Mobility SaaS Account Executive

2 months ago

Remote, Oregon, United States Canopy Connect Full time

Canopy Connect is the leading insurance infrastructure provider. Our 1-click solution enables businesses to instantly and securely receive comprehensive insurance information from a consumer or business.

Companies use Canopy Connect to verify and track personal and commercial insurance. Fast. Directly from the source of truth. There are over a million businesses in the car rental, mobility, fleet, and gig economy industries that need to verify insurance. In addition, all delivery network companies and transportation network companies are now required by law to verify insurance on vehicles and operators.

Before we came along, there was no platform for exchanging verified insurance information.
For this reason, insurance verification was costly, time-consuming and error-prone. Consumers and operators had to go through many steps. Calling, faxing, emailing to verify information from the insurance carrier. It is an incredibly important step because it mitigates losses from vehicles and operators with inadequate insurance. It also bolsters identity verification and mitigates fraud.
Not properly verifying insurance is risky because it opens the business up to financial loss from vehicles and operators with inadequate insurance, legal issues and being held liable for accidents.

It also kill deals and causes friction in onboarding. Manual verification causes frustration & delays because it's tedious for consumers and businesses.

Companies buy the Canopy Connect platform so consumers and businesses can quickly and securely verify their insurance.
It's now three easy steps:

1. Policyholder connects their insurance carrier. Select the insurance carrier and sign in.

2. The insurance data is shared from the insurance carrier in seconds via a secure API connection. This includes verified policy information, vehicle data, driver information, claims history, and PDFs of declarations pages.

3. The business can review and verify insurance policy details and coverage. Car rental companies also use this information to sell more Protection and Coverage products by showing how they provide additional protection on top of the current insurance policy.

Canopy Connect's technology can pull more than 250 data fields from the insurance carrier—we are able to securely retrieve rich data from 96% of the US auto insurance market. And we do it fast—5.6 seconds on average. The speed at which Canopy Connect can share insurance information is critical, because people are busy and time kills conversion.

The result is faster converting onboarding and secure transactions that reduce the risk of inadequate insurance, fraud and compliance issues.

As Canopy Connect's Mobility SaaS Account Executive, you'll build and scale our enterprise sales operations and partnerships with national and regional companies in the car rental, mobility, fleet, and gig economy industries. This role is remote, and you can be located anywhere in the US. The ideal candidate is an early-stage GTM expert with proven quota-carrying experience selling SaaS software to companies in these industries, who we can build a team around.

What we're building

Every business that deals with insurance information has a tedious process of collecting it. They use long forms, phone calls and emails to collect the information they need to understand their prospects and customers. Canopy Connect is changing that. With our consumer consent-driven data model, an individual is able to instantly and securely share a copy of their insurance information with a business. Which means that our customers, business owners across America, can focus on the reasons they started their business in the first place, instead of spending so much time trying to collect the information they need to understand and onboard their customers.

The Role

Mobility SaaS Account Executives at Canopy Connect sell the company's Agency and API products to car rental companies, mobility companies, fleets, third party verifiers and gig economy companies. Your role is to identify, engage and close new business opportunities.

Qualifications

  • Proven quota-carrying experience selling SaaS software to companies in the car rental / mobility industry
  • Demonstrated ability to lead customers from discovery to close in highly complex sales that involve technical scoping, infosec, legal and regulatory compliance reviews.
  • Exceptional written and verbal communication skills.
  • Demonstrated ability to run a consultative sales process.
  • Proficiency with sales tools (e.g. CRM, Lead Management, Software).
  • Bonus: Deep industry knowledge in the car rental, mobility, fleet or gig economy industries.
  • Bonus: Programming experience in any language and experience with SQL databases.

Duties

  • Build pipeline through a combination of phone, email and social media outreach.
  • Convert prospects into customers through:
    • Thoughtful discovery conversations with prospects that feel more like consulting and less like sales.
    • Responsive, articulate communications, especially in written form
    • Hands on involvement with pilots to ensure conversion to production contracts
    • Creating and seeking approval from Canopy Connect management on pricing packages that meet prospect needs
  • Expand ARR with existing customers through:
    • Hands-on involvement with production project success
    • Deep understanding of customers needs and how Canopy Connect's existing and upcoming products meet those needs
  • Prepare all materials and strategy for sales meetings that includes agendas, scripts, presentation materials and demos (as required).
  • Write thought leadership pieces or posts to elevate Canopy Connect's brand.
  • Attend tradeshows to meet with prospects and industry partners.

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