Strategic Account Executive, Roof and Exterior Measurement

The Roof and Exterior Measurement (REM) Strategic Account Executive will drive the expansion of Nearmap's Roof and Exterior Measurement suite across the Property & Casualty Insurance market. This role is responsible for identifying, developing, and closing complex REM opportunities with new strategic carriers, while also expanding Nearmap's REM suite within our existing book of 200+ insurance customers. The successful candidate will bring enterprise SaaS and claims/insurance technology sales experience, positioning Nearmap's owned-and-operated Roof and Exterior Measurement offering as the differentiated alternative to third-party measurement providers. You will lead with a customer-first mindset, navigate complex multi-stakeholder sales cycles, and consistently deliver results aligned with business goals.
Key Responsibilities
Sales Execution & Pipeline Management
Identify, qualify, and close complex REM opportunities with new strategic carriers and expand within existing customer accounts across Claims and Underwriting functions
Own and lead complex sales cycles with multiple stakeholders and 6-18 month decision timelines
Develop and execute strategic account plans that include stakeholder mapping, business case development, and multithreaded engagement
Maintain and manage a long-term pipeline, prioritizing high-value opportunities and strategic account expansion
Achieve and exceed quarterly and annual sales targets
Customer Engagement & Discovery
Build and maintain relationships with key stakeholders including Claims, CAT response, and Underwriting leadership
Uncover and diagnose customer pain points, recommend tailored solutions, and position Nearmap's REM offerings to address complex claims and underwriting business needs
Quickly engage and qualify inbound leads from Marketing and SDR teams
Coordinate high-impact product demonstrations and articulate ROI-driven narratives to diverse enterprise audiences
Sales Methodology & Strategy
Apply Nearmap's MEDDPICC sales methodology and value selling framework to create engagement across your territory
Develop expertise in REM product suite, use cases, and persona motivation to position solutions effectively
Monitor industry trends, customer needs, and competitive activity (EagleView, Hover, and other measurement providers) to inform sales strategy
Partner with assigned Outbound BDR to execute strategic territory planning and coordinated prospecting efforts
Deal Management & Collaboration
Develop customized proposals and lead contract negotiations, including pricing, licensing terms, and value-based structuring
Maintain accurate pipeline visibility and consistently update Salesforce with deal stage, forecast, and next steps
Provide reliable sales forecasting updates and contribute insights to cross-functional planning
Lead internal coordination across Legal, Finance, Customer Success, and Product to drive deals to close
Collaborate across functions to align account strategy with marketing campaigns, customer success plans, and solution design
Team & Organizational Contribution
Serve as a voice of the customer internally, sharing insights to inform product and GTM initiatives
Mentor junior sales team members and contribute to the development of sales best practices
Actively participate in sales team meetings, strategy sessions, and cross-functional planning workshops
Adhere to company guidelines, the corporate Code of Conduct, and act ethically when dealing with company assets and other people
Required Experience:
Minimum 5+ years in strategic or enterprise closing sales roles within the Insurance vertical, with a strong track record of exceeding quota
Demonstrated expertise in the Roof and Exterior Measurement space (property measurement, estimating, or claims workflow solutions) with direct experience selling into insurance carriers
Proven success managing strategic accounts and complex, multi-stakeholder sales cycles with 6-18 month decision timelines
Experience selling SaaS, geospatial, data, or platform solutions to large, complex organizations
Required Skills & Competencies:
Mastery of enterprise sales methodology (MEDDPICC or similar frameworks)
Deep expertise in value selling and building ROI-driven business cases
Exceptional stakeholder management, influence mapping, and negotiation skills
Advanced pipeline management, forecasting, and CRM proficiency (Salesforce preferred)
Strong ability to synthesize technical and strategic information for executive audiences
Analytical thinking and creativity in structuring complex deals and solving customer problems
Territory planning and sales forecasting expertise
Required Knowledge:
Working knowledge of claims estimating and measurement workflows (e.g., Xactimate/Xactanalysis) and how REM data integrates into them
Expertise in building and maintaining C-level relationships aligned to executive priorities
Understanding of competitive landscape (EagleView, Hover, and other measurement providers)
Professional Attributes:
Entrepreneurial work ethic with strong customer-first mindset
Ability to mentor junior sales team members and contribute to sales best practices development
Education:
Bachelor's degree required; advanced degree preferred

Employment type
Full-time

Work arrangement
Yes