Understory

Role Description As a Strategic Account Executive (or Director, Business Development), you will be responsible for originating and closing new business, while shaping how Understory goes to market. This is not a traditional account executive role — it is a frontline, externally facing position focused on hunting, influencing, and winning. You will play a critical role in expanding Understory’s footprint, bringing our differentiated climate-driven insurance solutions to market, and building the partnerships that will define our growth trajectory. What You’ll Do - Own new business development across brokerage partners, MGAs, and strategic clients — from initial outreach through deal close and early-stage expansion. - Proactively identify and penetrate target accounts, leveraging industry relationships, market insights, and creative outreach strategies. - Build and manage a robust pipeline, consistently driving opportunities forward with urgency and discipline. - Engage senior stakeholders with credibility and a consultative approach. - Position Understory’s differentiated offering by translating complex climate risk and insurance solutions into clear, compelling value propositions. - Lead negotiations and deal structuring, partnering closely with underwriting, product, and leadership teams. - Act as the quarterback internally, ensuring alignment across sales, underwriting, and operations to successfully bring new programs to market. - Stay close to key accounts post-sale, ensuring strong early adoption and identifying expansion opportunities (without owning long-term servicing). - Provide market intelligence and feedback to inform product development, pricing strategy, and go-to-market approach. - Represent Understory externally at industry events, conferences, and key partner meetings. Qualifications - Proven track record of new business generation in insurance, reinsurance, or insurtech — with a history of closing complex, high-value deals. - Deep experience working with brokers, MGAs, or commercial insureds, and a strong existing network you can activate. - Ability to sell consultatively and navigate ambiguous, evolving products and markets. - Demonstrated success building pipeline from scratch and operating in a true “hunter” role. - Strong commercial instincts and comfort structuring deals and influencing underwriting conversations. - Executive presence and the ability to engage senior decision-makers with confidence and credibility. - Highly self-motivated, resilient, and comfortable operating in a fast-paced, high-growth startup environment. - Experience with Salesforce or similar CRM tools, with strong pipeline management discipline. - Background in property & casualty or commercial lines insurance strongly preferred. Benefits - Competitive base salary + uncapped commission / performance-based incentives - Full-time benefits Company Description Understory is redefining insurance for the era of climate change. Powered by a global network of proprietary weather stations and advanced risk modeling, we are delivering scalable, data-driven insurance solutions where traditional carriers are pulling back. - With 76% of global assets underinsured and climate volatility accelerating, the market opportunity is massive — and urgent. - We are a mission-driven, high-performance team that values ownership, speed, and resilience. - You’ll have the opportunity to shape not just your territory, but the future of how insurance is delivered globally.