• Develop pipeline within target accounts by combining outbound prospecting, warm introductions through Vellum’s network, and in-person field events. • Own the full enterprise sales cycle from prospecting to close with carriers, reinsurers, and large MGAs/MGUs. • Qualify opportunities, build reliable forecasts, and exceed quarterly and annual quotas. • Lead discovery calls, demos, solution positioning, and executive presentations. • Build trusted advisor relationships with decision-makers (eg., CEO, CUO, CFO). • Understand customer data challenges and map Vellum’s platform to solve real business outcomes (eg., data transparency, underwriting profitability, efficiency). • Partner closely with Data, Technology, Customer Success, and Marketing teams to optimize messaging, refine case studies, and tailor solutions to customer needs. • Create compelling proposals and commercial agreements that reflect customer value and business impact. • Develop deep expertise in the insurance and reinsurance ecosystem, including underwriting workflows, actuarial analytics, portfolio risk management, and data governance. • Gather competitive insights and communicate market feedback back to internal product partners. • Advise the leadership team on the strategic direction of go-to-market efforts.