Client Development - CAPE Solutions

SUMMARY:   

The Assoc Director, Sales Representative is responsible for generating and developing new business opportunities for the CAPE suite of products. Their chief function is to contact the appropriate parties and develop relationships with potential clients.  This position is accountable for developing and cultivating leads through the clear articulation of the CAPE suite of products value proposition. The role is also responsible for the management of account-based marketing campaigns, organizational design understanding, and supporting the sales team with various prospecting needs.   

RESPONSIBILITIES:  

• Develop and implement a comprehensive business development strategy to achieve sales targets and revenue goals for the CAPE suite of products.  

• Identify new market opportunities and stay abreast of industry trends to capitalize on emerging business prospects.  

• Establish and nurture strong relationships with potential clients through effective communication and engagement.  

• Serve as the main point of contact for key clients, ensuring their needs are understood and addressed promptly.  

• Create and execute lead generation strategies to build a robust pipeline of potential clients for the CAPE suite.  

• Utilize market research and analysis to identify new business opportunities and target markets.  

• Clearly articulate the unique value proposition of the CAPE suite to prospective clients, highlighting its benefits and competitive advantages.  

• Customize messaging and presentations based on client needs and industry requirements.  

• Leverage a deep understanding of organizational structures to identify key decision-makers and influencers within target companies.  

• Align sales strategies with the organizational dynamics of potential clients for effective engagement.  

• Develop and manage account-based marketing campaigns to increase brand awareness and drive client engagement.  

• Collaborate with marketing teams to tailor campaigns that resonate with target audiences.  

• Work closely with the sales team to provide support in various prospecting activities and ensure a seamless transition from lead generation to deal closure.  

• Participate in sales meetings and discussions to align strategies and address client-specific challenges.  

• Assist in the creation of compelling proposals, presentations, and other sales collateral that effectively communicates the value of the CAPE suite.  

• Ensure consistency in messaging and branding across all client-facing materials.  

• Conduct regular market analysis and competitor assessments to identify areas for improvement and optimization in the sales approach.  

• Provide regular reports on key performance indicators, sales metrics, and business development activities.  

• Stay updated on industry best practices, technological advancements, and client needs to continually enhance personal and team performance.  

• Other duties and responsibilities as assigned.  

QUALIFICATIONS:  

• Bachelor’s Degree in a related field preferred, with 8+ years of proven sales experience and 4+ years of Enterprise sales experience (F1000) required.  

• 5+ years within or servicing the insurance market.  

• Proven and unparalleled track record of unwavering, exceptional performance, consistently surpassing targets and setting a benchmark for excellence within the industry.  

• Exemplifies the highest level of professional courtesy, mutual respect, and ethics, while maintaining an unwavering commitment to a high standard of excellence, professionalism, and role model behavior.  

• Experience in navigating complex interactions with senior executives across various industries, showcasing a nuanced understanding of their unique challenges and opportunities.  

• Advanced skills in precise executive communication and the effective creation and delivery of engaging presentations.  

• Advanced expertise in comprehending intricate insurance carrier processes.  

• Demonstrates an advanced ability to critically analyze and devise creative solutions, enhancing the efficiency of sales cycles.  

• Advanced expertise in the strategic development of account and organization plans.  

• Experience with CRM tools, such as Salesforce.  

• Familiarity and comfort with Google suite of products, including Slides and Sheets.  

• Ability to travel 50-70% for client needs and annual company events.  

EMPLOYEES AT ALL LEVELS ARE EXPECTED TO:  

• Understand our core values & guiding principles; make them the guideline for how you do your job.  

• Take Initiative - be enthusiastic learners and advocates of our technology, products and services. Demonstrate an owner mindset while at Cape.  

• Create Impact - spend time learning what it takes to provide value to internal and external stakeholders. We measure our success not by what we build, but by how much value it creates for others.  

• Contribute to a High-Candor environment - deliver and invite candid feedback, and be a part of the solution.  

• Get, give, and dig for Context - share what you know and seek to expose the complete picture  

• Win as a team - make things happen by working together, being open to new ideas, and fostering structured team communication. Avoid silos of expertise.  

