• Engage with Healthcare Professionals (HCPs) • Build trusted relationships through a hybrid engagement model—combining face-to-face visits with digital channels—to deliver impactful, tailored solutions • Drive Strategic Territory Planning • Analyze data to identify opportunities, prioritize actions, and align with cross-functional teams to maximize territory performance • Deliver Consultative Value • Go beyond product promotion—listen actively, understand HCP needs, and co-create solutions that improve patient outcomes • Collaborate Cross-Functionally • Partner with medical, marketing, and access teams to ensure seamless execution and consistent value delivery • Upskill & Innovate • Stay ahead of industry trends by leveraging Ai and digital tools, omnichannel strategies, and continuous learning opportunities

• Understand and execute the full sales cycle with an assigned book of business which could include new and/or dormant customers. • Understand and execute the lead management process to include lead generation, scheduled meetings, account optimization, follow up and hand offs through continued support. • Utilize and learn new technology to provide explanations and solutions to customers • Daily tasks include outreach, introduction calls, presentations, and basic problem solving. • Achieve monthly/quarterly assigned quotas by tracking progress and performance. • Effectively communicate with customers and provide sales support to close deals. • Participate in regular 1: 1’s with manager to review business and performance results. • Adopt and master company sales processes to ensure consistent quota attainment. • Prepare for engagement with customers through industry, company, and product research. • Accurately maintain CRM data points to enable data driven strategic plans and to surface valuable customer insights. • Exhibit professionalism through continued learning, organization, and ensuring a positive customer experience.

• Conduct remote outreach to customers and hospitals to promote and sell Medtronic products. • Generate sales leads through phone calls, emails, and virtual meetings. • Maintain and grow relationships with existing accounts while identifying new opportunities. • Support the Remote Sales Manager in executing the remote sales strategy. • Track and report sales activities and customer interactions regularly. • Collaborate with internal teams to ensure customer needs are met efficiently. • Stay informed about product updates and industry trends to effectively communicate value propositions. • Meet or exceed assigned sales targets through proactive engagement and follow-ups.

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.