Director, Client Development

CAPE Analytics is the leading provider of geospatial property intelligence. CAPE provides instant property insights for millions of residential and commercial buildings by analyzing high-resolution imagery, property records, and novel data sources using computer vision and machine learning. With a mission to better understand and protect the built environment, CAPE provides property stakeholders with risk-predictive property attributes that are more timely, accurate, and objective than on-site inspections. Comprised of insurance, real estate, and data experts, CAPE is backed by leading venture capital firms and insurance carriers.
A BIT ABOUT US Since our founding in 2014, CAPE Analytics has used machine learning and computer vision to pioneer a new form of property information, built specifically for the organizations that finance, protect, and invest in our homes and businesses. Our 75+ (and rapidly growing!) clients across insurance and real estate are leading a digital transformation to secure properties and livelihoods in the face of complex trends in housing and climate. 
THE OPPORTUNITY CAPE’s insurance solutions have been adopted by leading carriers across the U.S., Canada, and Australia...but we are just getting started. Over the past 10 years, we’ve constructed an analytics platform purpose-built for deep learning. CAPE is undergoing substantial growth following our $44 million Series C financing, marking a significant evolution for us as a late-stage startup. In CAPE’s next phase, we’re setting out to solve a larger share of the problem, leveraging a radically expanded array of input data sources and advanced machine learning technologies. 
The Director, Client Development is responsible for managing current client relationships & generating and developing new business opportunities for the CAPE suite of products. This individual will conduct business from their virtual office and travel to customer/prospect locations, when necessary. Their chief function is to contact the appropriate parties and develop relationships with potential clients and to grow business with existing clients.  This position is accountable for developing and cultivating leads through the clear articulation of the CAPE value proposition. 
This position carries a highly competitive salary, commission, and stock options structures that reward your efforts monetarily with career growth opportunities readily available based on personal achievement.  
This position is an Individual Contributor role. Position OTE: $300,000 with uncapped earning potential. Base salary range listed below.

WITHIN 1 MONTH, YOU’LL

• Work with the sales team and leadership to learn/understand the CAPE products and fully articulate the CAPE value proposition. 
• Engage and meet with all current clients virtually or in person.
• Understand the tools, technology, and processes deployed across our organization. 
• Frame out a strategy for managing current clients & engaging prospects in close collaboration with the sales leadership team. 
• Learn about insurance deal cycles and the influencing factors that can contribute to CAPE success. 
• Meet and understand CAPE’s marketing and sales enablement efforts for continued development. 

WITHIN 3 MONTHS, YOU’LL

• Drive prospect discovery and advancement conversations. 
• Engage and meet with Top 20 prospects virtually or in person.
• Make thoughtful recommendations to the sales leadership team on account injection points. Independently manage external meetings in an attempt to advance carriers into the formalized CAPE Proof of Value process. 
• Work closely with sales/marketing teams to deliver insights that can be used to build account-based marketing plans for this role’s client account base and prospects.
• Further your understanding of CAPE and the CAPE market impact potential. 
• Understand new CAPE Innovation and deploy tailored GTM strategies.

WITHIN 6 MONTHS, YOU’LL

• Have established deep contacts internally and externally. 
• Have become proficient in the tools used to advance deals cycles. Understand the impact of business intelligence and how its success can generate new/faster success. 
• Fully understand the CAPE processes and value propositions. 
• Have quantifiable and sustainable success driving carrier relationships. 

THE SKILL SET

• 5+ proven work experience in a sales capacity. 
• 3+ years within or servicing the insurance market. 
• 3+ years of Enterprise sales experience (F1000). 
• Stability – Proven history of being a consistent, top performer. 
• Highest level of professional courtesy, mutual respect, and ethics. High standard of excellence, professionalism, and role model behavior. 
• Proficiency in the understanding of insurance carrier processes. 
• Ab