Account Executive, Insurance

About the role

Account Executive, Insurance – North America (United States and Canada). Remote role with approximately 30% travel. Target start date: September 15, 2026.

Who we are

Adlib is the AI Production Layer for regulated industries. We turn complex, unstructured documents into governed, validated, AI-ready data so that enterprises can make defensible decisions without rebuilding their stack. For insurance carriers, that means agentic intake across the documents that drive the business: FNOL packets, police reports, medical records, adjuster notes, loss runs, submissions, endorsements and certificates. Adlib classifies, extracts, validates and scores each document for trust, then hands clean data to the core systems and AI models already in place. Customers see 60% fewer exceptions, 50% faster cycle times and 70% less manual handling.

On top of that trusted data layer sits our agentic intake capability. Agents read the packet, decide what it is, apply carrier rules, route the exception and trigger the next action in the workflow. The document layer establishes trust in the data. The agentic layer acts on it. Together they take work out of the claim file rather than simply digitizing it.

We are model-agnostic and system-agnostic by design. We sit in front of Guidewire, Duck Creek, Sapiens, Majesco and the rest of the core stack rather than replacing any of it. Adlib is backed by Diversis Capital and serves Fortune 1000 customers across insurance, life sciences and public sector.

Responsibilities

• Build and own the North America insurance new logo territory.
• Source, qualify and close new business against a $1M annual new ARR target, with a disciplined focus on the ~15 named ABM accounts in the insurance vertical plus self-sourced expansion.
• Run multi-threaded deals across Claims, Underwriting, Operations, IT and Data or AI leadership. Reach and hold the attention of Chief Claims Officers, Chief Underwriting Officers, COOs, CIOs and Chief Data Officers.
• Become fluent in how claims and underwriting actually run: FNOL and loss intake, adjuster workflows, subrogation, SIU and fraud referral, submission triage, policy issuance and endorsements, and the document handoffs that slow each one down.
• Understand where Adlib sits relative to the core platform. Be able to whiteboard the flow from document intake through validation and agentic routing into Guidewire ClaimCenter or Duck Creek, and explain what changes for the adjuster and the underwriter.
• Sell the agentic intake story on business outcomes, not model hype. Defend the trust and governance layer against core platform vendors and extraction point tools now claiming the same ground.
• Work with our Strategic Partnerships lead and the insurance SI ecosystem, including Guidewire-connected implementation partners, to source and co-sell partner-originated opportunities.
• Keep Salesforce clean and your forecast honest. Weekly pipeline and forecast discipline is non-negotiable, and the number you call is the number we take to the Board.
• Land a first use case, prove trust and accuracy against a defined baseline, then expand across lines of business and adjacent processes.

Requirements

• 5+ years closing complex enterprise software into insurance carriers, MGAs, TPAs, brokers or reinsurers, with a track record of quota attainment at or above $1M in new ARR.
• Direct experience selling into or working within claims, underwriting, policy administration or compliance functions. You understand the claims lifecycle end to end and can speak to loss ratio, expense ratio, cycle time, leakage and straight-through processing.
• Working familiarity with the insurance core and content stack: Guidewire (ClaimCenter, PolicyCenter, BillingCenter), Duck Creek, Sapiens, Majesco, Origami Risk or Insurity, plus content platforms such as OnBase, ImageRight, FileNet or SharePoint.
• Comfort with ACORD forms and standards, ISO forms, unstructured claim and submission documents, and the data quality problems that come with them. Awareness of NAIC and state DOI expectations, HIPAA where health data is in scope, and audit and retention requirements.
• Ability to craft and deliver a business case, not a feature tour. Present to a room of C-level executives and to a technical evaluation team on the same day, and be equally credible in both.
• Disciplined use of a structured sales methodology (MEDDIC, MEDDPICC, Command of the Message or equivalent), with accurate CRM hygiene and forecasting.
• Bachelors degree or equivalent practical experience.

Nice to have

• Experience selling AI, intelligent document processing, RPA or data platform solutions into insurance.
• Existing relationships with insurance systems integrators and Guidewire or Duck Creek implementation partners.
• Experience selling in a private equity backed environment with a clear growth mandate.
• Canadian market experience alongside the United States.
• Prior work at a carrier, MGA or TPA in claims or underwriting operations.

Pay

Base salary: $125,000 - $145,000 USD + Commission

Benefits

• Wellness and lifestyle spending account
• RRSP or 401(k) matching
• No limit vacation
• Extended maternity and paternity leave
• Employee assistance programs

Adlib is headquartered in Burlington, Ontario, and this role is remote within North America. We offer programs to promote employee wellness and work-life balance, including open vacation policy and participation in local charitable events.