About Us

Kanopi is a data-driven insurtech that pushes the boundaries of how insurance is delivered. Some of the world's largest insurers come to us for reliable, flexible technology to create cover that protects and adapts to customers' changing needs.

Do you want to:

• Join a team that has a meaningful impact on how insurance reaches people?

• Drive B2B sales in a category-defining insurtech startup at a pivotal moment in its growth?

• Work at the frontier of AI-powered insurance, in a category that's reshaping financial services?

Then you should keep reading!

The role

The Account Executive plays a critical role in growing Kanopi's distribution network by identifying, engaging, and launching new insurers across Australia. This is a sales-focused role: you will own the full lifecycle, from initial outreach through to go-live.

This position will target mid-market insurers, engaging senior leaders and guiding them through a consultative sales process. This is a net-new logo role: your focus is winning new customers for Kanopi.

We're looking for a competitive, commercially minded salesperson with a background in SaaS or platform sales who is energised by lead generation and outbound, comfortable running technical demos themselves, and motivated by a net-new logo quota. This role will make active use of AI tools and agents, and we expect the right person to embrace these as a core part of how they prospect and work.

This role is a hybrid position (3 days in office, 2 days from home). Melbourne or Sydney-based.

Responsibilities

• Generate your own pipeline of mid-market insurer prospects through outbound research, cold outreach, LinkedIn, industry events, and referral networks.

• Own the full net-new sales cycle: prospecting, qualification, pitching, negotiation, close, and onboarding, with no handoff until go-live.

• Run your own product demonstrations and technical presentations for C-suite buying committees.

• Build a sharp, fast understanding of each prospect's business model and buying committee, and tailor the pitch to CEO, CIO/CTO, and CRO priorities.

• Structure and negotiate commercial terms across our pricing model: one-off implementation fees, ongoing platform fees, and a percentage of gross written premium (GWP).

• Build and manage a high-volume pipeline, with accurate stage tracking and forecasting against a net-new logo target.

• Stay involved through implementation, working with the delivery team to get new customers live, then hand off cleanly to account management at go-live.

• Hit KPIs built around outbound activity, qualified opportunities, new logos signed, and GWP generated.

• Use AI tools and agents to scale outbound: prospect research, personalised messaging at volume, and top-of-funnel automation, freeing you up for the conversations that close deals.

• Represent Kanopi at industry events and on LinkedIn to build your personal pipeline and Kanopi's brand in the market.

• Report pipeline and performance to the CEO on a regular cadence.

• Keep internal systems and databases accurate and current.

Required experience / knowledge / skills

Experience

• Must have:

  • At least 3 years as a quota-carrying Account Executive or new business salesperson, with a track record of self-generating and closing net-new logos.

  • Experience selling complex B2B software or technology platforms (SaaS, fintech, or marketplace experience strongly preferred).

  • Demonstrated success with cold outbound and lead generation: prospecting, cold calling, cold email, or social selling.

  • Experience selling to, or presenting to, C-suite stakeholders (CEO, CIO/CTO, CRO, or equivalent).

  • Comfortable running your own product demos without presales support.

  • Experience with CRMs (HubSpot would be a plus!)

• Nice to have:

  • Exposure to the insurance, financial services, or embedded finance space.

  • Familiarity with API-based or platform integration sales.

  • Familiarity with usage-based, platform fee, or revenue share pricing models.

Skills

• A true hunting mentality: energised by lead generation and cold outreach, and comfortable with rejection and long, considered sales cycles.

• Exceptional communication skills: you can build rapport fast with C-suite stakeholders via phone, video, and in person.

• Strong outbound prospecting, lead qualification, and pitch skills.

• Commercially sharp, able to structure, negotiate, and close mid-six-figure commercial agreements.

• Excellent pipeline management and organisation, comfortable running a high volume of complex, multi-stakeholder deals at once.

• Ability to work cross-functionally with product, engineering, and solutions to take closed deals through to go-live and hand off cleanly.

• Comfortable using AI tools in your day-to-day workflow, or genuinely motivated to learn. We use AI agents to power outbound prospecting and process automation, and expect this person to lean into that.

Attitude

• A self-starter: you don't wait to be told who to call next.

• Highly motivated by a net-new logo quota and proud of the pipeline you build from scratch.

• Comfortable with ambiguity and change: we're a startup and things evolve quickly.

• A strong work ethic and the resilience to push through long sales cycles and objections.

• Collaborative: you work well within a small, tight-knit team and share learnings openly.

• Willing to travel occasionally (domestic only).

• A coachable attitude with a genuine desire to learn and improve.

Why Join Us?

• Report directly to the CEO and have real influence over Kanopi's growth trajectory.

• Be the first hire of its type and continue to build its capability as we scale.

• Be part of a very exciting moment for the insurtech/fintech industries.

• Truly flexible workplace focused on outcomes, not hours.

• Professional development support: time and budget to take courses, attend events, and grow.

Benefits

Things you might want to know about us:

• We offer a warm and collaborative work culture with big-time vision. Our aim is to create an environment in which everyone is included in decisions and opportunities, regardless of your role, age, or how long you've been with the company. Everyone's opinion is welcome, and we're firm believers in discussions and radical candor.

• Equity package as a valued member of the company.

• We trust our people and we focus on outcomes. Our team works hybrid, coming together in the office regularly (3 days) while also having the space to work from home (2 days)

• You will work alongside an experienced team who will challenge you every day (and expect you to challenge them back).

• We’re big fans of learning new things, which is why we give you the support and professional development to help you achieve your career goals, learn and grow.

• We offer time and encourage learning and development alongside a solid career development framework in place.

• We value healthy boundaries. That’s why we support the right to disconnect. While some after-hours availability may occasionally be required, such as responding to critical system issues, urgent client queries, or time-sensitive project needs, we aim to keep this to a minimum and always prioritise balance.

Our Values

At Kanopi, we live by our values every day:

• Human: We treat people like people - with empathy, curiosity, and respect - whether they’re teammates, customers, partners, or end users.

• Dependable: We make sure you can always count on us, and we rely on you to do the same.

• Intentional: We act with purpose - making thoughtful decisions that stay true to our mission and lead to meaningful outcomes.

• Driven: We care deeply about what we do - always pushing ourselves to grow, improve, and reach ambitious goals.

• Impactful: We create positive change through everything we do - from the big picture to the small things that matter.

Interested in joining us? We'd love to hear from you.