• Respect and promote inclusion & diversity.  

• Do what's right for each other, our clients, investors and our communities.  

OUR PRODUCT:  

  
Property intelligence from CAPE allows insurance carriers to elevate their underwriting workflows, which consider a multitude of risk factors that determine each policy’s eligibility and price. CAPE’s low-latency APIs feed risk-relevant data into consumer shopping interfaces, programmatic underwriting workflows, and insurance pricing models. Our risk intelligence web portal provides a deep view into property-level risk for underwriters. CAPE’s products improve our clients’ underwriting efficiency and effectiveness and enable them to deliver superior experiences to their policyholders.  

CAPE’s solutions have been adopted by leading insurance carriers across the U.S., Canada, and Australia...but we are just getting started. Over the past 10 years, we’ve constructed a risk analytics platform purpose-built for deep learning. In CAPE’s growth phase, we set out to solve an even larger share of the problem, leveraging a radically expanded array of input data sources and advanced machine learning technologies. 

THE OPPORTUNITY:  

CAPE Analytics is looking to hire a Assoc Director, Client Development for our real estate / mortgage group. Client Development will be responsible for developing and closing new business. This will require you to become proficient with CAPE’s product set and the use cases for identified markets that include banks, mortgage originators and mortgage servicers.  

The ideal candidate will have demonstrated measurable success in direct sales across market segments. In addition, the candidate should be able to assess potential opportunities or expanded use cases both within targeted markets and adjacent to those markets. This role offers a great opportunity to deliver innovative and impactful data solutions scaled to support the requirements of the largest market participants.  

WITHIN 1 MONTH, YOU’LL:  

• Onboard with CAPE’s real estate team to learn about the application of our data into the real estate and mortgage markets, be able to fully articulate the CAPE value proposition.  

• Understand the tools, technology, and processes deployed across our organization.  

• Meet and understand CAPE’s marketing, sales enablement, and client success efforts.   

• Schedule initial discovery calls with market participants.  

WITHIN 3 MONTHS, YOU’LL:  

• Drive prospect discovery and advancement conversations.  

• Make thoughtful recommendations to the sales leadership team on account injection points.  

• Work closely with sales/marketing teams to build and execute account-based marketing plans.  

• Further your understanding of CAPE products and the CAPE market impact potential.  

• Understand new CAPE Innovation and develop tailored GTM strategies.  

WITHIN 6 MONTHS, YOU’LL:  

• Consistently seek new business opportunities by presenting, recommending and upselling new CAPE products  

• Have established deep contacts internally and externally.  

• Have become proficient in the tools used to advance deals cycles.  

• Fully understand CAPE solutions processes and value propositions.  

THE SKILL SET:  

• Bachelor’s Degree in a related field preferred, with 8+ years of proven sales experience and 4+ years of Enterprise sales experience (F1000) required.  

• 7+ years within or servicing the Real Estate market.  

• Proven and unparalleled track record of unwavering, exceptional performance, consistently surpassing targets and setting a benchmark for excellence within the industry.  

• Exemplifies the highest level of professional courtesy, mutual respect, and ethics, while maintaining an unwavering commitment to a high standard of excellence, professionalism, and role model behavior.  

• Experience in navigating complex interactions with senior executives across various industries, showcasing a nuanced understanding of their unique challenges and opportunities.  

• Advanced skills in precise executive communication and the effective creation and delivery of engaging presentations.  

• Demonstrates an advanced ability to critically analyze and devise creative solutions, enhancing the efficiency of sales cycles.  

• Advanced expertise in the strategic development of account and organization plans.  

• Experience with CRM tools, such as Salesforce.  

• Familiarity and comfort with Google suite of products, including Slides and Sheets.  

• Ability to travel 50-70% for client needs and annual company events.  

WE BELIEVE:  

• Talent is critical, but best when tempered with humility  

• Self-motivation leads to the best outcomes  

• Open, direct communication is a sign of respect  

• Teamwork drives success  

• Having fun together is an important part of the job!