company data provided by crunchbase