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.

Job DetailsJob Location: CA Remote - NA, CA 95219Salary Range: $110,000.00 - $125,000.00 SalarySUMMARY The Regional Account Executive plays a pivotal role in accelerating Unity’s growth by deepening Distributor partnerships, increasing Operator participation, and driving purchasing optimization across assigned territories. This position combines strategic relationship management, field sales leadership, and business development. The ideal candidate is a self-starter who thrives in a collaborative, fast-paced environment and is passionate about helping partners succeed. ESSENTIAL FUNCTIONS Distributor Partnership Development Manage and grow relationships with 20–30 Distributor accounts in the assigned region. Develop and execute joint business plans with Distributor sales teams to drive mutual growth. Conduct quarterly business reviews to align on performance metrics and new opportunities. Operator Acquisition & Engagement Convert Distributor customers into active Unity GPO Members through consultative selling and education. Lead presentations, onboarding sessions, and product introductions for Operators. Manage the enrollment and activation process to ensure a seamless customer experience. Purchasing Optimization & Revenue Growth Analyze purchasing data to identify growth opportunities and recommend contract adoption strategies. Partner with Suppliers to increase compliance, utilization, and rebate performance. Execute promotional and incentive campaigns that expand share-of-wallet and category penetration. Strategic Market Expansion Identify and pursue growth opportunities within healthcare, education, lodging, and multi-unit foodservice segments. Represent Unity at trade shows, Distributor sales meetings, and industry events. Provide market insights to leadership to guide supplier strategy and category development. Performance Metrics Add 200+ new Operators per year Achieve 5%+ annual growth in purchasing volume from existing Operators Drive 10%+ territory revenue growth annually Maintain 80%+ engagement across assigned Distributor partners Contribute to new Distributor-Member acquisition and retention SUPERVISION GIVEN AND RECEIVED The Regional Account Executive will be a member of the Unity team and report into the Director of Sales and Marketing. INTERNAL/EXTERNAL CONTACTS Primary internal contact with UniPro Senior Management, Category Management, Member Development, Marketing, Meetings and Events Finance, and National Distribution Alliance. Other internal interaction as needed. External contacts with UniPro Members, Suppliers, Operators and Third-Party Source and Data Providers. OTHER FUNCTIONS Will be required to attend key UniPro Conferences and events, Supplier and Member meetings, Trade Shows, Industry Events, etc. as a spokesperson for Unity Advantage Group the program, and UniPro. Other projects and responsibilities as assigned by the Director of Sales and Marketing and Managing Director of Unity. JOB REQUIREMENTS & QUALIFICATIONS Bachelor’s degree in business, Marketing, or a related field (preferred) or equivalent work experience 5+ years of experience in foodservice distribution, GPO sales, or related industry Demonstrated success in B2B sales, account management, or partner development Strong business acumen with the ability to analyze data and translate insights into action Excellent communication, presentation, and negotiation skills Self-motivated with a proven ability to work independently and collaboratively Willingness to travel up to 50% within assigned region Qualifications

This is a full-time remote role for a Regional Sales Account Executive based in the Ohio area. The Regional Account Executive will be responsible for managing and developing relationships with clients at all levels in their designated region. Day-to-day tasks include prospecting for new business opportunities, creating and executing sales strategies, delivering client presentations, and achieving sales targets. The Regional Account Executive will also work closely with the marketing and customer service teams to ensure customer satisfaction and retention. - Sales Growth: Develop and implement strategies to achieve sales targets and expand market presence within the assigned territory. - Client Relationship Management: Build and nurture relationships with key decision-makers in all PAC care settings to include end user care providers, regional enterprise KDM and dealer / distribution partners. - Product Knowledge: Demonstrate a comprehensive understanding of the company's portfolio and articulate the differentiated value proposition to customer contacts. - Market Analysis: Conduct market research to identify opportunities, trends, collaboration opportunities and competitive landscape. - Reporting: Provide pipeline, prospect and forecasts to management using assigned toolset and CRM. - Training and Support: Offer training and support to healthcare professionals on the proper use of Accora solutions. - Compliance: Ensure all activities comply with industry regulations and company policies.

Role Description This is a full-time remote role for a Regional Sales Account Executive based in the Ohio area. The Regional Account Executive will be responsible for managing and developing relationships with clients at all levels in their designated region. Day-to-day tasks include: - Prospecting for new business opportunities - Creating and executing sales strategies - Delivering client presentations - Achieving sales targets The Regional Account Executive will also work closely with the marketing and customer service teams to ensure customer satisfaction and retention. - Sales Growth: Develop and implement strategies to achieve sales targets and expand market presence within the assigned territory. - Client Relationship Management: Build and nurture relationships with key decision-makers in all PAC care settings to include end user care providers, regional enterprise KDM and dealer/distribution partners. - Product Knowledge: Demonstrate a comprehensive understanding of the company's portfolio and articulate the differentiated value proposition to customer contacts. - Market Analysis: Conduct market research to identify opportunities, trends, collaboration opportunities and competitive landscape. - Reporting: Provide pipeline, prospect and forecasts to management using assigned toolset and CRM. - Training and Support: Offer training and support to healthcare professionals on the proper use of Accora solutions. - Compliance: Ensure all activities comply with industry regulations and company policies. General expectations: - Maintain personal and professional development to meet the changing demands of the job and participate in appropriate training activities. - Undertake such other duties, training and/or hours of work as may be reasonably required and which are consistent with the general level of responsibility of this job. - Undertake health and safety duties commensurate with the post and as detailed in the Company’s Health and Safety Policy. - Act as an ambassador of the Company and promote the company brand, always displaying a positive image to customers and members of the public. - Live and breathe our core values – insight, determination and integrity; deliver to our mission statement and promote the Company’s long-term vision. - Adhere to relevant quality and regulatory requirements at all times. Qualifications - Bachelor’s degree in business, Marketing, or a related field (or equivalent experience including medical i.e. PT). Requirements - Minimum of 2 years of B2B selling experience. - Proven track record of achieving quota and YOY revenue growth. - Relevant product and industry knowledge (desirable). - Strong communication (oral and written) and numeracy skills. - Effective and confident telephone skills, with an excellent level of English. - Ability to work effectively both individually and in a team. - Ability to flourish in a competitive environment. - Good ICT skills. - Strong interpersonal, empathy and communication skills. - Ability to travel within the designated territory. - Proficiency in mobile communications, CRM software and Microsoft Office Suite. - Proficient in time and territory planning and management. - Excellent sales call execution, presentation and negotiation skills from end user to executive level customer contacts. - Attention to detail, with good planning and organisational skills. - Drive and enthusiasm. - The potential to grow and develop in line with the business. - High degree of self-motivation and ambition. - Ability to influence and engage with colleagues, peers, key customers and prospects. - Positive, confident and determined approach. - Continuous improvement mindset. - Full driving licence. Benefits - Competitive salary. - Company laptop provided. - Training and development opportunities. Company Description We are a dynamic and innovative company dedicated to designing and manufacturing assistive medical devices that enhance the lives of people who require extra support due to age, disability or injury. Our team is passionate about creating products that enable individuals to live as fully and independently as possible, with safety and comfort at the forefront of our design philosophy. This is a fantastic opportunity for an individual who is committed to making a positive impact in the lives of others and who shares our values of insight, determination, and integrity. If you are passionate about creating products that improve the lives of others and are looking for an exciting new challenge, we encourage you to apply for this role. To learn more about our company and the products we create, please visit our website at www.accora.care . Please note: we take the protection of your personal data seriously and process it in accordance with GDPR and relevant data privacy laws. By applying, you consent to us processing your data for recruitment purposes. Your personal data will be securely stored and not shared with third parties without your consent. You have the right to access, correct, or delete your data. To do so, contact us at info@accora.care .